- Alex Tolmasoff, Director, KPMG Sales Transformation and HCLS Lead
In our three-part health IT sales model series, we talk about market trends and challenges for growth, shortcomings that many health IT commercial leaders face with their current commercial models, and how updates to your sales model can impact results.
Seeing consistent success in the rapidly expanding health IT market has always been challenging. Leaders are faced with new entrants, new products, and raised patient and provider expectations. COVID-19 only increased pressure to maintain revenue growth and margins while offering new services to engage providers virtually and digitally.
As patient expectations continued to evolve, the situation became more complex and challenging across the entire front office (e.g., sales, marketing, service). Commercial leaders need to re-examine their sales models to ensure they are keeping up with new market standards while maintaining profit margins.
There are six key changes in healthcare that health IT sales leaders must adapt to if they want to differentiate themselves within the competitive health IT marketplace.
See the next blog in our series on the biggest “inside out” challenges in many health IT organization’s commercial models.
KPMG can help you improve the ROI on your sales investments. We can help with your winning sales strategies, processes, and talent with connected insights.
Blog series: How healthcare payer sales models impact revenue growthRead More