Cheryl Peltekis, RN “The Solutionist”

This week I am blessed to have an administrator who trained to be a sales representative.

Now, this administrator isn’t leaving his role as administrator. He volunteered to manage the sales representative’s accounts while out of work for maternity leave.

Our first call was excellent. It started something like this:

“OMG, it is so hard to be out doing sales calls all day!”

I laughed so hard. Many leaders don’t take on the role of sales representatives, and when they do, they often have this reaction.

The truth is, they never get the whole workload experience when standing in as a temporary salesperson.

The person working as the temporary fill-in usually maintains the current book of business. They are not asked to identify new accounts and map out targets.

They also don’t have to qualify, do strategic design sales calls, and perform reveal sales calls. In reality, they are just professional visitors who aren’t trained in the sales process, so they lose their value.

It’s a great thing to have this person make friendly with our top accounts, but have them know more whenever possible!


Home Care Sales has the industry’s leading sales training for home health, hospice, and private duty! It’s reasonably priced and comes with a Certificate of Completion to print out for their personnel file to prove that they know how to market ethically! Email now to get access immediately. Ask for the High-Performance Sales Academy!


I asked this administrator why he felt that sales were hard work.

He responded, “Smiling all day and having to listen and pay attention to so many people becomes exhausting.”


(Now I know right now any salesperson reading this is screaming ‘ALLELUIA!”)

I also found the administrator’s questions during the coaching call superb. It made me realize how much there is to work in sales. It also confirms that our High-Performance sales academy is delivering exactly what reps need to know right now!


Here are his questions:

1. The sales rep told me to look at my referrals to find out where I need to go each day to qualify?

2. What should I document in my call note?

3. How do I know what the sales rep discussed last week with the account?

4. The rep said that I had to fill out monthly follow-up forms?

5. What is the TADA Sales Call?

6. What should I do when I am tasked with presenting to residents of an ALF?

7. What should I do each week to prepare for next week’s sales calls?


I told him to take a deep breath. I also gave him access to the High-Performance Sales Academy and enrolled him in our Sales Management program.

Now he will have everything he needs to survive the next 3-4 months while his rep is on leave. If you, too, have a representative who will be out and need temporary help to support someone in this role, our sales management program may be for you.

One of the companies we manage had one rep when we started with them in December. Now they have 4! They grew so fast with the first rep that they wanted to keep replicating the success.

Let us manage your team! We know how to do it for a fraction of the cost. Learn more by setting up a free 30 min discovery call with or email me directly, and I can assist you with answering your questions,