Here is an update on new postings to the members only site at http://www.salesmanagerinteractive.com/

SMI Monthly Conference Calls - February 13th, 1:00 PM EST - 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.

This call is for Sales Manager Interactive members, however, for only $149 non-members may participate in this teleconference with Q&A w/Michael & Stephen Tweed. Please call Diane at the LHC office at 502-339-0653 to register. This conference is on February 13th... tomorrow!

Upcoming Events - In partnership with the Virginia Association for Home Care we're proud to announce the next Sales Training Boot Camp on May 23rd in Richmond, VA. Check the Sales Conferences tab for more details.

Check CAHSAH's web site for 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.
Coming Soon - Strategic Sales Planning & Tracking System.

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

My Ballot Box What Is The Average Tenure Of Your Sales Force? Less than 6 months 6 months to 1 year 1-2 years 2 years + not available View Results

Last Week's Results
Do You Share Financial Results With Your Sales Force?
Yes 60%
No 40%

As a member of the Leading Home Care team, my focus is primarily on training sales reps and sales managers to greater levels of success. During a recent conversation, someone brought up the fact that all the training in the world won't improve someone who has obviously been hired into a role they cannot fill.

Good point.

The best way to assure success in your sales and business development efforts is to start with the right people. Then, after you've confirmed they are right for the job, an effective training plan and sales strategy will push your agency to new levels of success!

Here are a few hiring and interviewing tips.

1. Practice Interviewing - Think about it, if you played golf only once a year, or picked up your guitar after two years for a big concert, how good would you expect your results to be? Recruiting and hiring salespeople is like that too. We don't do it for months at a time, then when we have an opening we "pick up our clubs" and expect to be great at it. Keep recruiting and interviewing, even if you don't have an open position. Salespeople work better when they're coming from a position of strength, and so will you.

2. Interview in New Spaces - One sales rep that I hired several years ago interviewed with me three times (and two other members of the agency one time each). First I met him in the main office, then a branch office where he would be based out of, finally I asked him to attend a presentation I was giving so he could get a better idea of my style and motivations. He turned out to be one of the better hires I ever made, and I attribute much of that to the time we spent together before a job offer was made. Changing the environment allows you to see your potential sales superstar in different settings, just like your referral sources will.

3. Always Compare Interviews - When the "perfect" sales rep walks through your door for an interview, the tendency is to draw up the offer letter, get the start date nailed down and order new business cards. After all, when you have an open sales position, it's probably costing your agency admissions, and you want to get it filled as quickly as possible. Not so fast.... Take the time to do some comparison shopping. Even the best interview can be cast in a different light if you talk to one or two more people about the same position. The other interviews could prove your gut reaction right... or raise some questions you'd like to pose to your "perfect" candidate in a subsequent interview.

4. Don't Second Guess - Once you've made your decision on who to hire... go for it! I've seen companies paralyzed by indecision and speculation about a candidate or position. When in doubt I use Occam's Razor... which loosely states... the most obvious answer to a question or problem is usually the right one. If you have a high degree of certainty that a candidate has what you consider important to your agency, hire them. You can always train skills... but never desire.

Building your sales "dream team" is challenging, rewarding and sometimes a little bit frustrating. You can minimize the frustration, however, by spending as much time as you need on the front side... making sure you "hire right".

Good Luck!

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 23, 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 February 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 a 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!

"Got it - love it! Honestly, I never thought anyone would be able to accurately put into words all of the emotional issues, let alone key phrases and skills to get the job done in one piece. And, on top of that, it was actually an enjoyable read. Congratulations. We will be using this as our sales training foundation for new and current staff. Thank you Michael!!"

Joan Hatley, Senior Independence

If your agency is looking for a sales & marketing edge, "Making The Approach" can become the foundation for your sales team's success!

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