AtStaff

Established in 2001, AtStaff, Inc. enables healthcare organizations to reduce costs, increase profitability, enhance staff recruitment and retention, and improve patient safety. We combine Web-based staff scheduling and staffing automation business process improvement services to deliver proactive staff management, and establish and support best-practice methodology. Our enterprise-wide staff scheduling, nurse scheduling and physician scheduling software systems serve more than 1,200 healthcare organizations, medical facilities, nursing departments and group practices.

“When KeyRoad Enterprises™-CustomerCentric Selling® approached us, we wanted to increase the number of our sales executives who met and exceeded quota, to shorten our sales cycle by two months, and to reach prospects earlier in their requirements definition phase”, says Laura Caffrey, CFO.

Beth Pickard, CEO, added: “We were looking for a way to:

• Implement a performance development program that maps and documents how to diagnose a prospect needs and goals with a bias towards our company’s strengths, giving them a better understanding of exactly how our prospects would use your products and services
• Develop (marketing) a set of messages, templates, and prompters, enabling our sales rep to have intelligent conversations with customers about the use of our products and services
• Acquire competitive positioning skills to set traps for our competitors, differentiate ourselves by the way we sell and not just what we sell, and creating emotional and heightened feelings of concerns with our prospects to increase their motivation in buying a SOLUTION from us.
• Develop tools and behaviors to take advantage of the emotional connections that are established between our sales people and their prospects to create a vision of what our services and products can do for them and enroll their assistance in driving the buying process for us.
• Implement a customized set of pipeline milestones that have deliverables associated to each critical step, which will allow us to independently asses the viability of any opportunity in the pipeline, assign prospecting activities, assess skills level of sales people, and provide opportunity coaching.

Working with Philippe Lavie, President of KeyRoad Enterprises™ and CustomerCentric Selling®, AtStaff implemented a three and half day performance workshop for its direct sales force customized to its industry, markets, and product offerings. AtStaff also implemented a “CustomerCentric Cold Calling - Using the Telephone for Success” workshop helping its inside sales team be more effective in its inbound and outbound calling activities.

To-date these programs resulted in:

• Better qualifications of prospects early in the sales cycle allowing resources and sales people time to be spent on higher close rate probability accounts
• More control of the buying process with clearly defined events
• Improved forecasting with newly implemented opportunity grading system
• Significant increase in prospecting call volume resulting in 25% increase in new active funnel accounts

When asked to comment on the performance and level of satisfaction towards the services rendered, Beth says: “The CustomerCentric program has exceeded our expectations.” Laura Caffrey, CFO, added: “After only a few months, implementation of the CustomerCentric program has generated gains in sales productivity and predictability. I expect that the overall ROI for this program will be substantial.”

For more information about AtStaff, please visit: www.atstaff.com. Reach Philippe Lavie by email at This e-mail address is being protected from spambots. You need JavaScript enabled to view it .