HOW
WE DO IT
The SalesForce4Hire® Sales Accelerator
System®
Successful companies make their initial entry into the U.S.
Healthcare marketplace only once and often with a costly learning
curve. SalesForce4Hire enters the U.S. Healthcare market continually.
We have developed, refined, and validated the reproducible
business processes necessary to rapidly and efficiently drive
a Medical Device, Supply or Service to revenue. The benefits
we deliver include the following:
| •
|
Delivering speed
to revenue (six to nine months faster than traditional,
internal sales initiatives). |
• |
Enabling flexibility with
infrastructure and dedicated resources (test drive and
cull talent). |
• |
Optimizing market-driven sales
models for product sales requirements and overcoming barriers
to entry. |
|
• |
Preserving focus on core business
functions. |
• |
Limiting risk in the areas
of human resources, regulatory compliance, and finance.
|
The SalesForec4Hire Sales Accelerator System®
The primary driver of speed to revenue is having the right
sales people armed with effective tools calling on qualified
prospects within targeted markets. SalesForce4Hire has developed
formal processes to ensure this rapid revenue traction:
The following four components make up the SalesForce4Hire
Sales Accelerator System:
IA² is a strategic business tool used to qualify prospects.
To be categorized as a sales prospect the targeted individual
must possess the following three attributes:
1.) |
The Intellectual
capability to embrace the value proposition. |
2.) |
The Authority
to make the purchase. |
3.) |
The Ability
to pay for the product or service. |
A targeted individual possessing one or two of these attributes
is considered a buying influence, but not a primary prospect.
|
2.) |
Dynamic
Parallel Targeting® |
Dynamic Parallel Targeting is a strategic business tool that
evaluates market risk and prioritizes competing market opportunities.
This is an especially effective decision-making tool for enterprises
with operational or capital constraints combined with a variety
of revenue opportunities in different market segments. Each
market segment is evaluated in terms of barriers to entry,
market risk, adoption rate, and market penetration cost. Critical
factors such as the value the product or service offers to
the customer, as well as the associated earnings potential,
are also considered. The result is a decision matrix revealing
the priorities for maximizing return on investment (ROI).
|
3.) |
Tactical
Sales Platform® |
The Tactical Sales Platform is the operational framework
customized to meet and exceed target customer expectations
identified through the IA² and Dynamic Parallel Targeting
processes. The Tactical Sales Platform includes:
| • |
Target Database Integration
into Customer Relationship Management System |
• |
Managerial Reporting System |
• |
Customer Support Procedures |
• |
Field Sales Support Procedures |
• |
Adverse Incident Reporting,
Recall, and Quarantine Procedures |
| •
|
Sales Training
Materials and Curriculum |
• |
Sales Tool Kit |
• |
Telecom and Email |
• |
Order Fulfillment and Distribution
Support |
• |
Customer Support Personnel
and Training |
|
4.) |
Customer
Acquisition Process® |
The culmination of the SalesForce4Hire Sales Accelerator
System is the Customer Acquisition Process. Each phase of
the Sales Accelerator System builds the value of the revenue-generating
asset. That asset is the emerging sales team and supporting
infrastructure. The process enables SalesForce4Hire to gain
exceptional insight into the value exchange, at the point
of sale, with the target prospect. This insight guides the
sales team's building process in terms of optimal skill sets,
intellectual capacity, motivational factors, required experience
and sales sophistication, compensation considerations, and
required detailing and sales intensity.
The Customer Acquisition Process includes:
| •
|
Sales Model Optimization
(Direct, Shared-Bag, Independent, or custom mix) |
• |
Sales Team Recruitment |
• |
Sales Team Training |
• |
Sales Team Motivation and
Leadership |
• |
Sales Team Management |
|
