Team and Territory Design – Serent Capital

Team and Territory Design

DESCRIPTION

Cardon Outreach is a leading outsourced provider of revenue cycle management services, helping over 900 hospitals and clinics optimize revenue recovery for uninsured and underinsured patients. Prior to investment, Cardon’s organic growth had stalled, and the company had no sales reps and needed to build a sales team.

ACTIONS

Serent’s Growth Team worked with the Chief Revenue Officer to identify the right candidate profile, the appropriate size of the sales force by territory, and how to maximize new logo and cross-sell
Serent aided the company in hiring 12 reps to cover the US, tailoring the new hires to each territory based on their experience and Cardon’s existing presence

OUTCOMES

Cardon experienced a 2.5x increase in outbound lead generation and meetings by the sales team

Thinking through the team and territory design enabled our reps to be more productive in the field, leading to a 2.5x increase in outbound lead generation

GLEN LASCHOBER CEO CARDON OUTREACH

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