Case Study: Regional Health Plan Drives New-Account Sales with Alexander Group

Regional Health Plan shifts sales to new clients with Alexander Group

A regional health plan provider struggled with competition from national carriers and was experiencing slowing sales growth. Their sales team was focused on current clients, making it difficult to achieve net-new sales. The company engaged the Alexander Group to evaluate sales roles and redesign compensation plans to better drive growth.

The Alexander Group assessed the health plan's sales roles, processes and compensation structure. They recommended updated roles and responsibilities for the sales team and redesigned the incentive compensation plans to increase focus on new sales. After implementation, the company saw a significant shift in sales to new clients, successfully using the modified commission plan to reward goal attainment and drive the desired focus.