CHALLENGE |
ACTION |
RESULT |
| Convince employers to purchase new online service and offer to employees as an added health benefit. |
1) Built sales team
2) Provisioned sales team
3) Managed sales team
4) Helped close deals |
Helped grow enrollee base from 800 to nearly 20,000 and secure 10 corporate clients within 7 months. |
| Build direct corporate sales team across six cities within 4 months. |
Built candidate profile. Used internet postings to identify candidates. Screened candidates via phone. Conducted interviews and pre-hire evaluations. |
Account Executives were on-board and trained prior to market launches in Philadelphia and Orlando. Hired post launch in Indianapolis and Chicago. |
| Provision sales team with corporate selling tools. |
Refined ROI model and built supporting spreadsheets. Developed employer and broker proposals. Revised sales sheets and sales presentations to support client value proposition. Re-engineered pricing model to reflect market demand. |
60 outstanding proposals within five months. Five closed deals. |
| Manage sales activity across four states. |
Implemented Salesforce.com for sales automation. Developed lead tracking, activity management, opportunity management and forecasting tools. |
Ability
to analyze activities for effectiveness. Resulted
in business model adjustment toward hospital and
physician groups. |
