Case Study: Regional Rehabilitation Hospital

Industry Rehabilitation Hospital
Customer Regional Medical Center
Description Telephone/Field Sales Initiative
Result                      Development of the Client’s Sales Team


Business Performance Group was hired by this client to train and coach their sales team and to study and develop their sales process. The client’s salespeople are nurses who call on local hospitals and evaluate patients for their rehabilitation services. These nurses must sell the attending physician on referring the patient to their facility, rather than to an in-house unit or another provider.

Each salesperson services a large geographic area, and covers multiple hospitals and clinics. The nurse/salesperson must build relationships with physicians and other medical staff, and conduct presentations about their services to patients, patient families and attending physicians.

The nurse is not a traditional salesperson, but their sales performance strongly influences the number of patients referred, and the profitability of the client.

A key focus is establishing and building a strong relationship with the physician community in their territory.

Work with this client is ongoing.