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Healthcare Sales Organizations May Benefit from Better Communication
Study Reveals Best Practices and Opportunities in the Healthcare Industry
RENO, NV -
June 05, 2008 -
Miller Heiman recently released research findings to help healthcare sales organizations benefit from the strengths and opportunities identified through a study of their peers. Best Practices to Grow Sales in the Healthcare Industry, derived from the 2008 Miller Heiman Sales Best Practices Study, compiles the findings from sales professionals in the healthcare industry and includes the insights of numerous industry experts.
"Over the last five years, our research has helped sales organizations enhance their performance by identifying the best practices of top-performing organizations," said Sam Reese, president and CEO of Miller Heiman. "This year, we took it a step further and segmented our findings by industry. This presents an opportunity for organizations to focus on the selling activities that produce the greatest results in their space." According to the report, only 22 percent of healthcare sales professionals agree that they regularly engage their strategic accounts in their product/service planning process. "You fear leaking information to your competitors," said Miller Heiman sales consultant, Tom Williams, in the report. "The price-value relationship is high for hospitals. They want the best technology at the lowest cost." According to Williams and other commentators, healthcare sales organizations are afraid to expose proprietary information, especially when they are not an exclusive vendor. These organizations may benefit from asking questions and engaging customers instead of only talking about products, Williams said. In addition, the study revealed that only 26 percent of healthcare sales respondents agree that their organization proactively terminates poor performers. Rich Blakeman, Miller Heiman's sales vice president for the western region, attributes this to a culture of long-term loyalty and longevity compared to other industries. Miller Heiman's healthcare report calls out a total of seven opportunities for sales leaders to leverage best practices that contribute to the growth of top-performing sales organizations. "The findings released in this report will certainly give sales leaders in the healthcare industry a new view on the way they do businesses," Reese said. "Businesses can not grow without constantly evaluating what does and does not work." Best Practices to Grow Sales in the Healthcare Industry is available by request by contacting Miller Heiman at 1.877.506.2973 or info@millerheiman.com.
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About Miller Heiman: The Sales Performance Company
Miller Heiman is the proven leader and innovator in sales execution with more than 30 years of helping businesses grow profitable sales by increasing their close rates, lowering the cost of sales and reducing the length of the sales cycle. The company’s common framework of easily repeatable methodologies, combined with a tradition of research and thought leadership, helps firms of all sizes win complex sales. Miller Heiman is a worldwide leader in sales performance with programs in 20 languages and corporate offices in the United States, the United Kingdom and Australia. For more information, visit www.millerheiman.com.
