Is Your Clinical Laboratory Outreach Salesperson a “Hunter?” The Compounding Impact of High Revenue Producers for Your Health System

In Part 1 of this blog, I discussed the qualities of a “hunter”—a true high-performing, high-earning sales representative—and the upside opportunity for those hospital and health system clinical laboratory outreach programs who do not currently have one.

Previous studies performed at Chi Solutions, Inc., an Accumen company, show that most outreach programs have salespeople that perform at the lower end of the range ($2,000-$4,000 new net revenue per month).  A true hunter will have a quota of $6,000 per month.  The graph below shows the revenue impact over time for a sales representative performing at the three different levels.

In the early years, the difference is not as noticeable, but look at the numbers for five and 10 years in the chart below:

You can see how the decisions made by hospital and health system executives very early on have long- term consequences for your clinical laboratory outreach program.  According to our 16th Annual National Hospital/Health System Laboratory and Outreach Survey, the average outreach program has $24 million in revenue.  You must have a high-performing sales representative just to keep up steady growth.  Better yet—have two!  I have yet to see a market that cannot sustain two sales representatives that are “hunters.”  That will keep you ahead of the pack!

Kathleen A. Murphy, PhD
Senior Advisor
Chi Solutions Inc., an Accumen Company

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