Posts

Today, we’re delving into the powerful world of frameworks and structure and how they can supercharge your results.

 

The Power of Structure

Think of structure as the backbone of any successful endeavor. Whether it’s an architectural masterpiece, a well-composed symphony, or your quest for sales excellence, the structure ensures everything falls into place. So, let’s explore how you can harness this power.

1. Clarity and Focus

Have you ever started your day with a chaotic to-do list, bouncing from one task to another, only to end the day feeling unaccomplished? We’ve all been there. But with a well-defined sales account structure, you’ll experience a dramatic shift. Define clear objectives, prioritize tasks, and allocate time for each. This clarity and focus are essential for achieving your goals, whether you’re aiming for more referrals or a healthier work-life balance. Goals and alignment documents are keys to your clarity.

2. Consistency Breeds Results

Picture this: Your sales team follows a structured outreach plan, engaging with account prospects at specific intervals. What happens? You create a consistent presence in the minds of your potential referral sources. By showing up predictably and delivering valuable education, you become a trusted source of information. Your consistency leads to trust, and trust leads to results.

3. Time Efficiency

Time is a non-renewable resource. It’s the great equalizer; everyone has the same 24 hours daily. How you utilize those hours can make all the difference. The structure allows you to make the most of your time. Allocating time for specific tasks and avoiding distractions ensures you focus on high-value activities. This time, efficiency directly translates into productivity, a key driver of success.

Framework: Your Guiding Light

While structure provides the skeleton, a framework is your guiding light. A framework is a set of principles and strategies that shape your approach to a particular goal or challenge. Here’s how it can transform your results:

1. A Proven Path

Frameworks are built on experience and data. They provide a proven path towards your objectives. A well-established framework can dramatically boost your referral generation when applied in sales. During the event, we’ll introduce you to your own sales management playbook that you can craft just for you, like treasure maps to your goals.

2. Flexibility within Boundaries

A framework isn’t a rigid set of rules. It’s more like a set of guardrails that keeps you on the right path while allowing room for creativity. Your unique circumstances and audience may require slight adjustments to the framework. Adaptability within a structured framework will enable you to leverage your creativity while staying true to the proven principles and getting the results you want! Sales calls frameworks keep the reps in between the guardrails and focus on hitting all the correct points of a sales call.

3. A Toolbox for Problem-Solving

Challenges are inevitable, both in sales and in life. Frameworks equip you with a toolbox of strategies to address these challenges. Whether it’s handling objections, streamlining your sales process, or managing your time effectively, a solid framework has the answers.

The Event and Your Transformation

At “The Home Care Sales Event,” you’ll discover a wealth of frameworks and structured approaches specifically designed for Home Care, Home Health & Hospice Sales. These are your keys to unlocking a new level of success. From refining your referral strategy to mastering sales management, you’ll be equipped with the knowledge and tools to drive results.

Remember, success isn’t just about working harder; it’s about working smarter. With structure and frameworks, you’ll enhance your efficiency and amplify your impact. Whether pursuing your sales goals or seeking a healthier patient/client mix, these principles are universally applicable.

 

Register today

www.HomeCareSales.com/event

So, get ready to transform your journey to success with the power of structure and frameworks. Together, we GROW!

Melanie Stover

P.S. Check out the VIP upgrade options and get in on the action!

P.S.S. www.HomeCareSales.com/event

Today, we’re diving into an essential topic for every home care, home health & hospice agency owner, administrator, or manager – how to become a better sales manager and unlock your reps’ full productivity potential.

It’s a subject close to my heart, and I’m thrilled to share insights that can transform your agency’s performance.

 

Sales Management: More Than Just a Title

First things first, let’s clarify what it means to be a sales manager. It’s about being a mentor, a motivator, and a strategic guide. It’s about having a vision for your sales team and the ability to inspire them to reach their full potential.

Now, ask yourself, do you currently consider yourself a true sales manager, or are you just managing sales reps? Your answer is critical because understanding your role’s depth can make all the difference in your team’s success. I have heard from many owners – they wear many “hats” – and managing a sales team is hard they have “too many irons in the fire”. They wish they could do more. How can you become a more impactful manager who gets full productivity from their reps- holding them accountable while empowering them to realize their full potential?

 

The Three Pillars of Effective Sales Management

Becoming a better sales manager begins with focusing on three essential pillars: clarity, accountability, and support. These pillars are the foundation of your journey toward full rep productivity.

1. Clarity

The first pillar is clarity – setting a clear vision, objectives, and expectations for your sales team. Ask yourself the following questions:

  • Do your sales reps know the agency’s goals and their role in achieving them?
  • Are expectations, targets, and key performance indicators (KPIs) clearly communicated?
  • Does your team understand the agency’s unique value proposition and the services it offers?

Clarity provides your reps with a roadmap. It helps them understand where they’re heading and why their role is essential. During The Home Care Sales Event, we’ll work on creating a personalized sales management playbook, which is a powerful tool to instill this clarity in your team.

2. Accountability

Now, let’s talk about accountability. Effective sales management requires setting expectations and holding your reps accountable for their performance. It’s about creating a culture where reps take responsibility for their actions and results.

  • Do you have a system in place to track and measure your reps’ performance?
  • Are there regular check-ins, reviews, and feedback sessions to assess progress?
  • Do your reps understand the consequences of meeting or not meeting their targets?

Remember, accountability is not about blame; it’s about ownership. We’ll explore this further during our sessions on accountability and results-focused coaching at the event.

3. Support

Finally, the third pillar is support. Sales reps perform at their best when they know they have a dedicated support system. As a sales manager, you play a vital role in providing that support.

  • Do your reps have access to resources, training, and coaching to improve their sales skills?
  • Are there mechanisms in place to address their challenges and roadblocks?
  • Do your reps feel motivated and valued in the team?

Supporting your team doesn’t mean doing their job for them. Instead, it’s about giving them the tools and encouragement they need to succeed. The Home Care Sales Event will guide you in designing a sales management playbook that includes strategies for providing this support effectively.

 

The Path to Full Rep Productivity

By focusing on these three pillars – clarity, accountability, and support – you can become a sales manager who not only manages reps but leads them to full productivity. Your agency’s success is intricately linked to the performance of your sales team, and mastering the art of sales management is your secret weapon.

At The Home Care Sales Event, you’ll learn the techniques, strategies, and best practices to excel in sales management. It’s an opportunity to network with like-minded professionals and gain valuable insights that can shape the future of your agency. I can’t wait to embark on this journey with you.

Register today!

www.HomeCareSales.com/event 

Together, we GROW!

Melanie Stover

Are you ready to ignite your revenue and step up your home care game?

You’ve probably realized that BIG success hinges on your ability to attract and retain high-performing sales representatives for your agency. They are the bridge between your agency and the crucial referral sources you need to thrive.

But hiring the right sales rep is no small feat. It’s more than just finding someone who “is a people person .”It’s about finding someone who walks the walk, has the skills, and understands the nuanced world of home care, home health, and hospice.

As someone in this industry for over two decades, your sales team is one of the keys to success. They are the lifeblood of your agency, helping you serve more seniors and making a significant impact in their lives. Let’s dive into the art of hiring a home care sales rep and why it’s crucial to achieve your agency’s #ReferralGoals.

The Million-Dollar Question: Why Do You Need a Sales Rep?

I know many of you have tried to hire a sales rep – struggled to find them, and then struggled to get them at full production. I can relate. I, too, have struggled to find the “right rep,” – but once found, the thing I know to be true is that we can increase the production of reps when they follow a proven process and formula.

Your agency’s success is deeply intertwined with the ability to build strong referral relationships. That’s where a top-tier sales representative comes in. But do you need one? Consider this: when you have a skilled sales rep on your team who understands the post-acute care landscape, you become the go-to resource for seniors and their families.

In the past, you may have found home care, home health, or hospice sales daunting. It takes courage, tenacity, and a willingness to push through rejection. But remember, “courage trumps comfort,” as Brene Brown so wisely says! Having the courage to share your message using proven systems, tools, and templates makes it easier! It’s about persistence to keep going, even when today doesn’t result in a referral. #YourMISSIONisBIGGERthanThierNo.

Hiring the Right Rep: A Strategic Endeavor

So, how do you find the perfect match? The first step is defining your expectations. What qualities should your sales rep possess? You want someone who can be a true care partner with your referral sources. This goes beyond the traditional “sales pitch” and into the realm of post-acute care experts.

Consider these essential questions to ask yourself when considering a sales rep:

  • Is this sales rep a post-acute care resource knowledgeable about your service line and other post-acute care providers?
  • Does this rep know how to position the top 5 diagnoses you serve for specific account types?
  • Do you have a concrete action plan to ensure your team is fully productive?
  • Have you outlined your high-value referral targets?
  • Is there a framework for sales meetings and coaching that focuses on results?

The Playbook to Success

Hiring the right sales rep is only the beginning. It’s all about crafting your management playbook for success. That’s where our upcoming event, “The Home Care Sales Event,” comes into play. It’s not just about “activity”; it’s about productivity. You’ll design a strategy that aligns with your agency’s strengths and values. This sales management playbook is your roadmap to transform your struggles into success and navigate the referral landscape with finesse.

Say goodbye to the revenue rollercoaster. Armed with your playbook, you’ll be ready to guide your team to grow referrals, recruit effectively, and confidently retain high-value referrals. No more costly lunches with no-shows – you’ll be well-prepared to make every interaction count.

Join Us and Ignite Your Revenue

If you’re ready to take your agency to the next level, “The Home Care Sales Event” is the place to be. We’re here to help you create a pathway to revenue reinvention. The time for transformation is now, and we’re excited to have you in the workshop. Let’s work together to amplify the impact you make in the lives of seniors and their families.

In the world of home care, we all need each other. We’re here to help you achieve your purpose: being paid for the care only you can provide and becoming the trusted resource for senior care in your community.

Remember to trust the process and stay in the flow as we embark on this journey. Connect with your fellow owners, administrators, and managers. Valuable connections happen during these sessions.

We can’t wait to see you at “The Home Care Sales Event.” It’s time to take a deep dive into the world of field marketing & sales management, and we’re excited to see you there!

Click the link to register today:
www.HomeCareSales.com/event

Together, we GROW!
Melanie Stover

P.S. Can’t wait to see you there! Remember to check out the VIP

Home Care Marketers report their #1 objection is, “My referral sources or prospects tell me they can’t afford my Home Care Services.”

Here’s the deal. That is not the “real” issue!

The REAL issue is how the Home Care Marketer feels about money and value and their own mindset.

They have a scarcity mindset.

Haven’t we all pulled up to the house and made an “assumption” based on how the house looked that the potential client “can’t afford our services”?

…Only to walk out with a signed agreement for more hours than what we thought?

The Marketers make (false) assumptions about what someone is willing or able to pay for value based on their own limiting beliefs.

The prospect feels this “energy”, and it becomes a self-fulling prophecy. The next thing you know… no signed agreement.

“See, I knew they couldn’t afford it!”

Let’s talk value.

Do you believe that you provide a valuable service?

Of course, you do! If you do not – then change jobs. You have too much integrity.

I am not kidding. If you do not think your agency’s services are worth it – move on.

The rest of you who are continuing to read believe in your services.

They are worth it.

The value the services bring to your clients goes well beyond the dollars you receive.

We speak all the time about consultative selling. You are the Senior Care Expert!

When you identify a problem, share solutions that are part of the process! Price is the last thing on your mind.

I had a mentor who once told me, “Recommend what they need – not what you think they will pay.” It is the best advice I have received. It allows me to paint a picture of our services’ results to the client or their family.

Time to delete from your self conversations

#1. They can’t afford it.

#2. I am sure they will just want 4 hrs.

#3. They have already met with the XYZ agency. I know their price is lower, so I am not going to get this case.

EVERY interaction you have has the potential to lead you to the next case.

You need to connect with the prospect.

Uncover their wants, needs, and desires through great open-ended questions as we teach you.

And be the consultant. Recommend what they need to achieve those desires.

My grandmother – Grandma Pete – was on Medicaid. On paper, you would not think she could afford services. But when you asked the right questions. Her late husband was a veteran. Her three children were willing to pitch in and help. She received services. Most marketers would have stopped at the VA, but the real decision maker was my Mom, and she had influence over her brothers, who pitched in funds.

You know your Mom always said you don’t “Assume.”

A fellow sales trainer Mike Weinberg says,

“When there is a perceived desire and need, and there is perceived value in filling that need, and they can see it in their mind’s eye, there is always enough money IF you are talking to the right person.”

Write this on your whiteboard, or print it out and frame it!

BELIEVE the VALUE you CREATE through your services!

Keep Serving Seniors!

 

Together We Grow!

Melanie

 

PS: If you are struggling with the price objection struggle no more! We got you covered in the High Performance Sales Academy. Click here to get instant access 

I had a call this week with one of our old clients (Robert) who said:

“I am just in a summer slump. I don’t know what is going on. I think I am doing the right things, but the numbers are not growing.”

“I make headway a week or two, and then my referrals drop off. The board is wanting more. We told them we would hit a specific number, and we are not there yet.”

“I have to get more from my team, and I don’t know what to do.”

I told Bob, “I am glad you called! So many of us are in this position at one point in our lives – the summer slump!”

 

I asked Bob a few more clarifying questions:

 

    1. What was going on with his marketing team?
    2. What changes have recently happened with his Operations team?
    3. How’s intake?
    4. What was the one thing that he believed could be done to move the needle?

His initial response – like many of you – was staffing. “We need more staff.” He said to me.

 

I asked, “Besides staffing, what else would move the needle?”

 

He paused for a long minute – there was silence on the phone and then said, “I think the issue is focus.”

 

“They need focus” and then quickly added “and energy. I think this long, drawn-out COVID state is making them tired. Everyone relies on the marketers to bring the energy, and they are tired too.”

 

I can so relate. All the marketers we mentor and coach are tired.

And when you get tired, you need two things:

 

    1. Inspiration
    2. A clear path

 

Many of the teams we work with are in the same position. Consider one of our favorite teams in the south. They are in the middle of COVID numbers rising. Their referral sources are EXHAUSTED! They “snap” at the marketers, and their compassion for their patients is declining – they just “need this bed” for the next patient.

 

How can you market in an environment like this?

 

Inspiration and connection – if your tank is empty, it’s hard to give to your referral sources. 

    • Put on your own “oxygen mask first” before helping your referral sources.

 

When you are tired, you need a clear path – what are you highlighting this week?

    • Have a clear, educational message in an email, Voice Mail, and in-person to ensure the message gets to your referral sources. (you need it in all formats – email, text, VM, and in-person)
    • Connect to the human first – our referral sources face a trauma – connect to the human before moving into your educational message and highlighting a patient type.

 

This is a volatile time.

There will be no “new normal.” Simply volatility in our marketing space. When we understand that truth, we know that continuous adaptation is the only way to move forward.

 

We have adapted our foundational program, RoadMap to Referrals, to gain referrals during this volatile time so that you can serve more patients. Gain more referrals and impact more family’s lives.

 

Curious how we have adapted the system?

 

Click here to find a time on Mike’s calendar that works for you.

 

Together we GROW!

Melanie Stover

Don’t let the summer slump slow down your agency’s success. With these strategies, you can overcome the seasonal dip and keep your agency thriving.

Let’s dive into how to avoid the summer slump and maintain a successful home health, hospice, or home care agency.

    1. Rev up your sales & marketing: Time to double down on your sales and marketing efforts! Boost your sales & marketing efforts during the summer. Don’t slow your sales calls just because “everyone” is on vacation! Use this time to your advantage and gain access to people who don’t “normally do” the referrals, BUT they are due on vacation! Time to ask great discovery questions! Often they will tell you the “secrets” of the account! Get insider information and attract new patients to keep referrals flowing.
    2. Create summer programs: Develop specialized functional programs that your sales representative can deliver that cater to summer needs. Be the post-acute care educator! By providing tailored services, you’ll keep patients engaged, improve their quality of life, and stand out from competitors.
    3. Strengthen referral relationships: Nurture relationships with hospitals, physicians, and community organizations. Educate them and be the patient advocate so that you can grab the mind share of your referral sources! Collaborate to identify potential patients and establish a seamless referral system. Strong relationships ensure a consistent stream of referrals.
    4. Embrace technology: Leverage technology to overcome the summer slump. Explore telehealth options and remote patient monitoring for efficient care delivery. Use digital platforms to streamline communication. And what about AI? Well, it is boosting the productivity by 20% of all the sales teams we work with – how are you leveraging it?
    5. Invest in staff training: Take advantage of the summer season to invest in staff training. Today’s representative requires many more skills than the pre covid rep! We teach reps how to fill up your nurses when you have SOC and when you are booked up until next week – how to engage your referral sources so that they still consider you their 1st choice even if you can’t accept a patient/client today! Enhance skills in specialized areas like Dx Sell – Diagnosis-Based Sales or an industry-specific sales process. Well-trained staff delivers higher-quality care, improving patient outcomes and generating positive referrals.

You can conquer the summer slump and maintain a thriving home health, hospice, or home care agency by ramping up sales & field marketing, offering specialized programs, nurturing referral relationships, embracing technology, and investing in staff training.

Adapt, innovate, and continue providing exceptional care throughout the summer season and beyond!

Together we GROW!
Melanie

P.S. Want to discover the secrets of how we transform sales representatives into top producers? Jump on Mike’s calendar, and he will show you how!

I’ve got an intriguing story to share with you today that’s sure to captivate your attention. It’s about a tenacious home care agency owner who found himself in a puzzling situation. Let’s call him John.

Imagine John, a driven and determined owner who had dreams of caring for seniors, but he realized he had to conquer the sales and marketing world for his home care agency in order to do that.

Unfortunately, his sales representative, whom we’ll affectionately call Mark, appeared to be stumbling through a verbal obstacle course when it came to asking for referrals.

Talk about frustrating!

John, bless his heart, was caught between wanting to provide guidance to Mark and feeling a tad bewildered himself. It was like watching a suspenseful thriller where the plot thickens, and the protagonist is desperately searching for a way out. The suspense was real!

But fear not, for in the midst of this perplexing tale, a shining beacon emerged—the legendary RoadMap to Referrals! It was like a guiding light, leading Mark (and John) through the labyrinth of gatekeepers and sales challenges toward the treasure trove of referrals.

Embracing his inner Sherlock Holmes, John enrolled Mark in the RoadMap to Referrals program. It was a stroke of brilliance, a eureka moment!

Armed with new educational techniques and strategies, Mark embarked on a journey of discovery, armed with the tools to navigate past gatekeepers, identify promising accounts, and deliver a compelling educational message that left everyone wanting more.

As time went by, John couldn’t help but be amazed. Once a sales wordsmith in training, Mark had transformed into a persuasive force to be reckoned with. It was like witnessing a thrilling plot twist where the underdog emerges as the hero, leaving the audience in awe.

But hold on tight because that’s not all! Not only did Mark’s sales numbers soar higher than a shooting star, but the agency’s reputation reached new heights, leaving competitors in the dust. John marveled at the plot twist, pondering why he hadn’t discovered the RoadMap to Referrals earlier. It was a lesson in perseverance and sales mastery all rolled into one.

So, my friend, fret not if you find yourself caught in a similar enigma! Instead, seek out the RoadMap to Referrals that can infuse your team with the skills and the words to say needed for referral success.

Remember, life is an adventure filled with twists and turns. So embrace the challenges, unleash your potential, and let the RoadMap to Referrals be your guide to unlocking a world of referral opportunities.

Want to get your own “RoadMap to Referrals?” Sign up for a call with Mike to discover how: https://calendly.com/mike-home-care-sales/5x-your-referrals

Wishing you a journey filled with success,

Cheryl and Melanie

Picture this: a determined home care sales representative armed with a genuine desire to help seniors struggling to make headway in the daunting world of doctor’s offices.

Weeks turned into a frustrating blur as he battled with the notorious gatekeeper, that elusive figure guarding the doctor’s precious time.

Then, just as despair set in, he stumbled upon the High Performance Sales Academy (HPSA) and discovered the secret to turning the gatekeeper’s “NO” into “GO” back and see the referral nurse!

Join me on this exhilarating all-to-common journey as our hero learns to navigate the wilds of sales, unlocking his true potential and finding his calling.

 

The Frustration Mounts

 

Our protagonist, let’s call him Jim, had heard whispers of the doctor’s patients who desperately needed the services he offered. Armed with his brochures and business cards, he approached the doctor’s office, only to be greeted by the dreaded gatekeeper.

Weeks went by, with each attempt resulting in Jim being met with polite deflections and never-ending excuses. His confusion grew, and he questioned his strategies, wondering how to overcome this seemingly insurmountable obstacle.

 

 

The Light at the End of the Desk

 

Just when Jim was about to throw in the towel, he was doing some research online and discovered the High Performance Sales Academy. With skepticism and a hint of desperation, he enrolled in the program, hoping to find the answers that had eluded him for so long.

Little did he know that the academy would equip him with the tactics he needed to turn the gatekeeper into an advocate and open doors that were previously bolted shut.

 

 

Unleashing the Power of Qualification

Armed with the wisdom gained from HPSA’s Step 1 of the sales process, Jim approached the doctor’s office with renewed vigor. He quickly learned to qualify the account by utilizing six essential questions that helped him identify potential opportunities.

This newfound knowledge became his secret weapon as he engaged the gatekeeper in meaningful conversations and earned their trust.

 

 

The Roadmap to Referrals

Having successfully engaged the gatekeeper, Jim knew he needed to make each interaction count. So, with HCS’s Roadmap to Referrals as his guide, he navigated the delicate process of sharing his educational message by diagnosis.

Armed with the words to say and a wealth of knowledge from the quick references, Jim left no stone unturned in his quest to get his message across and secure his first referral.

 

 

Momentum and Confidence

With his first referral in hand, Jim felt a wave of momentum and confidence wash over him. The arduous journey he had undertaken was finally paying off, and he realized that helping seniors receive the care they deserved was his true calling.

The frustration and confusion he had experienced earlier had now been replaced by a newfound sense of purpose and fulfillment.

 

 

A Sales Journey of Triumph

 

Jim’s journey serves as a testament to the power of perseverance, knowledge, and a touch of humor. Armed with the tools the High Performance Sales Academy provided, he conquered the seemingly impenetrable fortress of the doctor’s office. He found his purpose in helping seniors access the care they deserve.

So, the next time you face a daunting gatekeeper, remember Jim’s story and the transformative power of determination and industry-specific knowledge. After all, you never know what lies beyond that desk until you take the plunge and follow a proven process to get you there.

In the grand tapestry of life, sometimes we stumble upon our true calling in the most unexpected places. For Jim, the High Performance Sales Academy provided him with the keys to unlock his potential. May his journey inspire you to overcome your own challenges, embrace the unknown, and find your own path.

“Ready to unlock your true potential in sales? Take the first step today and enroll in the High Performance Sales Academy. Don’t let the gatekeepers hold you back any longer!”

Inspiring Sales Excellence, Transforming Senior Lives!

Sales, Compassion, Impact: Shaping the Future of Senior Care

Melanie