CASE STUDY

Consensus Selling & Video Help to Reduce Churn

RESULT 
A Retention Percentage Consistently Exceeded 
  • In year one, the inside sales team finished at 91% retention on the cardiac-disposable unit year-over-year.
  • The inside sales team is forecasted to finish at $7.77 MM for year 2, which would put them at 94% retention year-over-year.

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OBJECTIVE
REDUCE CHURN & RETAIN 88% OF THE CARDIAC DISPOSABLE UNIT FROM THE PREVIOUS YEAR
Previously the outside field reps covered this product, but because this product requires in-depth education throughout the entire facility, face-to-face InServicing took time away from their other product focuses. The client decided to give the sales and InServicing responsibilities of the entire cardiac disposable unit line to the Salelytics inside sales team so that the outside field reps could focus their time in the operating room department. Due to a loss in GPO positioning, the client expected a 12% loss in sales year-over-year. The largest competitor in the market is the sole source of the majority of GPO contracts.

THE SALELYTICS SOLUTION
PROVIDING SUPPORT AND TRAINING FOR THE CARDIAC DISPOSABLE UNIT VIA VIDEO & CONSENSUS SELLING
Due to the nature of this product, extensive, continued education for clinicians is required. The inside sales team is focused on leveraging consensus selling by calling into multiple departments and speaking to the key educators. These interactions are critical to assist with coaching the facility trainers, leading to business retention. The inside sales team is constantly helping educators support the product by providing them with training tools through Virtual InServices, videos, and literature. To enhance the quality of the training, the inside sales team is able to provide a Virtual InService via Adobe Connect, delivering the same training previously provided by the field reps. The inside sales team uses product visuals, videos, and live webcam demonstrations to answer questions and deliver education. By supporting these educators the inside sales team is keeping competitors out of the hospital and retaining more business. 

RESULTS 
RETENTION PERCENTAGE CONSISTENTLY EXCEEDED
In year one, the inside sales team finished at 91% retention on the cardiac disposable unit year-over-year. The inside sales team is forecasted to finish at $7.77 MM for year 2 which would put them at 94% retention year-over-year.

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