Invest in Your Sales People and Program
Posted by Mike Ferris on Friday, July 17, 2009 and posted in Home Health Care Hospice SalesInvestment in sales training will pay for itself many times over. The best sales organizations in the world have regular and frequent sales training. Those agencies that invest in sales training today will see impressive results tomorrow.
There are many opportunities for sales training, including, but not limited to:
~ Home care- or hospice-specific sales workshops and conferences
~ Sales and motivational workshops and conferences that are not industry specific
~ State and national association meetings and conferences (a recent NAHC Annual Meeting had sales and marketing programs during every one of the educational sessions)
~ Teleconferences that are provided by home care- and hospice-related groups
~ On-site training and coaching
~ Books and books on tape or CD
Any sales training opportunities like those listed above will pay big dividends; a relatively small investment today will result in sustained long-term results. Furthermore, the retention rate of your sales team may also increase as productivity increases and salespeople see continued results.
It is increasingly important for home care and hospice agencies to provide support for ongoing education for all of their professional staff. Combine training for professional staff with that for your sales team when appropriate. This support can be an important strategic advantage when recruiting and retaining existing staff. It’s a win-win situation.
Excerpted from 101 Home Care Promotional Strategies that Deliver Legendary Results Without Busting Your Budget! by Michael Ferris