Improve Revenues: Medical Supplies

Improving Revenue at a Medical Supply Company

Client Case Study

Situation

In an effort to boost revenues within accounts too small to be supported by the field organization and the distribution channel, this medical supplies manufacturer (Revenue: $100 million) decided to create a telesales team to sell their products direct.

Complications

  • New Venture: This client had never hired or built or managed a direct sales team.

Approach

  1. Hiring and Compensation: We recruited and hired the entire telesales team – both the manager and inside sales reps – and designed the compensation packages to align with the new venture.
  2. Target Client Profile: To ensure the company’s resources were concentrated on prospects with the highest potential returns, we analyzed the existing customer base and then designed a demographic profile for four categories of prospects.
  3. Strategy and Implementation: Once the target audience was defined, we created and implemented a telesales strategy for each qualified segment that included new systems and processes to help manage the sales department – including establishing productivity levels, performance measurements, and designing management reports.
  4. CMS: Designed the contact management system to manage the call process and house the key customer data.
  5. Leadership Development: Team leaders attended an accelerated program for managing, coaching, motivating, and retaining employees
  6. Inside Sales Skills: Telesales reps participated in and inside selling skills program, reinforced with monthly one-on-one coaching from our certified trainer.

We partnered with LSA to help custom design, deliver, and measure an advanced new employee on-boarding process. It was well thought out and bought into by sales leadership.

The combination of targeted sales tools, technology, coaching, performance plans, training, and reinforcement made all the difference.

The solution quantifiably improved new employee and hiring manager satisfaction and increased the speed to sales quota for new hires.

I would highly recommend LSA Global for any sales enablement team looking to increase the engagement and speed to productivity of their sales force. We are excited to implement the program globally as we continue to scale.

Rochana Golani
Director, Global Sales & Technical Field Enablement

We recently hired LSA to help us take our client delivery methodology to the next level as we continue to grow and help our clients succeed.

The custom strategy and design session exceeded our expectations. They really understood our business and delivered within tight time frames. They were the best I have seen for this type of complex, visible, and strategic work.

LSA’s ability to get a group of 20+ executives from around the globe on the same page, push their thinking to new heights, and ensure an executable plan was excellent.

I would recommend LSA to anyone looking to take their strategy and strategic execution to the next level.

Rob Sturgeon
EVP Client Delivery

Service Source

LSA is a great and high quality training and consulting resource. In less than a week turnaround time, they were able to design and deliver a ‘best in class’ inside sales solution to meet my team’s unique needs.

They definitely met my high expectations and were very responsive to my specific objectives.  Thank you!

Olivia Flach
Americas Retail Sales

Sandisk

LSA Global’s sales negotiation training and assessment process provided the sales negotiation tools and practices that have significantly enhanced our negotiations process. Their facilitators understood our business, its challenges, and framed the learning in a way that we understood.

I am very happy with the value we have received and would highly recommend LSA to others looking to improve their sales negotiations results.

Jeff Bizzack
President

Service Source

LSA was instrumental in making our worldwide sales meeting a success. They saved me a ton of time with ‘best in class’ solutions to meet our business objectives. Whenever I’m in a pinch, I can count on LSA’s dynamic team of sales trainers and consultants to really go the extra mile.

They truly understand the meaning of customer delight.  Thank you!

Amy Walker
Manager

Seagate

We needed a way to improve customer training. We had to reach a disparate group of people in a very short period time. LSA gave us a new training methodology and a better way to go to market with our customer training that improved their experience and our brand positioning.

LSA delivered exactly what we needed and exceeded our expectations.  Thank you.

Hinda Chalew
Vice President of Marketing

LSA has consistently delivered top notch value to Seagate’s Corporate University Program. The level of facilitator involvement and continuous program evolution has kept the sales negotiation training engaging, relevant, and impactful.

We look forward to working with LSA in the future.

Geoff Purnell
Sales Executive, Seagate Data Recovery Services

Seagate

LSA Global rocks! Thank you for helping our executive team get aligned by creating a powerful and clear strategic direction and go to market sales growth plan that we could all fully commit to.

From a sales growth perspective, I am really energized about the outcome and grateful for what I have learned throughout the strategic clarity facilitation process.

Stacey Wong
VP Sales

Servicon-logo

We selected LSA Global over several other sales experts based upon their ability to clarify and align our sales strategy, their expertise in identifying the critical sales scenarios necessary to meet our growth targets, and their willingness to stand behind the results with targeted sales management training and coaching and a pay-for-performance guarantee.

They have become an integral part of my sales team as we rapidly scale. I would recommend them to any sales  leader looking for a true partner.

Anthony Lanham
SVP, Sales North America

jumio-client-logo-technology-cyber-security-LSA-Global

From beginning to end, LSA was as invested in making sure the program succeeded as we were. They not only met the needs of our sales organization, but they helped us meet our very tight launch deadline.

The consultant operated with the sense of urgency necessary to ensure that we were ready to roll the business sales training program in a way that made sense.

Without their dedication and sales expertise we would not have been able to launch the program with the success that we did. Thank you LSA for being a valued business partner!

Erin Surprise
PHR, Manager - L & D

The sales negotiations training program was awesome. The facilitator was excellent. We are immediately able to see the relevance and apply it to our specific. The preparation and energy was very apparent. The facilitator did a great job keeping everyone engaged and focused on what mattered most to our success.

I am very pleased with the results and like the very relevant and applicable sales negotiations tools. Great job!

Jack Lord
Vice President of Sales

Blackhawk Network

In an effort to establish a solid foundation of consultative selling skills for our client-facing teams that can be built on over time, we engaged with LSA Global. By understanding our business and our markets, LSA Global was able to design and deliver the relevant sales skills, tools, and processes that have established the foundation for our future success.

We are extremely satisfied with our decision to work with LSA.  Thank you!.”

Kevin Wiley
Chief Operating Officer

Nelnet

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goals.

Their leadership, management, and sales expertise has been invaluable.  They think strategically and provide a results driven plan – not just a temporary fix.

They are great to work with, and even more importantly, they “get it!”

David Fiano
Director of Merchandising

LSA’s customized Effective Presentation Skills program has helped us elevate our presentation skills to the next level. I personally now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas.

I definitely recommend LSA Global to anyone for whom business or sales presentations are an integral part of their job.

Jim Elliott
Senior Marketing Manager

Samsung

LSA Global has been a great partner in helping us move toward being “the leading developer of talent in the service performance management industry.”

I have engaged LSA to help develop best-in-class programs in the areas of: Executive On-boarding, Manager Training, Sales Training and Coaching, Employee Engagement, and Instructional Design.

They have consistently met or exceeded my (very) high expectations and are always responsive to my needs to increase performance, engagement, customer satisfaction, and sales growth.

Mike Normant
Senior Director, Training & Development

Service Source

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