Customer Industry: Healthcare

Project: Redefining Sales Network Profiles

CUSTOMER NEED/PROBLEM TO SOLVE

Given the market developments in healthcare where significant changes have taken place throughout the industry value chain, legislation, new positions, current profile roles changes, etc., the company identified the need to adapt their team to a strong customer facing role.

OVERLAP’S SOLUTION

To carry out this adaptation, the aspirational profile of each position is identified as a way to provide an effective response to this market situation. The processes and tools necessary for the development of their knowledge and skills are also identified at the same time.

This profile definition allows to carry out an objective and consistent assessment of the current profiles and thus individualize solutions to each team, integrating the manager into the process as co-responsible in achieving the objective.

OBTAINED RESULTS

Homogenized profiles, reducing team development time for working on concrete aspects and allowing new employees to be developed in a structured and effective way.