Case Study

Sales Targeting & Execution for a National Provider of Physical Therapy

IGS supported a large, national provider of physical therapy to redesign and deploy a data-driven sales targeting strategy, resulting in significant increases in sales activities, new referring physicians, and increased sales team satisfaction

Key Insights

• IGS analyzed current sales techniques and found that sales teams focused on a few key referring providers multiple times per year while scattering other activities across a broad set of providers with no impact
• IGS used data analytics to segment and categorize referrers into specific sales priorities, then conducted primary research to understand referrer needs and built robust sales playbooks accessible from phones or tablets
• IGS realigned the sales incentive program to new targets, simplified the CRM to focus sales attention, developed activity and outcome-based KPIs, and built a robust reporting tool to drive compliance and governance

IGS helped the client design a strategy that resulted in a 225% increase in covered targets, with nearly 70% of identified targets being new to the organization.

Within the first year of implementation, sales teams outperformed aggressive sales targets that were put in place prior to program launch, far exceeding expectations.