Case Study
Situation
- Recent acquisition by a large, regionally focused HMO
- Prior investments in national sales force scattered across 20 different geographies
- Generally poor sales results and declining book
- Sales team was not generating enough revenue to cover their costs
- Company was a new entrant in the National Self-Insured market
SMA Services
Strategic Review
Sales Effectiveness
Marketing Review
Actions & Impact
- Detailed market study and competitive trends analysis
- Captured value proposition building on the strengths of predecessor organizations and “new think”
- Validated strategic premise in the marketplace
- Comprehensive review of sales organization and developed complete re-structuring plan for processes, roles/responsibilities, organizational structure and sales resources
- Conducted sales productivity study
- Detailed productivity improvement initiative
- Developed new “pitch”, broker development process, and finalist presentation methodologies