Industry: Medical Devices and Diagnostics
Services: Sales Performance Improvement Assessment, Sales Training
Regulatory and quality consulting firm RQM+ serves the life sciences industry—particularly in the areas of medical devices and diagnostics. The company helps its clients navigate FDA regulations and solve compliance, quality, engineering, and technology challenges.
Echoing a challenge familiar to many consulting firms, Vice President and General Manager Terry Spartz says, “We’re always busy serving our current clients and find very little time to look for new ones and prospect for new opportunities.”
RQM+ relied on a small sales force of former consultants to identify and secure new business. The typical six-to-12 month sales cycle required a sustained outbound sales process on behalf of the team. The highly regulated nature of the business, with its legal ramifications behind complying with FDA regulations, made for a complex sale and a relationship-driven business.
To meet its new business development and growth goals, the company needed to strengthen its sales process.
As a result of the training program, RQM+ met their objectives and increased the number of clients on its roster. Within 10 months, the company increased the number of active clients by nearly one-third and significantly increased their penetration of existing accounts, with a corresponding increase in revenue.
Moreover, the company’s sales force and management team now have greater clarity around its sales process.