national lab sales excellence award - executive war · pdf filethe national lab sales...

The Dark reporT’s NATIONAL LAB SALES EXCELLENCE AWARD offers award qualification options for laboratory sales professionals

from five different sectors of the laboratory testing industry, including...

» Hospital Laboratory Outreach » Specialty Testing Laboratory» Commercial Reference Laboratory » Anatomic/Surgical Pathology Laboratory

» In Vitro Diagnostics Equipment Company or Lab Software Solution

Sales (including LIS and Laboratory Middleware)

SINCE 1995, The Dark reporT HAS BEEN THE LAB INDUSTRY’S RELIABLE SOURCE OF BUSINESS INTELLIGENCE.

National Lab Sales Excellence Award

2017Nominating Form

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National Lab Sales Excellence Award

This is the second annual National Lab Sales Excellence Award, now an eagerly anticipated annual event in the lab sales space. This award honors the best sales producers of the clinical laboratory industry.

The second National Lab Sales Excellence Award is based on performance during the calendar year 2016. Recognition will be given to those lab sales professionals who demonstrate sales productivity, high ethical standards, and top client service, while, at the same time, demonstrating a willingness to go the extra mile for patients, client physicians, and their lab organizations in innovative ways.

Entries will be judged by our expert judging panel and will assess sales performance during calendar 2016. This year’s finalists and medalists will be announced exclusively at the 22nd Annual Executive War College on Laboratory and Pathology Management on May 2-3, 2017, in New Orleans, Louisiana.

NOMINATECandidate Eligibility• Nominees are sales professionals and can be employed by clinical laboratories,

pathology groups, and companies offering specialized laboratory tests.

• Deceased persons cannot be nominated.

• Nominations must be made by the nominee’s sales manager, sales director, or vice president of sales.

Nomination Criteria• The sales contribution and production goals set out by the parent lab organization must

have been met by the lab sales producer, with documentation of quotas and actual results during calendar 2016.

• Sales contribution by the nominated individual must demonstrate an increase in net revenue, an increase in specimen volume, and market growth, or other measurable result.

• Sales contribution by the nominated individual must be customer-focused and have value to the customer.

• Sales contribution should be considered to be original and of strategic value to the parent laboratory and a positive reflection of the laboratory industry at large.

SELECTION PROCESSThe National Lab Sales Excellence Award Committee is responsible for reviewing the nominations received. The Committee carefully considers each of the eligible candidates for the award.

If you know someone whose achievements should be recognized, as their manager, please submit their name(s) for consideration.

National Lab Sales Excellence Award 1

Nominations are now being accepted in all 50 states, Puerto Rico, and the Virgin Islands for The Dark reporT’s National Lab Sales Excellence Award. This award is the highest honor for laboratory sales representatives who have distinguished themselves through contributions to their parent laboratory organization and the profession of laboratory medicine.

Nominations are open to all sales professionals regardless of affiliation or professional designation. However, candidates must be a lab industry sales representative from one of the following sales segments (or lab industry sectors):

• Hospital Laboratory Outreach

• Specialty Testing Laboratory (including Molecular Diagnostics, Genetic Testing)

• Commercial Reference Laboratory (Public and Private)

• Anatomic/Surgical Pathology Laboratory

• In Vitro Diagnostics Equipment Company or Laboratory Software Solution Sales (including LIS and Laboratory Middleware)

Laboratory sales professionals who are selected for The Dark reporT’s National Lab Sales Excellence Award will receive:

• Framed Certificate of Achievement

• $3,000.00 cash award

• Recognition at the 22nd Annual Executive War College in New Orleans, on May 2-3, 2017, with airfare and hotel provided.

• One year membership to The Dark Intelligence Group, publisher of The Dark reporT (value $800).

• Complimentary registration to the 2017 Executive War College (value up to $1,100).

To make your nomination, please complete the nomination form. It can be submitted via email, U.S. mail, or fax.

Attention: Lee CurryThe Dark reporT

21806 Briarcliff DriveSpicewood, Texas 78669Ph: 512-264-7103Fx: 512-264-0969

[email protected]


Gabe LikaPACLABSeattle, WA

2016 National Lab Sales Excellence Award Winner

“In the Northwest, there is a strong ‘buy local’ mindset.It’s a local, one-stop-shopping atmosphere with local physicians who want to support the local laboratories.”

Under Gabe’s leadership, in 2015, the sales team achieved an impressive 128%, 149%, and 317% of quota and added 104 new accounts

The Dark reporT’sNational Lab Sales Excellence Award

for achievement in Calendar 2016

Nomination Form

Nomination requirements:

I. A completed ENTRY STATEMENT

II. SALES PERFORMANCE REVIEW

III. An ESSAY of no more than 650 words outlining the nominee’s qualifications (see below)

IV. Submit at least two client letters of CLIENT or CUSTOMER REFERENCES

Deadline for receipt of all materials is Monday, April 3, 2017 at the offices of The Dark reporT.

I. ENTRY STATEMENT

All the information provided below is for sales activities achieved solely by the entrant between January 1, 2016, and December 31, 2016, referred to hereafter as the “Sales Period.”

1. Name of Nominee ______________________________________________________

2. Laboratory or Company Name: _____________________________________________

4. Address: _____________________________________________________________

5. Phone: _______________________________________________________________

6. Website address: _______________________________________________________

7. Email: _______________________________________________________________

8. Years of sales experience in _______________________ (category) Sales: __________

9. Years with current laboratory or company: ____________________________________


Diane HaleyCardinal Health, Inc.Dublin, OH


“Working to identify the best products and to assure smooth logistical solutions is not always easy, it can get crazy. My philosophy is to remain calm, get the facts, figure it out, and find a solution.”

Diane Haley, winner of the 2016 National Lab Sales Award in the In Vitro Diagnostics Equipment/ Laboratory Software Solutions Sales category, has worked as a laboratory products sales consultant at Cardinal Health, Inc. (NYSE: CAH) for ten years. In this capacity, Haley has built a reputation for bringing innovative solutions to her customers with a focus on improving patient care and reducing cost.

Please check one Category:

HOSPITAL LAB OUTREACH SALES

SPECIALTY TESTING LABORATORY SALES (Molecular Diagnostics, Genetic Testing)

COMMERCIAL REFERENCE LABORATORY SALES (Public and Private)

ANATOMIC/SURGICAL PATHOLOGY LABORATORY SALES

IN VITRO DIAGNOSTICS EQUIPMENT COMPANY SALES OR LABORATORY SOFTWARE SOLUTION SALES (INCLUDING LIS AND LABORATORY MIDDLEWARE)

On the Entry Statement please address the following details for each entrant nominated:

II. SALES PERFORMANCE

HOSPITAL LAB OUTREACH SALES

1. Percentage Performance in calendar 2016 to assigned Quota: ______________%

2. Gross Collected Revenue increase in 2016 vs. 2015: ________________________.

3. # New Client Practices/client accounts in calendar 2016: _____________________.

4. Other relevant sales performance criteria (please describe): _________________

_________________________________________________________________

SPECIALTY TESTING LABORATORY SALES

1. Percentage Performance in calendar 2016 to assigned Quota: ______________%

2. Gross Collected Revenue increase in 2016 vs. 2015: $_______________________.



_________________________________________________________________


Sean MurnaneHealthLab at Northwestern MedicineChicago, IL


“In order to develop new clients and increase specimen volume, I have to add real value. I prepare in advance. I read about what other labs are doing and learn what works well. I read The Dark Report. I focus on building strong relationships and always respond promptly to address any client concerns.”

Sean has been the top-grossing sales representative for the past three years. In 2015, he achieved 151% of quota, with $2.4 million in net revenue gaining 21 new accounts with 105 physicians now referring tests to HealthLab.

COMMERCIAL REFERENCE LABORATORY SALES

1. Performance to assigned Quota ______________________________________%

2. Gross Revenue increase vs. 2015 $_____________________________________.

3. # New Client Practices ______________________________________________.

4. Test Volume % Increase vs 2015______________________________________%

5. # Accessions increase vs. 2015________________________________________


_________________________________________________________________

ANATOMIC/SURGICAL PATHOLOGY LABORATORY SALES

1. Percentage Performance in calendar 2016 to assigned Quota: ________________%



4. Other relevant sales performance criteria (please describe): ___________________

_________________________________________________________________

IN VITRO DIAGNOSTICS EQUIPMENT COMPANY SALES OR LABORATORY SOFTWARE SOLUTION SALES (INCLUDING LIS AND LABORATORY MIDDLEWARE)

1. Percentage Performance in calendar 2016 to assigned Quota: ________________%



4. Other relevant sales performance criteria (please describe): ___________________

_________________________________________________________________


Mark KlismanSt. Mary Mercy Livonia Livonia, MI


“ Laboratory outreach is a relationship business. I consider trust relationships to be the cornerstone of developing new clients. It requires showing that you care and are willing to go the extra mile.”

In 2015, Mark was responsible for increasing revenues more than $1.7 million over the preceding year and added 15 new client accounts.

III. ESSAY

Please provide an essay of up to 650 words describing the nominee’s sales accomplishments between January 1, 2016 and December 31, 2016. You should provide a link to the organization’s website.

Information required for this brief essay should include:

• Competitive Market conditions during the sales period of calendar 2016.

• Nominee’s adherence to all known federal and state laws, compliance regulations, and ethics.

• Unusual obstacles faced during calendar 2016. Examples can be policy changes implemented by Medicare, Medicaid, and private health insurers, competitive market pricing, acquisition or consolidation of customers and clients, and similar.

• To what do you attribute the sales award nominee’s success in sales during 2016?

• Why do you believe the sales award nominee is worthy of winning this award?

(Use the Essay Form on for your essay.)

IV. CLIENT/CUSTOMER REFERENCES

Submit at least two client or customer letters of recommendation:

1. Contact Name: ________________________________________________________

Organization Name:_______________________________________________________

Organization Address: _____________________________________________________

City ______________________________ State _________________ Zip____________

Email _________________________________________________________________

Telephone ______________________________________________________________

2. Contact Name: ________________________________________________________



City ______________________________ State _________________ Zip____________

Email _________________________________________________________________

Telephone ______________________________________________________________


Mary BonnerupMayo Medical LaboratoryRochester, MN


“ We focus on what the client is interested in and show them what we are doing in that area. We provide continuing education on specialized testing and help them learn better utilization management.”

Mary achieved 208% of quota with a gross collected revenue increase of more than $1.7 million over 2014 numbers while adding 13 new client practices/client accounts and back-to-back years of hitting her number, finishing at 101% of quota in 2014.


III. ESSAY FORM

Please use this form to provide an essay of up to 650 words describing the nominee’s sales accomplishments between January 1, 2016 and December 31, 2016.

Essay in Nomination of: _____________________________________________________

Submitted by:___________________________________________________________

Date: _________________________________________________________________

3. Contact Name: ________________________________________________________



City ______________________________ State _________________ Zip____________

Email _________________________________________________________________

Telephone ______________________________________________________________

CERTIFICATION:

As the nominator of ______________________ for The Dark reporT’s National Lab Sales

Excellence Award, I certify that all the responses and information presented in and with this application, including the Entry Statement and any exhibits attached, are true and correct to the best of my knowledge and belief.

Submitted by: ___________________________________________________________

Name:________________________________________________________________

Title: __________________________________________________________________

Email: _________________________________________________________________

Date: _________________________________________________________________

Telephone: _____________________________________________________________

For more information about the nomination process or the EWC Conference, contact Lee Curry at the offices of The Dark reporT.

Attention: Lee CurryThe Dark reporT

21806 Briarcliff DriveSpicewood, Texas 78669Ph: 512-264-7103Fx: 512-264-0969

[email protected]


Name of sales professional

Q Why has the Executive War College developed the National Lab Sales Excellence Award?

A The Executive War College developed the National Lab Sales Excellence Award to provide an opportunity for all lab sales professionals to be recognized for their sales and service excellence. The laboratory industry has seen tremendous growth in diagnostic technology and innovative lab testing service offerings. In order to bring those changes to the clinicians and the healthcare marketplace, labs and lab industry vendors rely on the skills of experienced sales professionals. Yet, until now, the lab industry’s top-producing sales professionals have had no opportunity to earn national recognition for their lab organization, company, or themselves.

Q Who is eligible to be nominated for the National Lab Sales Excellence Award?

A Nominees are sales professionals who are the employees responsible for their laboratory organization’s sales and business development. Individual job titles and functions may vary between organizations, but in general, nominees must be responsible for implementing the sales activities required to grow their organization’s client/customer base and net collected revenue. Five lab industry sectors from which the nominees will be eligible are listed on the application.

Q What criteria are the basis for selecting the winning sales professionals for the National Lab Sales Excellence Award?

A The nomination criteria for the award is intended to accurately measure and assess the success that the nominated sales professional had during calendar 2016, while providing the selection committee with a balanced picture of the nominee. The nominee’s sales productivity will be considered, along with their devotion to customer service. In addition, consideration will be given to references provided by the nominee’s clients.

Q I don’t want competitors stealing my best reps. Will the nominee’s sales productivity information be made public?

A No, all nominee’s application information will remain private to the selection committee. No specific sales production numbers will be part of the award presentation ceremony, unless authorized in advance by the nominating lab or company. All applications will remain in confidence at the offices of The Dark reporT.

Q My nominee is a new employee and was only part of our sales team for six months in 2016. Is she still eligible for the award?

A Yes. As long as the nominee was employed by your organization in a sales or business development role in 2016 (and is still employed), then they are eligible to be nominated for the National Lab Sales Excellence Award.

Q What is the deadline for the National Lab Sales Excellence Award nomination applications and when will the winners be notified?

A The deadline for applications to be considered is Monday, April 3, 2017 at the offices of The Dark reporT. Winners will be notified in advance of the Executive War College meeting so arrangements can be made for their attendance at the award presentation ceremony in New Orleans at the meeting.

Q What is the value to me and my lab from receiving the National Lab Sales Excellence Award?

A Throughout the nation, highly-productive lab sales reps have made remarkable achievements in sales production and business development that go unrecognized by their peers. The unique value of the National Lab Sales Excellence Award is that the award distinguishes lab industry sales professionals who have performed at an exceptional level and are worthy of wide recognition for their dedication to sales, customer service, the lab industry, education and their profession. This combination makes the National Lab Sales Excellence Award a mark of excellence that every productive sales professional would be proud to receive. Recipients of the National Lab Sales Excellence Award will add this distinction to their professional resume as a well-earned milestone in their career.

The Dark reporT 92016 National Lab Sales Excellence AwardFrequently Asked Questions (FAQs)

The Dark reporT

21806 Briarcliff DriveSpicewood, Texas 78669Ph: 512-264-7103Fx: 512-264-0969www.darkintelligencegroup.com

1. As a nominator for a sales professional employed by my organization, I understand that to be eligible for the competition; I must agree to the following as indicated by my signature below.

2. I must deliver my completed entry to the offices of The Dark reporT on or before Monday, April 3, 2017 at 5:00 pm CST.

3. I must follow all of the Rules and Procedures set forth by The Dark reporT.

4. Permission is hereby granted to The Dark reporT, the Executive War College, DarkDaily.com, or any of their related companies or subsidiaries, to use the identity of my nominee and my identity as nominator, for either internal or external release to the public, this includes print and online publications.

5. I understand that the sales production information provided as part of the nomination form will be kept confidential by The Dark reporT. Before any confidential information, or part thereof, is made public, I must first be asked to grant permission for such information to be made public at the time the awards are announced. Without that permission, the sales production information will be kept confidential by The Dark reporT.

6. I understand that any images submitted with my entry become the property of The Dark reporT. Permission is also granted to The Dark reporT to cause my entry to be shipped by third-parties, to other persons or entities, for uses such as to generate publicity. At no time does The Dark reporT guarantee the safety or security of my entry and cannot be held responsible for any damages incurred to my entry in any manner, including by reason of third-party shipping or publicity campaigns..

7. By participating in this National Lab Sales Excellence Award program, each nominator and nominee agrees to be bound by all of the Rules and Procedures herein, which may be amended from time to time upon prior written notice.

8. The Dark reporT reserves the right to refuse entries that are deemed inappropriate for any reason, to disqualify any competitor who fails to follow the Rules and Procedures contained herein and/or to disqualify any competitor who falsifies any information which is submitted on this entry form.

9. Nominated Sales Reps must currently be employed by a nominating organization to qualify for the National Lab Sales Award, no exceptions.

10. Winners of the National Lab Sales Excellence Award winners will be notified by the selection committee panel by 5:00 pm CST April 17, 2017 via email or telephone.

11. National Lab Sales Excellence Award winners who cannot attend the Executive War College conference in New Orleans to receive the award can have the plaque and the cash award mailed to them.

12. National Lab Sales Excellence Award winners cannot request the cash equivalent of the expense-paid portion of the award to attend the Executive War College conference as part of the award, in lieu of attending the conference.

The Dark reporT 10National Lab Sales Excellence AwardRules and Regulations

13. EXCEPT AS OTHERWISE EXPRESSLY PROVIDED HEREIN TO THE CONTRARY, all nominee application information provided to The Dark reporT’s National Lab Sales Excellence Award selection committee will be deemed private and considered proprietary.

14. I agree to HOLD HARMLESS, RELEASE, DEFEND, AND INDEMNIFY, The Dark Intelligence Group,Inc.,The Dark reporT, Executive War College, DarkDaily.com and each of their current or former predecessors, successors, each of their affiliated organizations and companies, their insurance companies, their respective agents, employees, representatives, assignees, officers, directors, members, partners, medical providers and shareholders (each a “RELEASED PARTY”) for ANY AND ALL LIABILITY and/or claims arising from “The National Lab Sales Excellence Award” to persons or damage to property arising from the incident, any RELEASED PARTY’S alleged or actual NEGLIGENCE OR GROSS NEGLIGENCE, BREACH OF any express or implied WARRANTY, breach of contract, or breach of any statutory or other duty of care, or mistakes or errors in judgment of any kind. By signing this release, I agree that I am releasing any right to make a claim or file a lawsuit against the RELEASED PARTIES. THE RELEASOR AGREES TO DEFEND AND INDEMNIFY each RELEASED PARTY for any and all of my claims and/or those of a third party arising from the incident.

The Dark reporT 11National Lab Sales Excellence AwardRules and Regulations (continued)

Agreed:

_____________________________________________Nominator

Name:_______________________________________

Title:_________________________________________

Company:____________________________________

Date:________________________________________

_____________________________________________Nominated Sales Professional

Name:_______________________________________

Title:_________________________________________

Company:____________________________________

Date:________________________________________

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