The challenge
Two sales teams sold overlapping products to the same hospitals. Targets were set top-down and nobody owned the key accounts.
What we did
In a two-week sprint we segmented 300 accounts, assigned clear owners and rewrote targets from the bottom up with the sales leads.
Pipeline per repindexed, quarter before = 100
131
100
108
119
131
The result
The new model went live on the first day of the financial year. In the first quarter, pipeline per rep grew by 31%.
“Fourteen days, and for the first time everybody knows which hospital is theirs.”
Dr. Nora Weiss
Head of Sales, Lumen Health
