Rehab Medical Restructures its Sales Process to Support 2023 Growth Goals

The Rehab Medical sales team set an unprecedented record of improving lives in 2022 which has brought about new changes for 2023. As you may already know, the company has transitioned away from an inside sales team and putting more focus on growth and development of its outside sales teams. But a few additional changes will be added in the coming weeks. See below for a sneak peek.

New Lead Distribution Process

In previous years, all marketing generated leads primarily went to the inside sales team. Starting February 1, all incoming marketing leads will be distributed directly to local reps based on the patient's location. Part of this process includes assigning a sales rep to the patient immediately after they express interest in a mobility solution, which will help streamline communication efforts and jump start order processing. All inside sales team members have transitioned to new roles with the company to ensure they can continue improving lives of patients and partners alike.

New Sales Specialist Role

The marketing team has added Katelyn McGaha as the new sales specialist to support and facilitate the distribution of marketing leads. Katelyn has been with Rehab Medical for four years, and previously served as a patient care rep for various Indianapolis sales reps. She will serve as the liaison between the marketing and sales team, while helping to better qualify marketing leads through in-depth prescreening processes such as multiple digital touch points and phone calls from our lead coordinators. Going into 2023, her role will be pivotal to the foundation and success of the sales and marketing team. She will focus on helping sales reps gain valuable insight into how marketing builds campaigns that produce high quality leads as well as provide feedback on the quality and efficacy of leads produced.

Increased support for Rep in Training (RIT) Program

After the introduction of the RIT program in early 2022, it proved to be an asset for the growth and development of new sales reps. It allowed reps to slowly get acclimated to the company and its unique sales process. Reps are now able to focus solely on how to navigate a patient through the insurance process, understand the relationship between each department, get well trained on SalesPilot, and accumulate their first 10 sales points at their own pace. Once a rep achieves this, they graduate from the program and are able to network with accounts and find their own referral sources. To help reps with acquiring their first 10 points, the marketing team builds unique campaigns for the RIT program to consistently feed high quality leads to new reps, making it easier for them to get through the program.

Three New Offices Opening in 2023

As we head into 2023, the company will be expanding into three new territories: Baton Rouge, LA, Cleveland, OH and Augusta, GA while onboarding more than 15 new sales reps in the first quarter. With the addition of the sales specialist role and greater support for the RIT program, sales rep will be more equipped to tackle these new offices and the additional new territory acquisitions planned for quarter two.

To learn more about the sales and marketing changes, please reach out to the marketing team at marketing@rehabmedical.com.