Here is an update on New Postings to the members only site. 

SMI Today -
Members only discount to... hhl's Power Home Health Referrals Conference.

SMI Monthly Conference Calls - Feb 9th - Effective Sales Recruiting and Hiring - we'll discuss the four types of homecare sales candidates, interview techniques to find out who will be a homecare sales leader, interview "caution flags", compensation and much more.

Upcoming Events - In partnership with the Virginia Association for Home Care we're proud to announce the next Sales Training Boot Camp on May 16th in Richmond, VA. Check the Sales Conferences tab for more details.

Details and registration on the CAHSAH sponsored Sales Training Boot Camp on Feb 26th & 28th in Sacramento and Ontario, CA.

Newsletters - In case you've missed a past version of one of these free SMI newsletters, the archive is on the site under the "Newsletters" tab. It is updated weekly by our crack IT staff so you'll never have to go searching for a back issue again.

Sales Tools - Two new Sales Rep Compensation Plans,
Rep Ratio Form and instructions.

White Papers - The Role of Motivation in Sales Management by Michael Giudicissi.

My Ballot Box Does Your Agency Share Financial Results With Your Sales Force? Yes No Only At Fiscal Year End View Results (no longer available)

Last Week's Results
Does Your Agency Budget For Payor Mix?
Yes 44%
No 33%
I don't know what payor mix is! 22%

If I say the terms "rep carrying cost" and "payor mix" to you... you probably know what I'm talking about. The "carrying cost" is the total investment you make in having a sales rep work in the field for your agency. "Payor mix" is the mix of payors that you accept from a certain territory to balance your financial performance.

In recent conversations with homecare sales reps and sales managers I've noticed a void between the sales rep's performance (whether good or bad) and their knowledge of how that performance affects their agency's financial results. I strongly believe that salespeople perform better when they have a direct connection between the work they are doing and the effect it has on the company.

Imagine if you will, that you hire a personal accountant to take care of all of your finances. "You make the money and I'll pay all the bills" says the accountant. So, you go out and earn your salary and faithfully deposit it into the bank each week. You never get any feedback from the accountant about what bills are being paid and how much is left over.

Are you comfortable with that scenario?

Me either...

Flash forward a few months and the accountant calls and says "We're in debt $12,000 because you're not earning enough money to meet all of your financial obligations".

Now how do you feel?

If you had known that you were falling into debt, you might have done things differently, right? You might have taken a part time job, you might have inquired about how you could earn more money in your current position, you might have asked for a lower interest loan to stave off the creditors until you could fix the financial mess. The point is... if you knew... you would do something.

Sharing financial information with your sales reps is very similar. Even the sales reps who are constantly overachieving on their quotas need to know how that impacts the company. If a sales rep is under performing, showing them how each admission affects the financials can be enlightening enough to have them moving quickly to shore up their performance. A vague "we're doing ok" or "we need to pick it up a little" does nothing to help your sales force hone in on exactly what they need to do to meet your agency's financial goals. Solid, factual financial data does give them the complete picture about how their efforts contribute to the company.

Here are a few vital statistics that I like to share with my sales reps on a monthly basis:

1. Overall revenue
2. Overall net profit/loss
3. Revenue by payor source
4. Revenue per admission by payor source
5. Cost per visit or hour
6. Net profit per visit/episode/hour

That's not too tough is it? You can glean this data from your monthly financials and a few simple calculations. If you're not currently sharing this information, be prepared to explain what it is, why it's important and where it comes from.

The next question I'd ask myself if I were considering this is "What is the downside?"

If I've hired people I believe in, that I'm willing to invest time and effort in... that I need to help my agency grow... I don't think there is a downside.

Someone... anyone... who knows more about how their work impacts the company they work for, is in a position to impact that company more positively.

It's been said, knowledge is power... and I couldn't agree more. Let your salespeople on the inside of your financial performance... and watch them become even more powerful in their sales effort.

Check back here often to see where Michael will be speaking next. If you'd like Michael to speak at your organization or present a Sales Boot Camp in your area, e-mail us or contact your state homecare association.

Home Health Line's Power Referrals Conference
February 21-23, 2007
Rio All Suites Hotel,
Las Vegas, NV
Event Website

Sales Training Boot Camp
February 26, 2007
Courtyard by Marriott Midtown
Sacramento, CA
Register at CAHSAH website

Sales Training Boot Camp
February 28, 2007
Marriott Ontario Airport
Ontario, CA
Register at CAHSAH website

Sales Training Boot Camp
May 16, 2007
Richmond, VA Location TBA
Visit Virginia Association for Homecare & Hospice website for more details.

If you've never been to a Leading Home Care Sales Training Boot Camp, you don't know what you're missing!

In conjunction with CAHSAH we have two exciting, full day Boot Camps coming up in Sacramento and Ontario, CA on Feb 26th and 28th. Join Michael G for a day of training, interaction, role playing and fun while he leads homecare sales reps, administrators and agency owners on an intensive learning experience.

Here is what past Boot Camp participant had to say:

- Real and comfortable!

- Excellent presentation... Very engaging... love the examples!

- Very informative, boosted confidence and encouraged closing the sale.

- I enjoyed and learned new techniques from your presentation. Your added humor made learning great fun!

- Unique ideas.

- Very professional and extremely entertaining!

- Excellent presentation... love your enthusiasm.

- Really appreciated his dynamic style... kept the material fresh.

Both members and non members of CAHSAH are welcome to register and learn so sign up today and we'll see you in California!

"...I was not at all interested in involving myself in a 'coaching' situation... it was nothing like I was expecting. I’ve been 'coached' before... I really had a terrible experience with it... Not this time. I love to listen to a straight shooter... that’s what this guy is. Not harsh... just straight. His approach is gentle and I do think his product offers great value to our organization..."
Current Sales Coaching Intensive Client

If you have sales reps that need more attention and more coaching to achieve their potential, sign them up for our new Sales Coaching Intensive package.

Each coaching client receives:

- One copy of Michael's "Making The Approach" sales training book
- One set of three CD's of the recent teleseminar series of the same name
- Six one hour (one on one) coaching calls with the sales coach, Michael Giudicissi
- Unlimited email support during the coaching program.

There is simply no better, more effective sales coaching or training available in the industry. The cost for each coaching client is $795 and slots are very limited so call Diane at 1-866-209-5101 today to reserve a spot for your reps.