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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 a global leader in sales performance solutions with more than 30 years of documented results. The company works with leading organizations to improve sales effectiveness through issue-based consulting and training. Headquartered in Reno, Nev., Miller Heiman has additional corporate offices in the United Kingdom and Australia and representation in more than 30 countries. For more information, contact 877.506.2973 or visit www.millerheiman.com.
