Business Development has continued to enjoy positive growth since 3rd quarter of 2016. After hiring both Sheila Brunson and Valerie Southall to fill two vacant territories in June and July of 2016, the Business Development team worked to generate new revenue for URAC in 2016.

During the last two quarters of 2016, veterans Carolyn Smith and Joe Touchstone demonstrated exceptional team work as well as performance. Joe was awarded Business Development Executive of the Quarter for sales excellence in Q4 2016, and Carolyn won the same award for Q1 2017. In 2017, with a full team of Sales professionals, I’m happy to report that URAC achieved its first ever million dollar month for news business sales in the month of May. Congratulations to Sheila for converting the AIDS Healthcare Foundation, the largest single revenue sale known to date.

We hope to continue to build on this pattern of success by expanding the sales of accreditation in the Provider Suite and differentiating URAC from other accrediting organizations. Our leadership knows the importance of training and education. With that being said, all Account Managers and Business Development Executives completed training and became certified in the Miller Heiman Strategic and Conceptional selling process. This training brings a professional selling process to URAC, establishing a common language and providing a foundation for selling to large and complex health organizations. As I always say to the sales team, happy selling!