Divurgent Improves Deal Close Rates and Forecast Accuracy
Overview
Divurgent, a privately held healthcare IT consulting firm specializing in electronic health records, sought to enhance its sales performance as it expanded its service offerings into more strategic and advisory services. Joe Grinstead, the Chief of US Operations at Divurgent, recognized the need to upskill their sales force and tighten the sales process to support this growth. After exploring various sales training programs, Divurgent chose SalesSparx’s Shared Vision Selling (SVS) training for its industry-specific approach and blend of best practice sales methodologies into a unified marketing and sales process. This decision significantly improved sales performance, forecast accuracy, and overall growth potential.
SalesSparx Shared Vision Selling Training Impact for Divurgent
- Improved forecast accuracy and deal close rates
- Enhanced cross-functional collaboration and solution ideation
- Scalable sales framework for sustainable growth
HEAR FROM
JOE Grinstead,
Chief of US Operations at Divurgent
The Challenge
Divurgent faced several challenges as they aimed to scale their business and expand their service offerings, including the following:
- Inconsistent Sales Processes: As Divurgent grew, its sales processes lacked the rigor needed to ensure accurate forecasting and visibility into opportunities.
- Adapting to New Service Offerings: With its expansion into strategic and advisory services, Divurgent needed to upskill its sales team to sell these new services effectively.
- Sales Team Alignment: The sales team ranged from highly experienced professionals to newer members, creating challenges in aligning skill levels and sales approaches.
- Need for Industry-Specific Training: Due to the complexity and nuances of the healthcare industry, the sales team required industry-specific training to effectively navigate its challenges and meet the demands of the market.
“The implementation was great… Their online platform was easy for folks to figure out and use. We found the implementation to be fairly seamless.”
— Joe Grinstead, Chief of US Operations at Divurgent
“We really were looking to upskill our sales force as well as our sales process to be able to sell that new type of business… We needed our sales process to be a little bit tighter.”
The Solution
Divurgent implemented the Shared Vision Selling (SVS) training program to address its sales process challenges. The comprehensive solution included:
- Initial Assessments and Recommendations: SalesSparx conducted assessments to understand Divurgent’s current state, goals, and gaps.
- On-Demand Training: Provided flexible, on-demand training modules that prepared the team for instructor-led workshops, ensuring a thorough understanding of the SVS process.
- Sales Process Integration: The ready-made sales process was seamlessly integrated into Salesforce.
- Interactive Roleplays: Facilitated workshops that engaged Divurgent’s sales team in practical, hands-on training that focused on real healthcare scenarios.
- Ongoing Coaching and Support: Offered continuous coaching and support to reinforce the application of SVS principles, ensuring that the process became ingrained in daily operations.
“I have been through a lot of sales training, and this was the best end-to-end training I have ever had. It combines best practices into one cohesive process.”
— Jessica Hadley, Sales Director at Divurgent
Results
The SVS training program brought significant improvements to Divurgent’s sales operations.
- Sales teams satisfaction average 9.5/10 rating
- Established a common language and framework across teams
- Improved sales process and team rigor
- Improved deal prioritization
- Enhanced customer engagement
- Introduced a scalable growth framework
One of the significant impacts of SalesSparx’s SVS training was establishing a common language and framework across Divurgent’s sales, delivery, and marketing teams. This unified approach enhanced cross-functional collaboration, ensuring that all teams were aligned in their efforts.
The training also instilled a rigorous understanding of the sales process stages. With a clear understanding of what it means to move from one stage to the next, the sales team developed better process discipline, leading to improved forecast accuracy and more reliable outcomes.
Leveraging SVS principles, Divurgent’s sales team gained the ability to prioritize deals more effectively. By focusing on opportunities most likely to succeed and avoiding those that lacked key success factors, they were able to maximize their efficiency and win more deals.
In addition, customer engagement improved significantly through the concept of coaching, where the team learned to identify and leverage different types of customer coaches. This deeper understanding of customer relationships allowed them to navigate the sales process more effectively, building stronger, more strategic partnerships.
Moreover, the SVS model provided Divurgent with a scalable framework that supports sustainable growth. It facilitated revenue growth and allowed the company to confidently expand its service catalog, knowing that the necessary processes and methodologies were in place to support long-term success.
“It’s definitely going to drive growth for our organization… SalesSparx and the SVS model give us the tools to scale and grow our business successfully.”
— Joe Grinstead, Chief of US Operations at Divurgent
Unlock your team’s potential
SalesSparx leads sales training and acceleration, helping sales teams improve outcomes through the Shared Vision Selling (SVS) Process. SVS is a powerful sales and marketing system that includes:
- Design Thinking: Leveraging design thinking principles, SalesSparx levels up collaboration between buyers and sellers, enabling teams to sell with buyers, not to them.
- Customizable Training Modules: The program delivers customized training modules specifically designed to meet the unique needs of each business, ensuring the sales team receives relevant and effective instruction.
- Structured Sales Process: By implementing a specialized sales process tailored to the healthcare industry, SalesSparx ensures consistent process application and adherence. This leads to enhanced sales performance and better alignment within the sales team.
“When you’re growing any business and especially a consulting firm, there are certain tipping points that you hit where it gets harder to grow unless you’ve got the right frameworks and processes in place. SalesSparx and the SVS model give us those things to scale and grow our business.”
— Joe Grinstead, Chief of US Operations at Divurgent
