Being a healthcare CIO involves a tricky balancing act. On the one hand, you’re addressing the fundamentals of any business technology infrastructure and meeting the business needs of your organization, even as it undergoes change. On the other are the regulatory issues specific to operating in the healthcare environment—most prominently data security and ensuring that HIPAA compliance is maintained—while innovating in healthcare- and patient-specific technologies.
Picture this: a top sales rep at a major financial institution consistently ranks in the top 5% of his peers. He is knowledgeable, efficient, hard working, and passionate about bringing success to his customers, himself and his organization. Over the years, he has proven that he can achieve--and exceed--his goals. Then one day, management decides to roll out new technology and processes to help reps stay organized and identify greater opportunities, while giving management new reporting capabilities and insight into sales activity. Despite good intentions on all sides, the change does more to hinder the sales rep than empower him. Over time, he grows frustrated with the new system--and his management-- because not only does he not see any value, but it actually wastes his time. To cope, he either stops using the technology entirely or simply inputs minimal info just to “meet expectations.” Either way, the organization loses.
The disappearance of the COO role is a trend we have definitely noticed over the past few years.
If you've ever been to Disney's Magic Kingdom, you were unknowingly taught a sales lesson on executive engagement. A lesson we can easily apply to the importance of knowing who you are selling to and making long sales cycles enjoyable.
Selling into the C-suite is something that every enterprise sales pro is being encouraged to do. Here's some cold hard facts.
Peter Yared, the CIO/CTO of CBS Interactive, has penned a thoughtful three-part series for the Wall Street Journal's CIO Journal on how to sell to enterprise IT departments. He opens it by writing the following:
A new McKinsey Survey shows that C-level executives are becoming more actively engaged in shaping and driving their companies' digital strategies.
Topics: Enterprise Sales, Executive engagement, CEO, CEO Biographies, Executive Biographies, Executive Profiles, Fortune 500 Executives, Executive Leadership, Chief Digital Officer, Executive summary, CEO Profiles, Head of Digital, C-Suite