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Technology Sales Force Education Program

Technology Sales Force Education Program

A global, $5B provider of information technology hardware, software and services was developing a new healthcare vertical sales and marketing team. They engaged C-Suite Resources to design and build a custom technology sales force education program to enhance their sales effectiveness and accelerate the growth of their healthcare vertical.
C-Suite Resources developed a custom, comprehensive, on-site and webinar-based education program covering many healthcare industry and healthcare information technology areas, including:

  • View from the C-suite on healthcare trends and issues
  • Healthcare reform
  • C-suite views of Information Technology (IT)
  • Healthcare IT trends and issues
  • Hospital/health system and physician practice IT priorities, challenges and strategies
  • Hospital/Health system organization models and workflows
  • Hospital/health system buyers and decision making
  • Hospital/health system application software vendors
  • Sales implications and opportunities for the Client
  • Case studies and group learning exercises

C-Suite Resources conducted two full-day, interactive working sessions with more than 45 sales people. The sessions were recorded and were placed on the Client’s learning platform for use by existing and newly hired sales people. C-Suite Resources also developed a learning assessment tool for the attendees. Other planned elements of the program include periodic webinars, industry updates and an educational panel discussion featuring executives (e.g. CIO, CMIO, CTO) from leading healthcare organizations.
Results Achieved:

  • Overall increased sales force effectiveness, resulting in higher win rates and lower cost of sales
  • Improved sales qualifying skills
  • Improved understanding of healthcare industry and healthcare IT
  • Increased account penetration and share of customer

Sample comments from attendees:

“Very well presented. Impressive credentials.”
“Very well prepared. They knew their stuff. No questions left unanswered.”
“Astoundingly knowledgeable about the industry and the intricacies of
dealing with all levels of clientele. They communicated it very well and it
showed in their natural delivery.”
“We gained more insight into the procurement process. We learned about
the different players inside the organizations like the CTO, CNO and
governance committees.”