Sales work process

Sales Process Work – With Structure Comes Freedom

This week one of my clients had me come to their organization to see what their sales representatives were doing on sales calls. The sales representatives were asked to take me to an account that they would most likely get their next referral…
Relationship Art

Relationships building is an art!

Service providers are selected because of relationships. If you want to improve your business at one of your accounts, then you need to ask yourself this question. “What I can do to improve the relationship between this account and my organization”?…
Relationship Commit

It’s The Relationship That People Commit To! Not The Product!

Whether you recognize it or not, all prosperous home health and hospice agencies–regardless of the services they provide–have one thing in common: their owners and sales representatives know how to build and maintain relationships. The…
Losing accounts

Every year your organization will lose 20% of the accounts that referred to you last year! Why?

It can be any of a million reasons. Service failures, mergers and acquisitions and the new owners have an organization they work with, or the referring person changes jobs. Because of this fact, we need to make sure that we have representatives…
Character matters

Character Matters

People with good intentions make promises. People with good character keep them! Be more concerned about your character than with your reputation. You express the truth of your character with the choice of your actions. "Oh, I'm sorry, I…
Communication problem

How a Communication Breakdown Can Create a Cycle of Loss for Your Agency

What happens when an expectation isn't defined and written down? It can cost you thousands of dollars! If you don’t have your sales team members' expectations written down, shared with them, and mutually understood, then this simple breakdown…