by: Frank Leone
• Review the current software you’re using. Many health system marketing departments have sales software. You don’t need to purchase a separate system.
• It is important to identify “Who you are, what you do, and what your goals are” with your health system to provide a central message and customize your mutual goals for the system and your program. Identify who is accountable for what sales and marketing tasks.
• Metrics for sales require a different focus than program general metrics. Sales are best reviewed by comparing last year’s closed sales to current year’s. Monitoring existing customers is very important, as client retention is vital in today’s markets.
• When developing your sales function and role, it is important to hire the right person, who is familiar with sales processes and fits in with the culture of your market.
