Cheryl Peltekis, RN “The Solutionist”

Even with the current staffing issues that many agencies are facing, home health care is a booming industry. In fact, it is one of the fastest-growing industries in the United States. Despite this, many home health care agencies still struggle to make a profit. One of the main reasons for this is a lack of salespeople.

Salespeople are essential to the success of any business, and home health care is no exception. A good salesperson can help an agency attract new patients and develop relationships that are instrumental in reaching key revenue goals.

They provide the “connection” with your referral sources that your busy staff (especially now) simply doesn’t have the time to maintain or develop.

Another vital function of a great salesperson is their ability to communicate your staffing status. Yes, it is not fun when you have to turn away a patient, but what makes that even worse is when you finally have hours to fill and you don’t have a patient to occupy that time slot.

That can lead to a disappointed staff, a drop in revenue, and more.


Open and honest connection with your referral sources can make sure you are filling as many billable hours as you can, while ensuring that your physicians, facilities, and hospitals (who are very likely experiencing a similar shortage of staff) can plan accordingly and learn to rely on your agency to serve that key role of caring for their patients.

So what is vital to a health agency? A good salesperson.


There are many ways to do this, including recruiting them from other industries, asking your staff (especially ones that you find very reliable) if they know someone, or connecting with a recruiter that specializes in finding salespeople for the home health care industry. There are a few superstars hiring folks that a quick search on Linkedin can help you locate. (trust me…they want to hear from you!)

Salespeople are often the lifeblood of a company. They are the people who help a company capture new patients and referral sources and ultimately the decider of agency success.

So what are the qualities that make a salesperson great?


They need to be able to:

    • Build relationships with referral sources
    • Understand those referral sources’ needs
    • Get in a relationship where they can “identify” the underserved patient types for their referral sources
    • Provide outstanding customer service and follow up on admissions


If you don’t have a salesperson, (or perhaps you do), it seems like you could do what they do if you only had time. That may be true but there are two things you should consider:


    1. You actually DON’T have enough time.

    2. If they are a fantastic sales rep, then you probably CAN’T do what they do.

When it comes to home health, having a skilled salesperson on your side can make all the difference.
In order to be successful in this industry, you need to be able to represent your agency. This is especially true if your agency is in a market where there are many other competitors. If you don’t have someone who is out representing your services and your competitors do, how long do you think your agency and your established relationships will hold out?

With home health, a salesperson is essential for success.

Do you have a salesperson? Are they performing where you want them to? There is a good chance we have a tool you can access right away that can get them on the path to the number and type of patients you are looking for.

Simply email or go here to set up a call:


Keep Helping, Keep Serving,

Cheryl Pelekis, RN “The Solutionist”



Cheryl Peltekis, RN “The Solutionist”

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, sales managers earn less than their top salespeople. They have the responsibility of evaluating territories, hiring, training, teaching CRM, and they must deliver the number of admits/hours to hit budget.  

Yes, the best sales managers work longer hours, endure more stress, and have a greater responsibility than the salespeople they manage. They are looked down upon by most clinical management and are forever in need of something! 

Making things worse is the fact that salespeople are harder to lead and manage than any other employee type that work at our organizations. 

Sales account executives are emotional and often irrational people who demand attention. Because salespeople are essentially in jobs where rejection is the norm, sales managers are often called upon to be coaches, mentors, mothers, fathers, and sometimes therapists to keep their troops motivated, focused, and delivering on sales goals.

If this is not hard enough, sales managers are often put in the position of shielding their salespeople from corporate policy police, accountants, and operators who have absolutely no understanding of the psychology of salespeople.

It is a wonder why any sane human being would voluntarily choose to be a sales manager.

Though each year thousands of sales professionals give up their sales roles and accept the promotion. They move into new offices and proudly stare at their newly printed business cards with little understanding of what it takes to lead salespeople.

Ill-prepared to perform the job of sales manager, a high percentage of these newly-minted sales leaders are demoted or fired within 18 months. Unfortunately, the sales profession is a graveyard littered with the corpses of failed sales managers who (had they embraced one important principle) might have gone on to become superstars.

Leadership Principle #1

In sales leadership, one principle stands above all: You need your people more than they need you. Another way of saying this is that you get paid for what your salespeople do, not for what you do.

Who Is More Important: You or Your Salespeople?

The fact is, even if the sales manager went on a two-week vacation, and all of your salespeople showed up each day, things would likely be just fine. The work would get done.

Sales Managers Get Paid For What Their People Do

When you get your next paycheck, take a close look at it. The money deposited in your bank account was a direct result of your salespeople’s work. You were rewarded for their performance or non-performance—not yours. To tell yourself anything different is an outright denial of the facts.

As a sales leader, if your salesperson succeeds, you succeed. If your salesperson fails, you fail.

So, it follows that your job is to position your people to win. You must create an environment in which they can succeed, develop their skills, leverage their talents, and remove roadblocks so that they sell. You need them more than they need you. Anything that you do that impedes their success hurts you!

It is time for you to reconsider who manages your team. Home Care Sales has a new sales coaching & management program.  It comes with a CRM powered by Playmaker, and it replaces your current sales leader for a fraction of the cost.

Take Dave, a director of sales with four salespeople on his team. Dave constantly demanded insignificant reporting on virtually everything. Each time he asked for a report, it took his people away from sales activities that generated revenue.

One of his salespeople said, “He drove me over the edge of insanity. I’d be on my way to see a referral source, and he’d call me wanting a report on something stupid right then like it was the most important thing in the world.”

What happened to Dave? Dave’s goose was cooked because the talented account executives he had inherited when he took the job quit. He eventually lost a great job and thousands of dollars in incentive bonus because instead of helping his people succeed, he became a roadblock to success.

Far too many sales managers never learn this lesson.

The single most important leadership principle is this: You get paid for what your people do, not what you do.  You need your salespeople more than they need you. Give them what they want!

Imagine, your salesperson is armed with a sales message that produces referrals. Your sales team has beautiful, branded flyers and clearly spelled out expectation documents to ensure compliance. Our Sales Coaching & Management done for you has all this and more.

    • CRM for account management
    • Sales Process personalized in the CRM.
    • Weekly sales messages for the entire year
    • 12 weeks of onboarding sales training
    • Monthly automated reports sent to leadership.

We are weeks away from launching our new program. Only 25 spots are being offered. Sign up today before they are gone. Sales Coaching & Management done by Home Care Sales is the solution to your growth challenges. Let us help you! 

Keep Helping, Keep Serving,

Cheryl Pelekis, RN “The Solutionist”



Cheryl Peltekis, RN “The Solutionist”

So, here’s the big challenge of life according to Jim Rohn:

“You can have more than you’ve got because you can become more than you are.” 


That’s the challenge. And of course, the flip side of the coin reads, 

Unless you change how you are, you’ll always have what you got.” 


I have found in my experience that income does not far exceed personal development. Incredible success is something you attract not something you pursue. Success is looking for a good place to stay. So instead of going after it, you work on your personal development. 

I remember getting a scholarship from our nation’s first hospital, Pennsylvania Hospital. I felt like that scholarship was my ticket to advancement. I was so happy. Because, for me, true happiness was not contained in what you get. Happiness is contained in what you become.  

Personal development found me by accident at age of 18. I always loved to read, and one day I bought a book at the used bookstore on the boardwalk in Wildwood New Jersey. 

The book was by John C. Maxwell.  I was with a group of friends, and we went and sat on the beach, and I read the book.

This book changed me from the first day that I picked it up. The book was called, “Intentional Living”  


The truth is, I am still working on intentional living. I think it’s an unending challenge to see what you can become. The book taught me some basic laws and I didn’t even realize until recently when I was working with Tony Robbins in Mastermind Group how adopting some new rules, that I lived by has helped me become the version of myself today and it’s a work in progress.  


If you look at your bank account and your income and you’re not happy, then set a goal. When I go back and look at my goals to be self-employed. To own multiple million-dollar homes one being on the beach, and to travel the world. 

I’m proud that there isn’t a goal that I haven’t reached. Now, there are still goals to reach, my goal list changes almost quarterly. 

One day my niece saw one of the goal charts that I was working on, and she asked me, she said, “Aunt Cheryl, what’s your secret? How did you become who you are?”  So, I told her, “there are so many secrets to share, but today I will start with the most important one… You, my dear, hold the key to your future self.”

She is now making her own goal charts. I can’t wait to see what she will do with her life. I share all of this with you because success leaves clues. 

Post-acute care has been my life’s work. It has brought me happiness beyond what I thought possible. 


Now Melanie and I want to share our little secrets with you! That’s why we started the home health only  Inner Circle. We want to support other owners, to help you grow so you can serve more.  

Our new group is almost full and we would hate for you to miss this opportunity. 

You can apply by going to 

We can’t wait to work on your upgrade!

Cheryl Peltekis, RN “The Solutionist”

Every business gets stuck from time to time.

We fantasize about running a home care, home health, and/or hospice organization with incredible managers who barely need our input. We envision an upward path to greatness with an infinite abundance of money.

But, there are setbacks, hurdles, and areas of quicksand along our journey. How we begin and build momentum may work for a season, but change and complexity materialize, throwing challenges at us from every direction.

The bigger we grow the harder it is to dodge the bullets.

Growing pains are a normal part of running a business. Who knew there were so many ways to get bogged down by people, process, financial, and marketing issues?

If your growth trajectory is stalling, welcome to the 99% club. Stuck happens.

The key to success is to get unstuck as quickly as possible.


Melanie and I have over 50 years of experience in growing companies that have encountered many of the same hurdles you are facing right now.


The first lesson is to learn how to handle the winters.

I learned this way of looking at disappointments from Jim Rohn. After winter, comes spring. Don’t wish for fewer problems wish for more wisdom and more skills to handle the winters.


The second lesson, learn how to handle the springs (opportunity).

How often does the spring follow the winter? Always. Opportunity follows disappointments. Take advantage of opportunities, quickly! They are brief, so you don’t have much time.


The third lesson, learn how to protect what you have earned.

Someone is always ready to take your market share, so you need to learn to prevent them from taking it. All good will be attacked! Every company will be a target, and not to think so in naive. All business values must be maintained!


The fourth major lesson in life to learn is how to take full responsibility for what happens to you!

When you do well or fail do it with maturity. You are in full control of your future. Your future is determined by what you do today.


If you are ready to stop blaming others and ready to learn how to upgrade yourself, you have a limited amount of days to join us. We are almost full. I’m sorry if you missed this opportunity. Other members are now earning Millions more! This could be you!

It is not what happens that determines the quality of your life. It’s what you do that changes your outcome. Get unstuck!

You deserve an upgrade! Look at the last 5 years, your gonna repeat them if you don’t change. You can change starting right now! Join the inner circle. This year reach down inside of you and come up with some more remarkable gifts! I challenge you! If where you are right now in your life change it!

Email me directly, and I can assist you with answering your questions,

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,

Cheryl Peltekis, RN “The Solutionist”

Friends, for the last 29 years I have been working in post-acute care. For the last 9 years, I have worked in helping post-acute care providers such as home care, home health, and hospice organizations grow their census.

One account type that I most often hear presents a challenge for agencies to get referrals from, is local hospitals. 

Yes, local hospitals have their own companies that provide post-acute services and they often refer directly to their organizations.  


However, I also know that these organizations also refer to other providers.  Now, the reasons they refer to other providers are vast:

    • Patient at hospital lives across State Lines
    • Out Of Service Area of Home Health Staff
    • Lack of Staff
    • Insurance is not accepted by Home Health (or pays too little so they farm out those patients)
    • The discipline needed not available in patients’ location
    • Patient request for another agency
    • Patient already on services with another provider
    • The patient had the hospital’s home health several times in the past and the patient is non-compliant.  The hospital’s home health farms the patient out.
    • The patient was on a home health service from the community and the patient requested to have that agency when discharged.

Getting into a hospital is a big deal because of the sheer volume of referrals for post-acute care providers.

Here are four ways that I can share with you how to become one of the hospital’s agencies of choice.

Build a business plan to go after the doctors that have patients who are admitted to the hospital you want to work with

Most hospital websites have a physician listing. Start qualifying each of these doctor’s offices and make sure they have the willingness and the ability to refer to you.

Then start calling on them and get their patients on your companies services. Now, when one of these patients gets admitted to the hospital you can go visit the patient. Stop by the nurse’s station and ask them to page the discharge planner for your patient.

You will be able to introduce your company and ask questions to see what challenges they have with referring patients and how you can help. You can also add a form to your admission packet that the patient requests you when they need services.

Start making sales calls to the hospital’s ER physicians, social workers (if they have one), and to the discharge planners.

By following the High Performance Sales Process and using the Roadmap to Referrals to have a purpose for your sales calls, you’ll be able to unlock these referral sources. This is the best tool to expand someone’s knowledge of who to refer and help them get a patient to instantly pop into their mind when you use our Trigger Questions™.

Buddy up with someone else that is also calling on the discharge planners and is already getting referrals from them.

Consider partners like DME, IV infusion pharmacies, Oxygen suppliers, and Wound care companies. If possible find someone who will take you for 4-8 weeks straight. Then you should have the ability to access these accounts without your buddy. In exchange, you take that salesperson into your top account(s). I would suggest you do this for maybe 4 accounts each. You both walk away with 4 new referral sources!

Note: This next tactic is so often done and yet it is my favorite one. It has given me the highest return. 

Go directly to the hospital’s owned home health provider.

Their agency can never handle all the volume so they have to refer to community providers. Now, as I mentioned earlier, they want to give you and other community agencies all the bad patients. You know the ones if you went through our orientation program. 

      • High-cost Medicare patients
      • The patients who make their outcome reports look terrible
      • Frequently non-compliant patients
      • Non-medicare, the worst insurance payers

If you can still make a profit with the lesser payers, you stand to gain an immense amount of business. You can also teach them, that you could take that costly patient but you need to stay balanced with healthy payers so you can serve everyone.  Share with them that you need a Medicare patient to go with the worst payer.

If you’re a smart rep with an owner who knows their cost, then go and call on their intake department. Approach them by asking them questions to uncover who you can refer to them because you can not serve a patient type. For example, you can send them patients with insurance that you don’t/can’t accept.

Ask who they need help with, what area, discipline, or payer. The good thing about getting in with a hospital is whenever new insurance is coming into town, that insurance company asks the hospital what post-acute care providers they should also offer contracts to. This is how my company got contracts with every payer in my market.  

If you want your sales representatives to be able to break into hospital systems we are here to help you. 

Melanie and I have found a way to coach representatives for rates much less than we charged in the past. We have found a way to shorten the time that it takes for reps to succeed. Let us manage your team today. 

Want to learn more? Click on the link to get on Mike’s calendar, and in under 30 minutes, you will be able to get started!  

Keep Helping, Keep Serving,

Cheryl Pelekis, RN “The Solutionist”


PS: Want to see this lesson in video format? Check it out below:


Cheryl Peltekis, RN “The Solutionist”

Many of you have been using our Roadmap to Referrals: 52 Weeks Sales Plan, and I wanted to share feedback from our physician panel. I met with a group of physicians (11 doctors and three nurse practitioners). 

They were chosen because the sales reps that are calling on them are using the Roadmap To Referrals for either home care/home health or hospice services. 

Here is how they answered questions.


Question:  Have you seen our USP flyers? (All of the flyers were provided to the group for discussion)

Answer:  86% responded yes.

Question:  How did you receive the flyers?


    • Three responded they got the flyer from the Sales Rep at their monthly meeting.  This made me excited to know that my sales reps were following the HPSA step 5 Strategy Sales Call.)
    • Seven responded that the sales rep left them in an envelope labeled confidential.  I loved hearing this.
    • Two responded they got the flyers delivered to their email addresses.  (Inside Sales working.)
    • Two did not remember seeing the flyers.

Question:  Did you read the flyers?

Answers:  Most of the flyers were at least partially read, and several of the doctors answered that they read the brochures with the patient’s story.

Question:  What do you like about the flyers?

Answer:    The consensus was they learned from the flyers.  Several specific comments:

    • “Wow, I never knew how many patients don’t use their inhalers correctly!”
    • “The patient stories help me see current patients who need to be referred.”
    • “I haven’t been referring patients because I didn’t want to refer a patient who wasn’t eligible. I feel like I am learning who needs services.”
    • “The stories of patients help paint a picture of when to refer and who to refer.”

Question:  What would you like us to change in our Roadmap to Referrals program to help you identify patients with ease? 

The results:

    • Referral sources want quick short stories that they can remember on the flyer to connect with.
    • They want to feel like they can identify and get services to patients who need them.



Meeting with referral sources was an absolute success! I loved that they shared that patient vignettes (or patient stories) work. I loved to hear that our High-Performance Sales Process was working, as evidenced by several of these doctors’ reported Strategy Sales Calls. I also learned that our inside sales process was producing referrals.  

This year, in response, we transformed several of our USP (Unique Selling Point) flyers for hospice/in-home care/home health to include new patient vignettes. With each year, we are giving our program an upgrade! 

We will continue to provide email and voice mail templates to support the sales representatives. As a result, the number of agencies that continue to enroll yearly has dramatically improved.

We love giving you tools that work and are committed to continuing to Wow you and your referral sources!  

If you haven’t used our Roadmap To Referrals, 52 weeks of successful sales calls, you have to try it! 

To learn how you too can 5 X referrals from current referral sources, you can watch our free webinar here.  

If you want to see a demo, please email

Make 2022 your year and gift your physicians with the knowledge and confidence they want! 

Knowledge is the key to patients getting services that they so desperately need.


Keep Helping, Keep Serving,

Cheryl Pelekis, RN “The Solutionist”

Cheryl Peltekis, RN “The Solutionist”

Today I ran into Dr. Joe while I was out Christmas shopping. For those of you that are fateful blog readers, you may recall his story.

He and his partner, Dr. Kirkland, are both top referring physicians. I have been using the Roadmap to Referrals while maintaining this account over the last several years. This past year, I taught them something else to do with my flyers.

Several of our flyers are patient stories. The marketing tools ask, Have you seen Sam? Then the leaflet shows a picture of Sam, and his journey, on how he became our patient and the benefits he and his family received.



“I had gotten so many great patients to care for from Dr. Jones that I asked him, “why you refer patients to home care? “

I was shocked by his answer. “


He shared with me that his great aunt, Cecelia, lived with him when he was a boy. She was a widow, and her youngest nephew, Mark (Dr. Jones Dad), volunteered to let her move into his home when the Parkinson’s disease took a toll on her ability to live alone. 

Dr. Jones said he remembered how much work it was for his mom to care for his aunt’s needs. She needed quite a bit of care over the 15 years that she lived with his parents, and they had to transfer her, toilet her, bathe her, feed her, clean all of her clothing and manage just about everything, like medications and doctors appointments. All of it!

He shared that one day, his aunt fell, and she ended up in the hospital for a few days. When she was discharged, they ordered home health. That home health agency’s nurse told them that she had a friend from a home care agency and that someone would come over to see how they might help make taking care of his aunt Cecelia a little easier. 

The next day Cecelia had a visit from the home care agency.

They found out that she qualified for the VA Benefit because her husband was in the military. They could get a home care aide to assist with personal care for 4 hours a day, five days a week.   

This changed the whole mood of the home. Now his mom had time to go to the hair salon, and because she felt better about herself and had a break every day for a few hours, she improved her self-care. 

Having a caregiver allowed the whole family to benefit.  Meals were once again being cooked, and the entire house felt better.

 On the way out of Dr. Jones’s office, we ran into his partner, Dr. Kirkland. He introduced me, and said to Dr. Kirkland, “did you tell Cheryl about your Aunt Cecilia?” I got a perplexed look on my face. 

I thought it was Dr. Jones’s aunt. Dr. Kirkland proceeded to tell me the same story that Dr. Jones shared with me. 

In the end, Dr. Jones said with a smile, “Aunt Cecelia is his great aunt, not mine.” He continued, “When I am trying to convince my patients to let home health or home care in, I always tell this story as if it’s my own because it becomes more believable.”

I told him, “whatever it takes to improve patients’ lives!”

I hope we can all find more Dr. Jones and Dr. Kirkland’s!


There are patients like Cecelia all over the country who need help to stay at home. Some families take on this responsibility and don’t realize how a patient could deteriorate over the years. It is hard to take care of a loved one for a few days, let alone 15 years.

Thank God for home care services. Thank God that the home health nurse had a friend who did home care.

Too many patients would go without care. Now imagine you could quickly help your doctors’ offices to find their Cecelia’s?  Well, we have your solution.

Our 52 week Road Map to Referrals does just that.

For 2022, we are upgrading the patient vignette forms. We are teaching our sales reps to encourage the doctors to provide them to the patient at the time of referral to our agency.

We also ask the hospital case manager to share them with their patients. Expanding the awareness of care we provide using the power of stories helps patients accept and receive our care in their homes.


Don’t miss our holiday specials either! You can find them on our Facebook page here.

Want to learn more?

Email and see a demo of the road map to referrals in action. Each month I get to coach your sales rep and roleplay the sales messages of the week.

This program is our top-performing sales product, and on average, home health and hospice agencies have experienced a 30% growth rate!


Keep Helping, Keep Serving,

Cheryl Pelekis, RN “The Solutionist”

Cheryl Peltekis, RN “The Solutionist”

I have spoken to so many agencies over the last month who are really in dire need of staffing. People are trying to get creative with ads that are just so unique.

One of the ways they have shared with me that are bringing them great results is humor in the ad.

Full-time Home Health Aide Needed

There is no need to apply if you don’t have reliable transportation, if your car is broken every week, and no babysitter can be found every weekend. Seriously, do us both a favor and go to the next agency and skip mine.   

If you can’t be thankful for the experience of helping people, then get a job where you don’t have to interact with people.

You aren’t getting paid to be on your phone all day, so if you can’t engage with people, then don’t apply.

Also, we are hiring people who want to work here for years!  We provide your health benefits, so please apply if you really want to work and do work that loves you back.


This ad is funny, right? The owner reported that this ad got more aides to respond than any he had ever used. I understand if this ad isn’t your style but you may have to mix up what you are doing with your ads to find the best candidates for your agency.

Last week, I was at a State Association meeting, and I went to 3 different presentations on recruiting and retention.


Here are some of the highlights:


    • Your ads need to be no longer than four days old. On day 5, start each “help wanted post” all over.
    • Place your help wanted ads for the neighborhood that you are hiring staff to serve clients.
    • Use language that makes caregiving a position that makes a difference in the world.
    • Make sure the ad says flexible scheduling. Many aides work for two or more agencies.
    • Have a referral incentive program.
    • Use LinkedIn, Facebook, Twitter, Instagram
    • Use Videos about why your company is the place to work on the website
    • “No Experience Necessary” – Train and have a competency program.


I know how hard it is these days (or any days)to not have the help you need to serve patients. At the core of my being, I feel the pain of knowing that seniors are going without care.

That is why Retention is critical. As we move through the worst of the pandemic, employees are revisiting job expectations.  They want flexibility, better pay, and greater connection. They also want the chance to make a real difference in the world.


So it’s up to you to create an agency where caregivers want to work!

    • Put work/life balance first.
    • Continue to focus on worker and patient health and safety
    • Provide them with the tools they need to do their job
    • Foster loyalty with a positive working environment
    • Offer mentorship and career paths
    • Maintain open lines of communication


Value your staff, show them appreciation, and treat them as the essential workers they are. Need more ideas on how to improve your recruiting process?

Need help with interviewing?

Need new ideas on retaining staff?

You can buy our recruiting and retention program right here!


Keep Helping, Keep Serving,

Cheryl Pelekis, RN “The Solutionist”

Cheryl Peltekis, RN “The Solutionist”

As the calendar year draws to a rapid end, many of us are eager to have 2021 be in the rearview mirror. The fourth quarter is the time of the year that sales teams start to plan for the upcoming year.

Like most sales executives, you are focused on using the precious few selling days between now and year-end. Unfortunately, you are also tasked with creating your 2022 business development plans. Hopefully, this guide will help you make it with a little more ease.

The most important thing to know before anything else gets done is what you will be responsible for next year.

What is your mandate?

What are you accountable for accomplishing?

Are your bonuses structured for 2022?

What will make your boss pat you on the back and proclaim you are a rock star?


First things first, nail down the goals of your VP, CEO, CFO, COO (whatever the title you report to), so you understand what they expect from you!

    • What growth goals have been set for the company?

    • What part of the growth goals are you and your team are responsible for?

    • What services will be emphasized?

    • What markets will be targeted?

    • What major sales initiatives will be started in 2002?


Ideally, there is a well-structured plan or system for setting and hitting the company’s goals. A strong plan provides you with the direction to build action steps to hit 2022 goals. Once you have the goals set, you need to think about the overall framework for planning.

Start building your Strategy!


Strategy is all about how. It is how you are going to achieve those goals that are primarily dictated by your leadership. They could include things like:

    • Key Accounts to target

    • Growth percentages

    • Growing Gross Margins by seeking certain client / Patient types that have higher reimbursement

    • Improving public image by doing more community events

    • New products / program launch


Structure:  Structure follows Strategy. Structure describes the pieces related to how your sales resources will be organized, distributed, layered, and compensated.

    • Territory management and expansion

    • Inside sales development

    • Sales Budget

    • New and expansion business (Hunters/Farmers)


Sales:  This is where you want your most valuable resources, your clinical team, to benefit from the new business coming in the door.

This is the time of year to have your sales reps have a virtual meeting with the caregivers providing services in their market space and discuss what doctors do they want more patients from? What is the best facility for them to work with?

When you support growth where the clinical teams what to do business it is a win-win for everyone. You can also suggest that the sales executives take the clinicians out to meet the accounts! These meetings can be remarkably successful.

    • Training needs for 2022: consider new product training

    • Resources for 2022 such as promo items, marketing materials

    • Compensation and Quota setting for 2022

    • Reward and Recognition for 2022


People:  Your organization will succeed or fail based on the strength of your people. You need to plan on recruiting and retaining exceptional clinical talent. To hit growth projections, you need additional clinical team members to grow!

    • Recruitment Process Improvement Program

    • Retention Program and Committee

    • Allocation for the budget to include additional recruiting

    • Orientation programs that produce highly qualified staff

    • Ongoing personal development, training, and coaching


Process:  Process is at the heart of getting things done. A good process removes friction! Process is not a bad word.  Process makes getting to your goals easier.

As you start to think about next year, start looking around your organization and ask, are the current processes making things easier or more difficult? Could we make changes that would save us time? What needs an upgrade?

Stop and take the time to evaluate your existing processes and determine if they are going to help you achieve your goals or create another problem that needs to be fixed? Could you onboard 40 new employees a week? If you can’t answer that with a resounding YES, then you need to fix your onboarding system. (see our recruiting and retention program here)

Build Your Roadmap To Hitting Your Goals

# Step One:

Start by listing each category, Strategy, Structure, People, and Process. Under each category list the appropriate measures that apply in your organization.

# Step Two:

Scan down the list of measures and identify what components are currently out of alignment with your 2022 goals.  They are the ones you need to allocate more of your time to get them in alignment or you will set yourself up for failure.

# Step Three:

Now it is time to assess each of the problem areas based on some key metrics.


    • Complexity: Challenges are associated with timing, resources scarcity, or cultural barrier from within the organization’s leadership. Use a ranking system 1 – 10 where 1 is an easy fix, and 10 will require specific efforts and buy-in from all levels of the organization.
    • Impact: This refers to the positive effect this initiative would have on attaining your goals if time and energy were invested.  Here you are trying to assess how much benefit you would gain by focusing on this process issue. Again use 1-10 scale where 1 means focusing here would barely move the needle and 10 means it would significantly impact your year.

# Step Four:

This is the most challenging part of the planning. Since we all know there is never enough time or money to do everything we want, it’s time to prioritize all of your potential initiatives. Start at the top of your list and assign each potential initiative a letter grade of A, B, or C.

An “A” means this initiative is critical to your success, and you will unlikely reach your goal if this is not addressed.

A “B” means important but not essential, and “C” refers to something that, in all likelihood, will have to wait for another year.


Be careful here – the usual tendency is to rate most or every this as an “A”.


Unfortunately, you need to be brutally honest with yourself here. You may need to go back over the list a couple of times, but you should aim for an even distribution of As, Bx, and Cs.


I made you a quick spreadsheet that you can download and make your own. Download 2022 Business Development Guide Here!

# Step Five:

 Create the Plan: Goal #1

Initiative 1:
Initiative 2:


Execution is a systematic process of rigorously discussing how and what, questioning, tenaciously following through, and ensuring accountability.

It includes making assumptions about the business environment, assessing the organization’s capabilities, linking Strategy to operations and the people who are going to implement the Strategy. Synchronizing those people and their various disciplines and aligning rewards to outcomes.

It also includes mechanisms for changing assumptions as the environment changes and upgrading the company’s capabilities to meet the challenges of an ambitious strategy. In its most fundamental sense, execution is a systematic way of exposing reality and acting on it!

Be successful in 2022! Have a plan and execute it!  If you find that your plan includes having a sales team, don’t forget that we can be your sales manager!

Want to learn more email or reach out to me directly at  We are here for you!


Keep Helping, Keep Serving,

Cheryl Pelekis, RN “The Solutionist”