Ron was looking for a Sales Meeting Framework – he found it – you can too.

Recently, I received a call from an owner who was frustrated with his marketing team.

We are going to call him Ron. Ron had a very successful agency, but he struggled to “get his team in alignment.”

He felt like he didn’t have a handle on what they were doing or saying.

 

He was concerned that they were spending “too much time in their home offices” now that the territory was opening up.

He said it was a decent year in 2020 for growth, but he wanted to do better in 2021 and didn’t know where to start.

I asked Ron a few clarifying questions – (ask yourself these questions too)

    1. Do you have a defined expectation document?
    2. Do your reps know exactly what you both agree are tasks or activities for the position?
    3. Do you have a quota?
    4. Do you have a planned-out sales message and corresponding handouts for all 2021 – based on high-value referral types? (PDGM or Private Pay?)
    5. How do you “run” your sales meetings?

Ron reported he had several action items that could be improved. He wanted to focus on his marketing meetings. I shared with him our framework that we use with management clients.

This framework works for Home Health Marketing, Home Care Sales, or Hospice Liaisons.

High-Performance Home Care Sales Meetings:

 

    1. Lead with results and outstanding performance (individual or team)
    2. Success Stories – Who had a great call that turned into a referral or business for your agency
    3. Best Practices – What is the one thing you did last week that you believe moved the needle
    4. Challenges round table
    5. Sales Message of the week with role play
    6. Win! What is the thing that is going to move the needle this week?

This framework will help Ron and you have the most productive sales meetings. It will keep you on track and results-focused.

If you answered “no” to any of the clarifying questions above – we could help!

    • Do you have a defined expectation document?
    • Do your reps know exactly what you both agree are tasks or activities for the position? (We have an expectation document in our Fast-Track program)
    • Do you have a quota? (We can help you develop a cost-justified comp plan)
    • Do you have a planned-out sales message and corresponding handouts for all 2021 – based on high-value referral types? (PDGM or Private Pay?). (RoadMap to Referrals gives you a weekly marketing message that drives in high-value referrals)\
    • How do you “run” your sales meetings? (we just gave you our outline for our marketing meetings from our sales management program)

Want to learn more about our programs – click here to pick a good time for you, and Mike will tour you on the different options!

Keep Serving Seniors!

Melanie

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