Sales Training Connection

OCTOBER 16, 2013

Given these changes there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program. The health-care industry is undergoing transformational changes.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

AUGUST 27, 2014

Given these changes there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program. The health-care industry is undergoing transformational changes.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

JUNE 19, 2013

The Sales Executive Council , for example, reported a four-fold difference in top-line territory growth of sales reps under “star sales managers” (top 10%) compared to sales reps under weak sales managers (bottom 10%). It should not be the only strategy and it is one that should be carefully managed. ©2013 Sales Momentum ® LLC.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Sales Training Connection

SEPTEMBER 7, 2012

First, it is important to recognize that the strategy and narrative for selling to early adopters does not extrapolate to the general population. Second, as you move beyond the early adopters to the broad physician population in your territory, what will encourage physicians to switch will not be identical across physicians.

Health Care 107

Health Care Territories Training Up-Sell 107

Sales Training Connection

AUGUST 24, 2011

Health care sales. And, as with any transformational shift, there will be winners and losers – in this case, for both hospitals and health care companies. . So given these changes, how can a major health care company be in the winning category? Changes in U.S. Taken collectively they are transformational.

Health Care 61

Health Care Account Territories Face-to-face 61