Case Study: Regional Medical Center and Hospital

Industry Healthcare
Customer Regional Medical Center and Hospital
Description Telephone Sales Initiative
Result                      Development of the Client’s Sales Team


Business Performance Group was hired by this client to develop their laboratory staff to sell services to local hospitals in their region. For example, bone marrow analysis, higher end blood work and advanced MRI services. The laboratory staff were not hired as salespeople, but their contacts with local hospitals provided an opportunity to cross-sell these other services.

These non-traditional salespeople were initially concerned about appearing to be pushy or “like a used car salesperson.” Business Performance Group worked with the team to help them recognize that helping small local hospitals to be successful supports their contact’s goals and objectives.

Business Performance Group worked with their staff to develop case studies and reference materials applicable to their offerings, and then conducted training sessions. Business Performance Group has also provided on-going coaching.

Work with this client is ongoing.