Healthcare
SALES ENGAGEMENT & ENABLEMENT
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Rally ‘round recruitment and retention
The Medicare shopping experience continues to change, but one thing remains the same. Carriers who invest in their licensed Medicare sales agents today will see more leads, sales, and retention long into the future. That’s because sales are relational, not transactional, especially when it comes to a product and industry as complex as Medicare.
Too many carriers treat Medicare agents as a channel to push products and benefits. Our sales engagement and enablement approach treats them like customers. And since we all know the customer comes first, we figure out what agents need and want first, then we weave in a carrier’s business goals.
Sales enablement strategies that seriously shine
We help Medicare brands build sales engagement and enablement systems from agent recruitment through retention. Our strategy informs, empowers, and inspires Medicare agents to champion your plans and your brand.
Putting agents and their needs first helps us craft winning plans. We study how agents’ workflows and efforts to drive leads, sales, and retention change throughout the year to deliver the right message when they need it most.
- Open Enrollment Period (OEP)
Agents juggle two competing tasks in Q1: defense and offense. Their defense is focused on onboarding clients to their plans and preventing rapid disenrollment. On the offensive side, they listen for signs of dissatisfaction from prospects and existing clients to help beneficiaries switch to a new plan.
We teach them to do both with guided, step-by-step playbooks, sales plays, and battle cards along with assets for your local leaders like PowerPoint decks, email templates, and social media posts.
- Lock-in period
Once OEP winds down, it’s time for agents to pivot toward nurturing leads, cultivating sales, and staying top of mind with existing clients. We show agents how to increase their marketing sophistication, pull every lever possible to close sales, and sustain their existing books of business.
Whether it’s advanced digital marketing strategies, new grassroots marketing ideas, selling a full suite of plans, or getting creative in how they show their appreciation, we’ve trained agents to do it. - Annual Election Period (AEP)
Ever since we started working in Medicare, we measure time in AEPs, not years. As agents get certified/recertified and learn about the upcoming year’s plans and benefits, we show them how to navigate the ever-evolving ins and outs of market realities.
We give them new sales blueprints to be nimbler for whatever client situation they encounter. We create tools to streamline the needs analysis process. We develop plans they can use before, during, and after Annual Notice of Change (ANOC) letters go out. And we guide them through the no-man’s land of post-enrollment to pre-effective date to increase client satisfaction and loyalty.
For us, it’s all about the three Ts: training, tools, and trust. Regardless of agent type—captive, field, multicultural, or telesales—we address each audience’s needs through the lens of all three. While each group’s needs may be unique, our strategy remains the same.
B2B that isn’t boring
Too often, B2B marketing leans too heavily on business and not enough on people. Despite how hard businesspeople try to stick with logic and reason, gut feelings usually win. Yep, Medicare sales agents have all the messiness of being human—hormones, intuitions, and all the feels.
We embrace that with B2B storytelling, educational content, and even some entertainment and humor when it’s appropriate. We lean into creative campaigns, peer-to-peer advice, inspirational member stories, agent testimonials, and occasional word play to educate and connect with agents on a human-to-human level. We strike the perfect balance between audience empathy, brand, and legal with copy and design that piques agents’ interests.
Our Medicare sales agent engagement and enablement services
Our data-driven insights help agents do their jobs better and see you as their go-to carrier. Here’s a preview of what we can do.
Recruitment and retention
Whether you need to attract new salespeople, retain your current salesforce, or do both at the same time, Heinrich has you covered. We’ll develop a north star for every campaign that not only inspires your audience’s hearts but gets them to act. It’s how we got 4,300 new Medicare sales agents ready for everything the market could throw their way. And helped one carrier become best-in-class for agent support.
Education and engagement
The best salespeople have the information and tools they need when they need them. We excel at preparing them to find and nurture their own leads, close sales smarter and faster, and retain clients for years. We develop sophisticated digital ecosystems to engage and activate your sales channel at scale while giving local markets the tools they need to make a difference in the field. We do it all from playbooks and webinars to roadshows and agent kits. Whatever we—and you—can imagine, we make happen.
Enablement
No matter your industry, one thing is clear: technology has changed the way sales happen. We give your salespeople the tools they need to make finding the right products and services for customers fast, easy, and accurate. We’ve built comparisons, calculators, decision trees, needs analysis, templated—yet customizable—marketing assets, and more.
Still, sometimes the best way to make a sale is the old-fashioned way—face to face. We’ve empowered salespeople to embed themselves in their local community with retail activations and key partnerships with food banks, Veteran Service Organizations, healthcare providers, and others.
Your ultimate sales-enablement partner
Heinrich locks arms with your sales engagement and enablement team. We’re by your side to research your audience’s pain points and journeys. We figure out how to match your business goals to their needs. We know how to create wins for your business and for individual salespeople.
Activating agents with a purpose
The best field support starts here
Learn how an airplane pilot, an agent challenge, and top-performing salespeople came together to create the best agent support from a healthcare company one salesperson had ever seen.