Move the enrollment process online, which makes representatives have enormous flexibility and power to track, completing group and member applications quicker, lets manage, and share key customer and sales information.

1. A R T I C L E
Automate Sales Cycle Friction Points
to Accelerate Your Sales People
Do your sales people spend too much time at their desks drowning
in paperwork? By automating the friction points that slow them
down, you can help them spend more time building relationships
with prospects and customers. How? Through technology-enabled
selling (TES).
Managed care today is highly competitive, and new technology has changed the industry
dramatically. Healthcare payer organizations are beginning to realize that applying current technology
and best practices ensures a solid customer base for the future. In fact, attracting consumers and
making sure that members continue to use the payer organization’s services are essential for long-
term survival.
One of the healthcare payer’s most common efficiency barriers is the time spent handling paper.
If sales representatives process quotes via fax and e-mail, and spend too much time re-keying
information, they’re not focused on selling. Any way to minimize these wasteful administrative tasks
can improve the entire selling process — and shorten the sales cycle.
Technology-enabled selling (TES) uses technology to sell through all desired channels, including
resellers and over the Web. TES has become a critical component of an enterprise customer
relationship management (CRM) strategy.
Technology-enabled selling applications are part of a larger system that combines business
planning, forecasting, and account management. The applications enable business-to-business
selling across field sales, inside sales, and external sales channels (such as the Web). By using TES
to support all your sales channels, you free up sales representatives to spend more time focused on
revenue-generating tasks.
Here are three specific ways you can take advantage of technology-enabled selling to improve sales
efficiency in your organization:
• Enable online quoting, which lets agents do most of the initial data entry. Internal sales
representatives can then access a single, unified system so that all sales activity “lives” in one
place.
• Provide alerts about critical renewal opportunities, which gives sales representatives enough
time to negotiate with customers to find the right benefit mix and rate structure.
Pivotal CRM | Article

2. • Move the enrollment process online, which makes representatives have enormous flexibility and power to track,
completing group and member applications quicker, lets manage, and share key customer and sales information. The
sales representatives monitor progress in real time, and applications also provide “pipeline” forecasting and reporting
— ultimately — speeds up sales. for categories such as product, producer, or territory.
TES applications are designed to connect groups of users With an easy-to-use, tailored system, healthcare payer
so that payer organizations can quickly assess opportunities organizations get measurably better at the front-office tactics
and eliminate inefficient sales initiatives. In the field, sales that help to grow and service business. Some of the most
apparent bottom-line results include reducing administrative
‘
overhead, shortening sales cycles, collaborating, and sharing
With the time gained by freeing sales representatives data — all of which lead to greater profitability. With the time
gained by freeing sales representatives from laborious and
from laborious and inaccurate data entry, and inaccurate data entry, and minimizing paper-handling, focus
minimizing paper-handling, focus can shift to
activities that matter more — managing prospect
and customer relationships.
’
can shift to activities that matter more — managing prospect
and customer relationships. TES enables your entire sales
force to spend more time on selling the total benefits of your
organization when working with prospects and customers,
rather than struggling just to say on top of the paper chase.
Learn More About Pivotal CRM
To learn more about how Pivotal CRM can help your organization’s unique needs, call us today at +1 877-PIVOTAL
(+1 877-748-6825) or visit us at http://www.pivotal.com.
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