As the calendar year draws to a rapid end, many of us are eager to have 2021 be in the rearview mirror. The fourth quarter is the time of the year that sales teams start to plan for the upcoming year. Like most sales executives, you are focused on using the precious few selling days […]
Today I took a call from an owner who started out with this statement, “I’m at the end of my wits with my sales team.” Yesterday the owner said something like, “I can’t help my sales representative get any further.” Over the last month, I received several calls from owners who stated: “We never got […]
I spent a few weeks exploring Europe with friends that I met at a conference back in 2005. It was a trip of a lifetime. Milan fashion week, Switzerland and its magnificent Alps, spectacular Lake Como, Austria, and Budapest with three days in Venice! I posted a few of the photo’s so my […]
A new report from the Medical Group Management Association (MGMA) may not offer many surprises, but it summarizes the financial impact COVID had on physician groups. The organization, which represents group practices of all stripes, found an unexpected surge in physician retirement last year. (One-third of practice leaders reported seeing that trend in their groups.) […]
This week I had to focus my blog on answering a question that I get asked of me over and over by our home health friends. That does not mean that our In-Home Care providers should stop reading. In fact, it means the exact opposite. Evaluation and Management of the Plan of Care is all about home […]
I am always reading something to help me understand how to help sales representatives become all they can be. In my quest for knowledge, I started to read about a theory called “Motivational Perspective.” The idea discussed is why does a student with an average IQ bring home “A” s. “Motivation is defined as an […]
This past year, I spent a lot of time learning how vital recruitment and retention directly correlate to the agency’s success. I have found that home health, hospice, and in-home care providers have more and more seniors to service. With our population of aging adults increasing by over 11,000 new seniors day, WE […]
I have spent the last 30 plus years working closely with physicians. I will never forget my first real job because I started it on my 16th birthday. I was hired as the weekend EKG technician at Northeastern Hospital. I had 5 different cardiologists as my bosses. I learned at a young age what each one […]
I can still remember… …back in 2009 when my organization had suffered 3 consecutive years of financial losses due to my competition winning referrals by building relationships with my referral sources. Many agencies today believe that they do not need to have a person who acts as a community liaison, salesperson, or account executive and […]
2020 has been a whirlwind of a year! We have worked with many agencies owners who have followed our inside sales process and they have continued to not only succeed in hitting admission goals but exceed them by hitting the highest record of referrals ever. Just the other day, Mike from our sales department ask […]
