Is Your Sales Distribution Strategy Up for the Challenge?

July 6, 2016
|In Sales & Marketing, Strategy, Brain Food
|By GHG Advisors


It’s already July, and time is ticking! Do you have your sales distribution strategy completed and management staff in place?  With the Annual Election Period (AEP) just a few months away, finalizing your distribution channel, creating sales training, developing telemarketing scripts, and hiring management to oversee all these tasks must be completed now.  In addition, making sure you have compliant marketing materials and a compliant website is more important than ever.

Make sure you have done the following:

  • Develop sales recruitment strategies that align with your sales and retention goals
  • Identify Field Marketing Organizations that fit your culture and believe in your value proposition
  • Identify obstacles or gaps within your Sales team
  • Develop sales goals that promote year-over-year growth
  • Confirm the proper number of agents are in place to meet sales goals
  • Verify you have a sales oversight program that will hold up to the Centers for Medicare & Medicaid Services (CMS) standards
  • Create trainings that help your sales staff:
  • Sell against the competition
  • Develop key alliances in the community
  •  Navigate the dos and don’ts of marketing
  • Conduct community meetings
  • Self-generate leads and community outreach
  • Telemarketing implementation plan — whether internal or external resources are being utilized
  • Sales scripts for Telemarketing team that are ready to be submitted to CMS’ Health Plan Management System for review
    • Have strong call center staff development scheduled
    • Update policies and procedures for Sales and Member Services based upon internal goals and 2017 Medicare Marketing Guidelines (MMG)
    • Review marketing materials and your website to make sure they are compliant

If you feel overwhelmed by this list, don’t worry — our Sales and Marketing subject matter experts can help you maneuver through the overwhelming task of hiring, training, and implementing strategies while navigating your Sales management staff through the newly released 2017 MMG.  We can even provide you with proven interim staff to get you on track for the 2017 AEP.

Our goal is to help you succeed and achieve your 2017 AEP sales goals. Let us weather the storm for you while you watch your membership grow.  Don’t let time run out — contact us today!

My favorite quote:
“Sometimes I wish I could just fast forward the time just to see if in the end it’s all WORTH IT!”
— Author Unknown

 

Resources

Impact of the 2017 Medicare Marketing Guidelines. On June 10, CMS announced the release of the 2017 Medicare Marketing Guidelines (MMG) for Medicare Advantage Organizations (MAOs) and Part D Sponsors. In a new article, our teams of Compliance and Sales & Marketing experts outline the top changes to the guidelines that we believe will have an impact on your organization. Read now >>

Gorman Health Group’s Sales Sentinel™ is a flexible, module-based software solution with the ability to onboard agents, provide training, manage ongoing oversight activities and pay commissions.  Created by GHG, Sales Sentinel™ was designed to address the specific needs of government managed care organizations. Request a demo today >>