OB Hospitalist Group Achieves a 7% Increase in Win Rate With Agile Training

The Challenge

OB Hospitalist Group is the nation’s largest and only dedicated OB/GYN hospitalist provider. They offer around-the-clock, non-competitive support for local OB/GYN hospitals and integrated delivery networks. In addition, they use their large network of dedicated clinicians in partner hospitals across the country to develop best practises in care to improve patient outcomes and drive financial and operational efficiency.

The organisation aimed to elevate its performance from good to great. Having already experienced significant growth and consistently dominating market share in their industry, OB Hospitalist Group recognised even greater opportunities for expansion. To capitalise on this potential, they recruited new talent, adding diverse experience to the team. To sustain this growth, it was essential to optimise the efficiency and effectiveness of existing teams and ensure new members quickly acclimated and engaged in productive conversations.

OB Hospitalist Group was looking for a unified selling approach across the organisation. They needed to train their staff, who had different levels of selling experience, to effectively handle objections and adapt to evolving market conditions. They knew they had a service that stood out from the rest and wanted to implement the right selling strategy and tools in place to continue to stand out in the market.

The Solution

OBHG collaborated with Richardson to create an adaptable sales training solution that aligned with their GTM strategy.

They implemented a Sprint Selling methodology that evolved with the changing healthcare market; enabling sellers, regardless of tenure, to practise repeatable sales steps and drive opportunities through the pipeline faster. By implementing Sprint Selling, sellers were able to learn what critical actions to take to drive the deal forward and an agile method for executing them while collaborating with the buyer.

The team executed consensus sprints earlier in the sales process, resulting in the elimination of opportunity stalls. Additionally, they leveraged sales tools that capture best-in-class practises, integrated with dialogue tools that enable sellers to gain access into the C-Suite and uncover decision makers earlier. Through their collaboration with Richardson, the team achieved a 7-percentage-point increase in closed win rates compared to the previous year. Additionally, new hospital commitments are projected to rise by 28% year over year.