This week on a coaching call, one of the sales team members we work with said: “I really want to plan my q3 routing and then into fall, but the masks are coming back out. And I am super nervous about when we “go back inside” due to the cold are we going to be […]
There comes a time when every agency needs to hire a new sales manager. The owner or administrator can’t keep up with the sales rep’s needs for support, knowledge, and continued motivation. Let’s be honest some salespeople are big kids with unmanaged ADHD. Their attention spans last a whole 30 seconds. Let me share the […]
Sales Managers assume 100% of the responsibility for the performance of their sales team, yet receive little glory for their efforts. I have worked with so many different management positions in our industry. Large clients that have 8 sales managers, down to “Mom and Pop’s” that the owner him/herself is the sales manager. In most cases, […]
We do A LOT of sales management at any given time. We have between 25 -40 sales reps under management. For the past 20 years, I have managed Home Health, In-Home Care, and Hospice reps. It has been some of the most rewarding times of my life. Helping representatives craft the right message and gain […]
I came home recently to a flyer on my doorstep. We have a young entrepreneur in our neighborhood, and his name is Redford. Yes, like Robert Redford, he will tell you when you struggle with his name. (See the Pic…Still a hunk…) (Sales Win #1 Redford helps you make the connection and […]
By now, most of us feel that 2021 is the year that we are returning to the old world we once knew. Some of us may still be wearing masks and working from home, but international travel is finally opening. I booked two amazing trips, one to Europe and one to Australia. So, I’m making up […]
The good news: Most home care, home health, and hospice marketers are getting into their accounts! It’s a perfect time to reflect and prepare. You just finished your Quarterly business review, so you have most of the hard work done! Your top accounts identified and ranked. After all, these months, here are the next steps […]
Sales reps typically say, “I want to build my numbers.” Yet, many sales reps don’t succeed. Why? Why don’t they make it? Why are they unable to grow relationships that produce referrals? Maybe there are legitimate reasons why people fail. Why is it that sales reps who have the most resources, almost every help available, […]
