Every year too many medical companies struggle to define and execute an effective commercial planning process. In this podcast episode, Mike Burnett and Mike White, from the Alexander Group, discuss how to translate your revenue growth strategy into an actionable commercial plan.
At 1:01, learn how to organize the planning process with four primary phases:
- Set the Strategy – Align on the vision and commercial strategy for the upcoming year
- Define Gaps – Understand what you need to improve or optimize in order to execute the strategy
- Design Solutions – Work with cross-functional teams to develop detailed solutions for the known areas of opportunity
- Implement and Communicate – Roll out messaging to the field, set quotas, post and hire for new job roles
We look forward to sharing more findings from our recent Healthcare Go-to-Customer Study in future articles. Request a complimentary briefing of the study findings today.
Learn more about Alexander Group’s Healthcare practice and how we can help drive revenue growth through more efficient and effective use of selling resources.
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About the Authors
Mike Burnett is a principal in the New York office. His areas of focus for consulting work include customer coverage models, sales process effectiveness, sales job design, territory deployment, quota setting and sales compensation design. Mike works with clients across an array of industries, with expertise in medical products, industrial manufacturing, technology and professional services. His most recent engagement includes a global organizational transformation that involved sales coverage and job design, territory deployment, sales compensation plan design and implementation.
Mike White is a director in the Chicago office and is part of the Healthcare practice. Mike has experience leading multiple sales transformations, as well as targeted engagements focused on areas such as go-to-customer strategy, job role design, territory optimization and sales compensation. Mike’s experience spans multiple industries, including medical device, manufacturing, distribution and high tech.
