Now is the time to evolve your sales model
By Alex Tolmasoff, Director, KPMG Sales Transformation and HCLS Lead
In our first blog in this series, we talked about the 6 market trends and challenges medical device companies face that are hampering the number of providers and patients you can sell to.
At the same time, legacy commercial model issues also hinder growth. If your sales organization has a traditional approach, here are the top 5 issues that could impact your results and cause you to lose revenue or fail to capitalize on opportunities:
Difficulty executing go-to-market strategies across segments
Difficulty coordinating across device and non-device lines of the business
Outmoded, expensive sales motions with new exposure to “hybrid” models
Outdated legacy sales talent
Lack of modern customer success capabilities
It’s time for a transformation to a more modern sales approach. Your selling model should be structured to help you go to market across customer segments and new digitally enabled ways of selling and servicing customers. And your talent strategy, training, goal setting, and incentives should be aligned to your growth drivers and market-driven insights.
KPMG can help you improve the ROI on your sales investments. We’ll help you manage winning sales strategies, processes, and talent with connected insights.
See the next blog in our series on how you can refresh your model.
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