Selling Value in Health Care

Record-number of reps exceeding quota


 
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What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Client


athenahealth

A leader in the health-technology space, athenahealth, Inc. provides cloud-based services for electronic health records, practice management and care coordination. Their software, networked knowledge and back-office services alleviate hassles and reduce red tape. These solutions ease administrative burden so providers can focus on patient care. Athenahealth’s clients run the gamut of the health care industry, ranging from small provider offices to large health care enterprises.

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Business Challenge


As a rapidly growing company, athenahealth suffered from the inconsistencies that plague many fast-growing organizations, especially in the areas of sales messaging, planning and talent management. Before working with Force Management, sellers were giving valid information to their customers, but it wasn’t consistent. These varying messages made it difficult to ramp-up new hires and effectively articulate value consistently to their wide-ranging customer base. 

Managers had difficulty coaching their reps to build pipeline because they didn’t have a repeatable way to inspect accounts, opportunities and territories. Since sales leaders were charged with a 30% growth mandate, they wanted a repeatable process around hiring and retaining top sales talent. Managers needed a way to find successful sellers and a mechanism to help them become productive quickly.

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Solution


A multi-solution approach, combined with Force Management’s focus on adoption and reinforcement helped athenahealth find the repeatable and measurable success it needed.

  • Command of the Message® helped the sales organization develop a framework that drove communication consistency throughout the organization.
  • Command of the Talent® helped sales managers create the tools necessary to consistently recruit high-performing sales talent.
  • Command of the Plan® developed an operating rhythm specific to athenahealth that helped them address key sales planning benchmarks including quota attainment, pipeline health, territory coverage and forecast accuracy.
What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Results


Sales leaders at athenahealth saw results in almost every part of its sales organization: 

  • 30% Increase in Lead Generation
  • Multi-Service Deals Doubled
  • Increase in Conversion Rates, Close Rates and Active Pipeline
  • 54% Increase in “Meeting-to-Win” Ratio
  • Record-Breaking Number of Sales Executives over Quota

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What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

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