Electronic Health Records (EHR) sales is a perpetual cycle of generating leads, constant communication, more communication, making sales, and doing it all over again. Among the surest means of feeding your “sales pipeline” is creating a continual influx of qualified leads and efficiently running a CRM. Technology Advice found that businesses with pipeline management enjoy 28% more growth!
Your sales pipeline should reflect the stages of the Buyer’s Journey. The 3 stages of this journey are:
Using the Buyer’s Journey, the sales stages of your pipeline might unfold this way:
Every stage of your EMR system sales pipeline needs its own goals and benchmarks. Creating these goals gives your sales team a target and improves their performance. For example, you might aim to close 120 large sales this year, and that gives your salesforce a goal of 10 deals per month.
Having clarified the stages of your pipeline and set your goals, build a sales dashboard to monitor progress. Remember to update dashboards daily with critical information about the pipeline. You and your team should be able to quickly scan the dashboard and know where you stand in relation to your goals, as well as the next move you should make.
Dashboards can be a simple as a spreadsheet or as slick as a powerful CRM like HubSpot. For more about HubSpot, take a peek at their Advanced Sales Dashboard here. Regardless of the format you decide, your dashboard should give an overview of:
Sales pro Colleen Francis claims too many salespeople get mired in a ‘sales trap‘. If you’re spending too much energy into closing sales and not enough resources into generating leads, you’re in a sales trap. After a while, that pipeline is going to run dry. To keep it flowing, you need to always be feeding it. Here’s how you might do that:
Always make time to replacing closed EMR system sales with new leads for your funnel. Don’t ignore this step. Make it a daily habit, and you’ll turn your pipeline into a virtual goldmine. So, do the math – discover how many leads you need to communicate with at the Engage stage to meet your goals. A good CRM for managing the progress of leads through the stages of your EMR system sales pipeline is essential here.
When leads don’t respond to your communications or don’t progress from one stage to the next after a long period of time, you need to consider whether or not they’re right for you. Regularly cleaning your pipeline will help you zero in on those leads deserving your time. This will also help you improve your planning and forecasting of EMR system sales in the future. Making sure that all the information in your pipeline is accurate is also critical. For example, if a particular lead is no longer with the company whose business you desire, purge them from your pipeline and find the new, correct person.
Creating an effective EMR system sales pipeline isn’t an easy task. You need a deep understanding of your leads at all times and their relationship to the buyer’s journey in order to build a pipeline that gets the job done. And this is just one component of the larger Inbound Methodology of marketing and sales strategies.
Fortunately, you don’t have to tackle this alone. We here at Responsify team up with EHR sales and marketing professionals to develop strategy, provide support, and offer help creating an Inbound leads pipeline. By partnering with us we help you strategically draw new and better website traffic, convert them to qualified leads, and, eventually, create happy customers.
We’ve assisted countless EMR system sales pros to integrate Inbound into their existing sales processes. So, let’s talk. Reserve your free strategy session now and we’ll help evaluate your assets, provide free insights, and offer suggestions to move you in the right direction.