As mentioned in the All-Staff meeting on April 26, the Sales team is undergoing a fundamental change in the way we conduct business. Spearheaded by our new Sales Director Kurt Acker, there will be three primary areas of focus:
- Develop the Sales Team
Sales leadership is in the midst of recruiting, training and filling two vacant positions on the Sales team. The ideal candidates will bring with them outbound, cold-call skill sets to attaining new business. As part of that, new standards, monitoring and expectations for driving activity become the new modus operandi, increasing total team output and driving contracts to “closed won” status. Our focus is on a new business hunter mentality, go-getters who are ready to carry the ball over the goal line.
- Drive and Monitor Activity, Manage to KPIs
The newly revamped team will have daily, outbound call volumes. All of which will be measured, tracked and reported. Sales executives will be required to maintain a pipeline to quota ratio of 3X their goal at all times. Fill the sales funnel! Sales quota attainment will then be managed and reported out on a weekly, monthly and quarterly basis.
- Salesforce Utilization to Forecast Success
Lastly, by effectively optimizing Salesforce, the Sales team will be required to forecast future revenue and new business opportunities through proper lead tracking. Kurt and the team will take part in weekly 1-on-1 pipeline review from the prospect stage to proposed contracts. That means all opportunities! Then, he and I will have weekly reviews for all opportunities we expect to close in the short term.
This is an exciting time for the URAC Sales department. We’re in a period of change, and change can be frightening. What we do know is this: we cannot continue to take the same steps, and expect a different outcome. Now is the time. As we move forward with these changes, we may lean on other departments for your assistance, or as information resources as part of closing new deals. We’re in this together. Thanking everyone in advance for your support and dedication. Onward and upward!
