Topic: Sales Management

Seven Tips to Identify an At-Risk Referral Source

Posted by Holly Miller on January 9, 2018

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In the early stages of a new referral relationship, it’s easy to keep your attention focused on nurturing the relationship and ensuring your new referral partner can continue to send patients to you with confidence.

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Topics: Sales Management, CRM, Referrals, Sales Growth, Referral Growth

How to Target the Best Referral Sources for your Home Health and Hospice Agency

Posted by Holly Miller on November 17, 2017

 

 

“I don’t know which referral sources to target” has become an all-too-common refrain among home health and hospice agencies. A lack of visibility into both the market and your own agency’s referral activity weakens your sales efforts and slows your market expansion. Many agencies are scrambling to develop a sales strategy that yields results. What’s the secret? Using relevant, actionable data to determine the best referral sources for your agency to target.

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Topics: Sales Management, CRM, Technology, Referrals, Home Health, Hospice, Sales Growth, Referral Growth

Building Relationships: A 3-Step Evaluation

Posted by Adam Bishop on June 15, 2017

 

 

Great relationships are the key to not only acquiring but also retaining referral source loyalty. While this is a well-known fact, many times those same great relationships never transition into referring accounts. As a sales manager, you are faced with a difficult dilemma. Do you wait it out in hopes that the relationship will someday turn into referrals, or do you give another sales rep an opportunity to work the account? How do you decide?

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Topics: Sales Management, Relationships, Sales Strategy, Sales Growth, Sales Reps

Grow your Market Share with PlayMaker: Functional, Compliant and Secure

Posted by John Blake on May 10, 2017

 

 

The competitive nature of post-acute healthcare has led to a rise in technology products hitting the market to better assist you with managing your customer relationships and growing your sales. This shift to a SaaS (Software as a Service) delivery model for CRM and sales platforms can leave your organization exposed for reputational damage and financial penalties if data is left unsecure and a security breach occurs. With the added complexity of safeguarding protected health information, it’s critical that you select a product that meets the security protocols your Information Security Officer requires in order to ensure HIPAA compliance and data security.

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Topics: Sales Management, CRM, Technology, Sales Growth, HIPPA, Security, Saas, Compliance

PlayMaker Configurable Dashboards: Visibility into the Metrics that Matter Most to You

Posted by Jennifer Artabane on April 13, 2017

 

 

With the release of our recent configurable dashboards feature, it’s easier than ever before for the entire sales and marketing organization to monitor and manage activity and performance. We know that each person within the organization has a different perspective, and how you choose to configure your dashboard is dependent upon your objectives and what you wish to compare.

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Topics: Sales Management, CRM, Technology, Sales Growth

5 Steps to Overcoming a Sales Slump

Posted by Adam Bishop on November 18, 2016

 

Are You in a Sales Slump?

You know the feeling. It seems like no matter what you do, you’re just not happy with your sales. It can happen to almost anyone. Don’t keep doing what you’ve been doing and get frustrated. Use this five-step approach to climb out of that slump.

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Topics: Sales Management, Sales, Leadership

Successful Sales Reps Prepare for Success

Posted by Adam Bishop on September 30, 2016

 

Preparing for the Start of Each New Day is Critical

One thing that all successful sales people have in common is that they don’t just jump into each workday; they prepare themselves to be successful. These tips will help you do the same.

The preparation steps discussed below are most effective when done at the end of the workday for the following day. It’s a good idea to wrap up your day by reviewing the things you accomplished during the day, and making sure that you have set goals for the following day.

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Topics: Sales Management, Sales, Leadership

How to Increase Revenue with Sales Mentoring Programs

Posted by Seth West on September 2, 2016

 

Mentoring: A Lost but Much-Needed Art

Finding a sales mentor used to be standard practice. Some sales people found a mentor on their own. In other situations, companies created formal mentoring programs for new sales people. The result was that new sales people became more productive and generated more revenue. Learn why you need a mentoring program and how to create a mentoring program to help your company grow.

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Topics: Sales Management, Sales, Leadership, Mentoring

TAHC&H 47th Annual Meeting: Know Before You Go

Posted by Jason Lewallen on August 1, 2016

 

This year’s TAHC&H conference is titled, “be inspired, get connected, shape your future.” It is a message that resonates today more than ever. With new regulations as well as the changes imposed by the IMPACT Act, agencies are looking for guidance and answers. Attendees will learn how to navigate these changes from experts in the field.

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Topics: Sales Management, Home Care, Trade Shows, Hospice

HCAF 2016 Annual Conference: Know Before You Go

Posted by Jason Lewallen on July 25, 2016

 

Before I tell you about the conference, I want to give you a true, “know before you go” tip. The Renaissance Orlando is fantastic beyond just visiting the tourist sights. It has an incredible waterpark and splash pad as well as a poolside bar with some of the best “loaded waffle fries” you have ever indulged in (and potentially regretted eating later). The hotel rooms are spacious and they feel like a true getaway regardless of if you are attending solo or bringing the family. So what is my tip? Book an extra day and give yourself some time to soak in everything you have learned. You will not regret it.

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Topics: Sales Management, Home Care, Trade Shows