During the 47thAnnual L-TEN Conference in Phoenix, Sales Performance International and Philips Healthcare hosted an interactive workshop led by Director of SPI Health, Brad Ansley, SPI Senior Sales Consultant Nick Maslanka and Director, Leadership Development & Selling Skills at Philips, Mandy Dunnuck, Workshop participants learned how Sales Performance International helped Philips establish a unified sales process across an entire sales organization in just 12 months.
As regulatory and healthcare provider reimbursement changes are being introduced, there is a fundamental shift in the business paradigm for physicians. As such, the traditional call model of selling into the healthcare practice is no longer as effective as it once was. Healthcare is evolving and decision-makers are becoming more strategic in nature, so “old conversations and clinical/operational relationships established in the past don’t work like they used to” says Mandy Dunnuck of Philips Healthcare. It was now time for Philips to revisit and reevaluate their sales process. They learned, however, that they had a more pressing need.
Within such a heavily matrixed organization, Philips realized that they had different businesses within the organization operating differently. “At any given moment, we had 30 different employees in a healthcare setting calling on the same IDN” Mandy said. Without a sales process that focuses more on the buyer than on the seller, conversations can become misaligned and Philips needed to establish a common language internally, understand interdependencies, and align on their sales process across the company.
How does a company as large as Philips Healthcare, with so many moving parts, align across the organization in a timely and effective way? Sales Performance International introduced Philips to the Solution Selling® method, a customer-centric engagement approach to collaboration, where the focus is on a solution rather than a product. Rather than just showing up with a list of the features and benefits a product offers, Solution Selling® equipped Philips Healthcare with the situational fluency and conversational selling skills needed to effectively communicate the value of their solutions. The Solution Selling® methodology does not stop there, however. Beyond the teaching and practice pieces of the, there is emphasis placed on being sure the process is being properly implemented beyond the learning event. SPI worked through the heavy matrix at Philips to ensure that there were reinforcement and coaching conversations being practiced from top to bottom. Every level of the business, from technology and management up through senior and executive level officers, must be aligned through every step of the selling process. SPI helped Philips understand how critical it is that this type of unification initiative be company sponsored and supported throughout the entire organization. rn
‘LTEN 2018 Workshop