RadNet Success Story
RadNet Sales Directors Saved 42 Hours a Month
Spreadsheets were failing RadNet Sales. Clunky manual workflows cost admins and sales directors hundreds of hours each month, while sales reps lacked crucial visibility into their commissions. RadNet Sales Team turned to Spiff for an alternative solution, creating a fully automated commission process— backed by real-time commission calculations. They also used Spiff to improve their reps’ experience, who now feel a greater sense of ownership over their commissions and motivation to reach their goals.
- Implemented Spiff to 80+ sales reps in less than 3 months
- Increased engagement and morale on sales team, with 50% mentioning Spiff had positive impact
- Saved sales directors average of 42 hours per month across organization
- Gained back 3 hours per month— on average— for every individual sales director
Spreadsheets were adding friction to RadNet’s strong sales culture— and costing their team hundreds of hours in the process.
RadNet, Inc. is the largest outpatient imaging company in the United States, completing over 8 million diagnostic procedures each year. Their robust sales force spans multiple territories, with more than 80 reps on the East coast alone.
Managing everything with spreadsheets had turned into a logistical nightmare for the East coast team— and was completely at odds with the sales culture RadNet was building.
For starters, sales reps had limited commission visibility, and were often unaware of their earnings until the end of each pay cycle. Spreadsheets were also failing RadNet’s sales admins, who had to manually input numbers, as well as print, sign, and scan approvals. The cumbersome process left the team vulnerable to human error, causing sales reps and admins to collectively spend hundreds of hours per month calculating and verifying commissions.
RadNet Sales decided it was time to approach sales compensation with the same innovative spirit they applied to radiology. They began searching for a solution that would not only streamline their sales processes, but boost engagement among reps.
RadNet Sales used Spiff to streamline compensation and get sales reps more invested in their plans with real-time visibility.
RadNet Sales was immediately drawn to Spiff’s extensive customization abilities, which would enable them to completely tailor the platform to suit the needs of their large team. “The customization really sets Spiff apart— from the statement level, plan level, and reporting level. We were able to completely make Spiff our own and automate everything we had been doing manually,” says Lindsey Sanford, Senior Director of Sales and Marketing at RadNet.
Spiff’s visual dashboards and real-time commission calculations also stood out to the RadNet team, who were laser focused on improving rep engagement and creating more motivating commission programs.
RadNet Sales implemented Spiff across their sales force in just 89 days. “Spiff’s implementation team held our hand with every step and just went above and beyond,” says Sanford. “We couldn’t have asked for anyone better, especially Anne, who amazed us every day. It didn’t matter what we asked for— we got it. This team was so willing to dive into our space. One month in, Spiff was using our terminology on calls. They immersed themselves with RadNet and gave us the best product.”
“One of our biggest challenges was getting our sales reps invested in their comp plans, so they would work harder to meet their goals. Spiff has given us the platform to showcase our investment in our culture and employees. Spiff has truly catapulted our commission program.”
RadNet’s sales reps are excited about their sales commission, while admins and sales directors are saving dozens of hours per month.
RadNet Sales saw an immediate impact from its new streamlined commissions process. “Our old process used to take days,” says Sarah Hall, Sales and Marketing Analyst at RadNet. “Spiff saves a lot of time for directors, reps— everyone.” Sales directors now save 42 hours per month on average, or three hours per person.
RadNet Sales also saw an improved rep experience. “Our sales reps are excited about Spiff. The real-time visibility has brought up morale. Now, every rep’s commission is truly theirs. They have control, and can see it every day. One sales director told me that after reviews, more than half his team mentioned how much Spiff has changed their day to day” says Sanford.
Sales reps use Spiff daily to track their earnings in visual dashboards and access internal sales competitions.
“Spiff provides a much clearer breakdown of performance across all the sites I’m responsible for,” says Tyler Hecht, a RadNet Sales representative. “I enjoy the regular snapshots of how my team is doing for the month, and automatically generated commissions. I use Spiff daily to see where sites can improve and what modalities need attention. I also regularly use the dashboard and mid-month report. Spiff has made a noticeable impact in my territories.”
The difference has been noticeable at every level. “One of our biggest challenges was getting our sales reps invested in their comp plans, so they would work harder to meet their goals,” says Sanford. “Spiff has given us the platform to showcase our investment in our culture and employees. Spiff has truly catapulted our commission program.”
RadNet, Inc., is the leading national provider of freestanding, fixed-site diagnostic imaging services and related information technology solutions (including artificial intelligence) in the United States based on the number of locations and annual imaging revenue. RadNet has a network of 353 owned and/or operated outpatient imaging centers. RadNet’s markets include Arizona, California, Delaware, Florida, Maryland, New Jersey and New York. Together with affiliated radiologists, inclusive of full-time and per diem employees and technicians, RadNet has a total of approximately 9,000 employees. For more information, visit http://www.radnet.com
Size of Sales Team