The document describes a sales operations model with four components: 1) Sales force design which uses assessments to hire and retain top performers and provides continuous training, 2) Targeted sales effort which leverages market data to optimize sales regions and goals, 3) Process and performance management which tracks sales activities and compliance, and 4) Deploys referral portals to facilitate physician referrals. The model is designed to maximize ROI through an effective sales force and sales process management.

1. +
Sales Force Point of View

2. + Sales Operations Model 2
Sales
Force  Hire, train, and retain “best
Design in class” sales force
Targeted
Sales
Effort
Sales Process
and
 Leverage market data to Performance
drive sales
Management
 Inject Sales Management
and deploy sales force
automation

3. + Sales Force Design 3
Process and
Targeted Sales
Sales Force Design Performance
Effort
Management
 Uses sophisticated sales assessment to hire and retain “best in class” sales force
 Assessment utilizes predictive behavior and personality trait models
 Profiles sales force by:
 Thinking Style
 Behavioral Traits
 Occupational Interests
 Methodology narrows failure rates by using behavioral science as a basis for sales team
selection
 Deploy optimized compensation structure
 Effective incentive compensation plan to reward continued success and market
penetration
 Minimize effective cost/sale with effective compensation mix and reduction of “failed”
hires
 Continuous training to develop clinical knowledge necessary to support launching of
clinical specialty programs

4. + Targeted Sales Effort 4
Process and
Targeted Sales
Sales Force Design Performance
Effort
Management
 Leverage national scale to develop proprietary market data to analyze referral trends by
region, facility, specialty, and diagnosis
 Target clinical programs and marketing efforts to maximize ROI
 Use market data to design sales force territory and hierarchy design
 Number of accounts in area
 Driving time within territory
 Equity index to ensure territories are balanced
 Analyze market share and competitor data to:
 Evaluate current sales effectiveness
 Determine and set appropriate sales goals

5. + Process and Performance Management 5
Process and
Targeted Sales
Sales Force Design Performance
Effort
Management
 Proactively manage the sales process through investment in Sales Managers to:
 Classify key accounts
 Manage visits per key account vs. new business development
 Analyze referral trends within accounts to identify gained or lost opportunities
 Leverage CRM software suite to increase sales force effectiveness
 Tie expense reporting to activities in CRM to ensure sales force compliance with applicable
laws
 Implement Community Referral Portal to facilitate referral process for community
physicians to build increased customer satisfaction and loyalty

6. + Summary of Sales Operations Model 6
Hire sales force Conduct ongoing
Design effective
Sales Force using sales
compensation sales rep training
Design assessment (classroom and
structures remote)
tools
Design sales
Targeted Sales Use market
force structure Use Market share to
data to optimize
Effort to maximize develop sales goals
sales ROI
efficiency
Process and Manage sales Ensure
Leverage Deploy referral
Performance force activities vs.
CRM suite
compliance of
portal
Management results sales expenses