PlayMaker Blog

Leverage Sales Technology To Maximize HME Business Growth

Posted by Jason Dillon on April 3, 2017
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Increased regulation has HME providers looking for ways to do more with less, which means improving both the efficiency and productivity of their 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 relationships and empower your sales team. 

3 Ways HME Sales Technology Supports Growth

1. IMPROVED VISIBILITY

When you know what's going on, you can think and act strategically. An HME-specific sales solution can deliver comprehensive and timely market data that allows you to:

  • Identify the best referral sources in your market
  • Understand where your orders are coming from
  • Uncover new product opportunities

Taking a data-driven sales approach to your market will give you a significant edge over competitors who rely on outdated, innefective methods for driving business growth.

2. INCREASED EFFICIENCY & PRODUCTIVITY

While the goal of an HME sales rep is to generate new orders, it's not uncommon for administrative tasks to get in the way of actual selling time. 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 streamline administrative tasks and increase both their 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 enables reps to strengthen existing relationships and build new ones, while also providing total visibility to sales managers on which accounts are being worked and the results of those efforts. 

3. PERFORMANCE MEASUREMENT

The only way to determine if you have an effective sales strategy in place is to set goals and measure progress towards those goals. An HME sales solution will give you the insights 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 opportunties, reduce data chaos, and improve pipeline predictability. 

Avoiding The Hassle of Generic Solutions

HME is a unique market. Trying to make generic software work for your HME business is like trying to fit a square peg into a round hole… it just doesn’t fit. Providers who choose to go the generic software route are often dissatisfied and frustrated with the lack of intuitiveness, the 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 a software that is perfectly suited to your needs and designed for your business.

PlayMaker Edge for HME: Your All-In-One Sales Solution

“With comprehensive information and complete visibility into the market, sales teams are more efficient and effective. PlayMaker Edge for HME is a game-changer for providers. I recommend it to all my clients.”

— Mike Sperduti, President and CEO, Emerge Sales

 

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PlayMaker Edge for HME is a comprehensive solution for the entire sales organization. Sales leadership can utilize current market data to identify valuable opportunities and target appropriate referral sources. Sales managers can evaluate the efficiency and effectiveness of their teams, improve onboarding, and determine the ROI of their sales efforts with HME-specific dashboards and reporting. Sales reps can improve efficiency and productivity by managing relationships and organizing activities in the field with PlayMaker Edge Mobile for HME for iOS and Android apps. Plus, PlayMaker Edge for HME integrates with leading clinical management systems, including Brightree, to provide sales teams with up-to-date information on the status of patients and orders.

To discover how PlayMaker Edge for HME can drive business growth for your company, request your free demo today!

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Topics: Sales, Technology, HME, Market Intelligence Data, Sales Growth

Jason Dillon

Written by Jason Dillon

Jason Dillon, National Account Executive with PlayMaker, is a seasoned sales professional with experience in both healthcare and cutting-edge software solutions. His understanding of how HME and Infusion providers can drive business growth using technology is matched only by his desire to solve the day-to-day business challenges of post-acute care providers across the country.