Best Practices to Grow Sales in the Healthcare Industry November 21, 2008 Industry Summary of the 2008 Miller Heiman Sales Best Practices Study
Those selling in the healthcare industry are enjoying much success, even as the selling environment continues to grow more complex. Yet, with more factors contributing to the success of these organizations, the 2008 Miller Heiman Sales Best Practices Study revealed a number of opportunities for these companies to improve their results. Chief among them: systematic prospecting, communicating more effectively with strategic accounts, improving training opportunities, and leveraging top performers’ best practices to improve everyone else’s performance. At the same time, other industries may benefit by observing how healthcare sales organizations do a better job understanding the key issues of each decision maker at their prospect firms.
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