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.