It is no secret that EA programs are becoming a commodity. However it is possible to be successful in a commoditized industry. All too often, Sales operations are an independent business unit, receiving little support. The sales team, or clinical staff doing sales, must be fully integrated into the organization and supported by every department and business unit. This presentation will walk through the seven organizational functions which contribute to a successful sales process. These seven functions need to be tightly integrated within the EA program ensuring that sales efforts are fully supported for success in a competitive market.

Objectives:
• identify areas for sales process improvement within the EA organization;
• implement a strategic business process that includes sales as an organizational objective;
• implement a system that will win business from Fortune 500 and Fortune 100 HR and benefit managers.