Fallon Commuity Health Plan A Health Maintenance Organization "The number one rated health plan in America" Source: Newsweek Magazine, October 5, 1998. The Challenge: A three division sales force that sold direct to business, individuals and other groups needed to become more customer focused with a greater emphasis on establishing better relationships with its customers. There was no established best practices method of selling that gave the organization a unified identity in the mind of customers. The Solution: Determine the competency level of all sales people in order to custom design a best practices selling system for each division. Teach a relationship-oriented, needs based selling system. Coach all representatives on its use during actual sales calls. Provide individual coaching to sales managers to enable them to better relate to the needs of their sales people. The Outcome: A Best Practices Selling System was designed and embraced by senior management and adopted by the sales teams. Sales representatives who embraced their new tools increased their sales dramatically. Consumers were better informed and received a consistent message about Fallon Community Health Plan's capabilities. The Continuation: Top sales people within the organization continue to ask for coaching from Unique Selling Systems. Sales management continues to rely on the counsel of Unique Selling Systems when making strategic sales decisions. Another Unique Selling Systems Success Story "I continue to rely on the advice of Unique Selling Systems because I have seen firsthand the positive influence the Best Practices Selling System has had on our top sales people. We were especially impressed with their "hands-on, in the field" approach to teaching the system by demonstrating its use during actual sales calls." - William (Rusty) Short, Director of Sales
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