Part 2: How to Build a Healthcare Sales Machine

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How to Build a Healthcare Sales Machine Part 2

Insurance is Never Bought... It's Sold. Same Holds True for Innovative Healthcare Solutions.

Part 2 Reviews the People, Process and Technology Necessary for Successful Sales Tactics.

People: Healthcare Salespeople must be 1) Good Conversationalists, 2) Enthusiastic 3) Quick Learners, 4) Have Hustle. Successful healthcare salespeople Do Not need a background in healthcare sales... They can be Trained.

1/2 of Sales Hires will not make it and will leave or need to be asked to leave within 6 months. If a sales team of 5 is desired, then 10 reps need to be hired.

Process: Successful sales requires 1) Training, 2) Activity Tracking (Phone Calls, Emails, Presentations, Proposals), 3) a Compensation Structure with a Quota and OTE (On-Target Earnings)

Management should review the Sales Pipeline weekly from largest to smallest accounts.

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