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Brian Klem

Portland, OR

Healthcare start-up expert. Founder and General Manager of a Northwest health plan. Ran biz dev for health data start-up (acquired 2012). Ran east coast biz dev for online payments company (acquired 2010). Other experience includes health systems, employer self-funding and pharmacy benefit management.

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Business Development Healthcare Sales Leadership Strategic Planning Business Strategy Healthcare Information Technology General Management

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How to Create a B2b Sales Engine

I've created sales funnels using both salesforce and Zoho CRMs. I provide detail on exactly what steps need to occur to drive an efficient and scalable direct sales process.

Business Development for Healthcare Start-Ups

I'm really good at taking healthcare concepts, developing them into operating products, and selling them to the most appropriate organizations in the healthcare ecosystem.

I've built a value based health plan from the ground up and led a health data company to a multi-million dollar acquisition.

Creating a Lean Healthcare Delivery System

At ZoomCare we built a network of ultra convenient neighborhood urgent care clinics in the Northwest.

We charged a flat rate of $99, hit our GP and EBITDA targets, and achieved ratings of 4+ on Yelp.

If you're looking to create a telecare product or urgent care clinic business, I can help.

Implementing Management Structure and Processes

I'm a big believer in not waiting too long before putting in place solid, repeatable, management processes.

This includes never miss quarterly planning sessions, weekly meetings with direct reports, quarterly milestone trackers, job descriptions, and performance metrics.

My time as GM of a Northwest health plan and the leadership of our management team has significantly contributed to the management playbook I've developed and care share with you.

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Answers

Brian Klem answered

What do sales reps (specifically enterprise sales, b2b sales reps) find missing in their current CRM, lead generation and other tools that they use?

Having been a user and an implementer or both salesforce and zoho, I'd say the answer here is simplicity.

Most sales reps hate administrative burdens. The more the CRM can be set up to be useful and with as few taps as possible, the better. Leave the complex stuff to marketing and management.

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Sales Process

Sales

Enterprise Sales

Brian Klem answered

What kind of sales roles are there in a company like i.e. Box?

Three categories.

The first is sales development or inside sales. The main objective for this role is to close small deals and qualify larger ones.

Second is regional sales, sales director (outside sales) position. Main role here is to close large complex deals $100k per year or more.

Third is sales management. Various levels depending on the size of your company.

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Sales

Sales Process

Sales Operations

Brian Klem answered

I would like to hold weekly one-to-one meetings with my telesales team. What structure and questions deliver the best results?

First, I think it's a great move to have weekly, never miss one to ones. Daily meetings are too much and only meeting monthly or quarterly is not enough.

You should have a performace dashboard with each person. For telesales, I prefer the main metric being closed sales or qualified referrals to a senior sales person, depending on your business model.

Next, set up the meeting structure. There are four components. 1. what was accomplished last week. 2. what are the goals for next week. 3. what decisons or discussion items are there. 4. what are red flag issues that need to be brought to your attention.

Using a tool like Google docs is great because: 1. you can create a running list of meeting notes (great for reflection at performance review time). 2. the document is highly editable and auditable.

Require your direct reports to update the document by 5 pm the day before your scheduled meeting.

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Sales Management

Direct Sales

Sales

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Member since September 2014