In the medical device world, fall’s arrival signals one thing: fiscal year planning season is here. Recently, one medical device company began its strategic planning by engaging the Alexander Group (AGI) to conduct a diligent review of the company’s revenue growth strategy and the different strategic levers they might pull to increase revenue results (see Figure 1). AGI reviewed the collaborative strategy of the company’s three disparate sales teams: field, channel and inside sales. Ultimately, AGI recommended a revamped sales strategy, including sales force structure, sizing and incentive compensation, as well as implementation tools to ensure the solution pull-through and adoption. Takeaways from this case study will help medical device organizations successfully plan for increased growth.
Alexander Group Medical Device practice leaders take a practical approach with data-informed deliverables to assess your company’s needs. AGI knows that medical device companies must take action to challenge yesterday’s legacy sales models with an improved mix of selling resources and aligned programs for better account management and sales coverage.
Are you and your team ready? Visit the Alexander Group’s Medical Device practice page to learn more about best practices in the industry and how it can help your company’s revenue growth. If you have questions, please contact one of our practice leaders.