Consulting

As you work to strengthen the results from your sales program, Harkins Associates can assist you with the following sales management activities:

• Translate clinical program goals into sales forecasts
• Define sales organization structure specific to your organization, and your needs and challenges
• Create hiring criteria for sales or physician liaison staff and/or sales managers
• Implement strategies for accessing “hard-to-see” referral sources and customers
• Identify growth potential within each customer segment
• Determine and analyze all competitive alternatives to your services and products and help you leverage your differentiating factors
• Evaluate and monitor the sales cycle and program performance
• Unify the development efforts of the internal and external staff

Customer-Centric Messaging

Often times sales staff have difficulty using product and marketing language in their face-to-face sales meetings with customers / referral sources. Harkins Associates works directly with your service development and/or marketing staff to define the specific links between what you do and what customers need; we then create compelling, customer-centric messaging that best supports the selling conversation with customers. The result is a strong, clear communication of product and service solutions that customers understand and value.

We also offer Assessment Services