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3 Components of Sales Technology to Maximize HME Business Growth

By Ashton Harrison | July 27, 2022

Is your HME business seeking new ways to improve the efficiency and effectiveness of your sales programs? Investing in HME-specific sales technology can provide unparalleled visibility into both the market and your own business, along with relationship management tools to strengthen connections, improve performance, and empower your sales team.

If your organization is contemplating the investment of technology tools to support growth, there are three components the technology should provide your HME organization, including:

  1. Improved Visibility
  2. Increased Productivity
  3. Performance Measurement

 

1. Improved Visibility

Transparency of your market and new opportunities are critical to stay on top of potential referral growth. An HME-specific sales solution can deliver comprehensive and timely market data that will allow you to:

  • Identify the most valuable referral source partners
  • Monitor real-time sales activity and opportunity management
  • Benchmark competition through competitive referral intelligence and relationship tracking
  • Identify and engage new market opportunities with confidence

Utilizing a data-driven sales approach to drive business growth within your market will allow you to be steps ahead of your competition. Without this transparency into the market, your reps are likely to be aimlessly visiting referral sources that may not be the ideal partners to work with.

In addition, access to an in-depth view of the competitive landscape enables you to take a data-driven approach to business growth as well as service line expansion opportunities within your target markets.

2. Increased Productivity

Administrative tasks often take up more time than necessary, which reduces the amount of time your team has available for interacting with customers and generating new orders. Managing events, tracking call notes, and chasing orders can significantly reduce face time with referral sources.

Empowering sales reps with a mobile sales solution will assist with streamlining administrative tasks and lead to increased efficiency and productivity. According to research from Innoppl Technologies, 65% of sales reps who have adopted mobile sales technology have achieved their quotas, while only 22% of reps using non-mobile solutions have reached the same targets.

Having access to centralized information on the go enables reps to strengthen existing relationships and build new ones, while also providing total visibility to sales managers on account activity and the results of those efforts.

3. Performance Measurement

Setting goals and measuring progress towards those goals is key to an effective sales strategy. An HME CRM solution will give you the insights needed to evaluate the efficiency and effectiveness of your sales team, improve onboarding, and determine the ROI of sales efforts with dashboards and reporting built to support your specific needs.

You can also quickly identify coaching opportunities, reduce data chaos, and improve pipeline predictability. Access to real-time sales activity and opportunity management will provide you and your team with the tools needed for success in managing leads, referrals, and schedules, helping you to accelerate your HME business growth.

A purpose-built HME CRM allows everyone from sales leadership to sales reps to more efficiently and effectively grow revenue.

Selecting a CRM that is Customized for your HME Business

HME is a unique market with unique needs. Trying to make generic software work for your HME business is like trying to fit a square peg into a round hole… it just does not fit. Providers who choose to go the generic software route often run into lack of intuitiveness, high cost of customizations, and the need to run multiple complex systems to achieve their goals.

Selecting an HME-specific sales solution allows you to enjoy the benefits of software that is perfectly suited to your needs and designed for your business to help you in maximizing growth.

Below are just a few examples of how an effective HME-specific sales solution can dramatically improve sales performance for sales leadership, managers, and sales representatives.

Sales Leadership:

  • Enhance growth strategies by leveraging market and competitive data
  • Identify and engage in new market opportunities with confidence

Sales Managers:

  • Attain real-time visibility into sales productivity and ROI
  • Reduce sales turnover
  • Improve referral pipeline performance

Sales Representatives:

  • Manage leads, referrals, and schedules via mobile
  • Identify the most valuable referral source partners
  • Access up-to-date information on the status of patients and orders

Interested in learning how Trella’s Marketscape Insights and Edge CRM can help you maximize your HME business? Request a demo now.

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About the Author:

Ashton Harrison, Marketing Engagement Manager

With a diverse background of sales and healthcare marketing, Ashton manages Trella’s events, press releases, and media and association relations. After graduating from Florida State University with a major in communications, she began her career at Greenway Health, a EHR company, where she found her passion for the healthcare industry. At Trella Health, she’s able to do all the things she loves about marketing — engaging at events, interactions with partners, and creating marketing pieces that share insight on Trella’s journey.