This One Technique Will Help a Sales Manager to Unlock Their Team's Potential

Do you Roleplay with your sales team? Many people have an aversion to any type of roleplay. The discomfort usually comes from a feeling of not knowing what to say or being embarrassed that a dumb mistake will make you look like a fool…

Selling Home Care in -15 degree weather (Ridiculous Pictures inside)

This week I had the opportunity to launch a new Home Care representative.  Here’s the good part – they are AMAZING! Here’s the bad part. It was -15 degrees when we were making Home Care sales calls.  And I look like the stay puff…

Mistakes Sales Rep’s make that drive me crazy!

I have been working now for 26 years in post-acute care, specifically home care, home health, and private duty and over 10 years using my operational experience to support business development.  I have done so many sales calls with reps,…

75% off Valentine's Clearance is a great way to understand Home Care Referral Follow up

75% off Valentine's Clearance is a great way to understand Home Care referral follow up. Once a year, Russell Stover's, Hallmark, and your local flower shop make enough money to stay above the red for the rest of the year. Valentine's…

You are loved, but do you love what you do?

Do you love what you do? It's a simple question really, but we complicate it by saying "yes, I love this part" and "I really hate this part." Most of us would say that we do love what we do...sometimes. However, I'm going to challenge…

Jedi strategy for overcoming FEAR!

How do you feel when you go to market to a "new" referral source? Or call on a Hospital? Does your heart race? Do you think of all the "bad" things that can happen? Most trainers and managers will say – get rid of your fear, dampen…