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

New Calls Announced!
April 10 - Using Effective Marketing In Your Sales Plan
If you're not an SMI member and would like to attend this exciting conference call for only $149, please email Diane for your registration.
May 8 - How To Build Teamwork Within Your Agency
June 4 - Intake As Sales?

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.

May 15th - A condensed Sales Training Boot Camp at the Kentucky Home Health Association's Spring Meeting

June 21st - "How To Build Your Sales Team From The Ground Up" at the Associated Home Health Industries of Florida Annual Meeting

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 - Interview questions to find homecare sales winners on the SMI Today page.

A new workbook "Strategic Sales Planning & Tracking" to accompany the Rep Ratio Form and help set up your sales parameters.

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

My Ballot Box Does Your Agency Buy Lunch For Physician's Offices? Yes, whatever it takes to get some face time with them Sometimes we do, but we're selective about it Rarely, only when we've exhausted every other possibility for meeting with them No, never We only do it because our competitors do not available View Results

Last Week's Results
How Many Salespeople Do You Assign To Your Sales Manager (s)
5 or less salespeople - 36%
6-8 salespeople- 27%
We have salespeople but no sales manager - 27%
More than 10 salespeople - 9%

In light of our last poll question, 30% of the agencies that responded have salespeople, but no sales manager. In that scenario I found myself asking... who is running the show?

Certainly if you're a small agency, with one or two salespeople, you'd be hard pressed to justify a full time sales manager. In many of these cases an Administrator might fill in. I've even seen situations where a Clinical Manager fills the role. In any event, it's important that someone is overseeing the sales effort and measuring & managing activities and results.

Agency Administrator - This is a fairly common arrangement where the administrator of the agency assumes part time supervision of the sales team. This scenario seems to work best when you have 2-3 reps who have a lot of sales experience and don't need constant intervention, guidance and training. That's not to say that an administrator cannot be a good sales manager, but only having the resources to spend a few hours per day (or week) on the sales effort will definitely impact your results no matter how good you are. I have personally been in several situations where agencies went from a model of a full time sales manager to redeploying the sales force out to administrators. I've yet to see a time when that worked out better (from an admission standpoint) for the agency involved. Realize, a strong administrator can be a strong sales manager, but has to do that in conjunction with overseeing the clinical functions, administration, HR, marketing and a hundred other hats.

Administrators in this situation can benefit from scheduling some regular "sales" time in their calendar. That is, they have a set block of time each week that they ONLY work on the sales effort and with the salespeople.

Clinical Manager - This is one that seems to work best when the sales team is made up of clinicians. A team of Nurse Liaisons will probably prefer reporting to another clinician. The one weakness I continue to see in this process (most times... but not all) is the loss of "sales" or "closing the sale" focus. I seem to run across teams that are focused on customer/referral source service (a very good thing) but not focused on maximizing the number of admissions they can get. You can remedy this by providing some solid sales management training to your clinical manager so that he or she has a more full understanding of the sales process and where their team will need help. With all that said, I've had some of my best successes by bringing clinicians into a sales role... so it would make sense that a clinician could also make a great sales manager.

No Manager - Oh boy... I've seen this... and it doesn't work. Although the sales function in homecare is a small part of the overall agency, it is vitally important. If you're investing in putting feet in the street, it makes sense to make sure your team has direction, leadership and guidance. If you're sending them out there with no plan, no quota and no supervision... you're likely to get little back for your investment. I've seen this scenario several times where the salespeople vaguely report to someone in the agency (usually to get their time sheet signed) and are told to go out and give "community education". Community Education is usually short for donuts and bagels... but that's another article. As you can tell, if it's my agency, I'm not hiring a salesperson unless I have someone with a vested interest in their success overseeing their activities. At the very least, consider making your senior salesperson a "Sales Supervisor" so that someone is responsible for your team when they are in front of your referral sources.

In homecare sales, all we do... all we do is make the phone ring. I know that after the phone rings many of us get involved in a host of other important aspects of the admission... but our primary goal is to get our referrers to dial the seven digits. If that doesn't happen... nothing else happens either.

With so much riding on this vital part of your agency, are you giving your sales team the attention and support they require? If you answered yes... congratulations! If you answered no, take a look at the list above and see if there is someone in your agency that would be a perfect fit to drive your sales effort home.

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.

Sales Training Boot Camp (1/2 day)
May 16, 2007
Lexington, KY
Kentucky Home Health Association Spring Meeting
Visit the KHHA website for more details.

Sales Training Boot Camp
May 23, 2007
Richmond, VA
Visit Virginia Association for Homecare & Hospice website for more details.

Sales Training Boot Camp
June 14, 2007 (tentative date)
Maryland - National Capital Homecare Association
More Details Coming Soon

Build Your Sales Team From The Ground Up
June 21, 2007
Orlando, FL
Associated Home Health Industries of Florida Annual Meeting
See the AHHIF website for more details.

Last week's poll shows that almost 30% of the agencies responding have a sales team, but no sales manager. A strong foundation of sales leadership is vital in establishing a high functioning sales team that brings in a steady stream of referrals that lead to admissions. Now, Leading Home Care and Michael G. can help!

We've created the Interim Sales Director Program. By bringing Michael G. in to run/establish your sales team on an interim basis, we'll work on such things as:

• Sales Training (both in the classroom and in the field)
• Run the sales meetings
• Create the sales plan
• Implement the LHC RepRatio tracking and planning system
• Track sales activity and results
• Write and implement an effective compensation plan
• Work with your HR department to recruit and hire new sales reps
• And much more!

The Interim Sales Director Program is PERFECT for agencies that have yet to hire a dedicated sales manager OR agencies that are between hires and cannot find the perfect candidate. Contract terms range from 3-12 months. Depending on the scope of work and number of reps, Michael will spend a set number of days at your agency (and in the field with your sales reps) each month.

Michael can only work with two agencies at a time (in separate markets) via the Interim Sales Director Program so contact Diane or Michael now to discuss your agency and set up a confidential phone appointment to discuss the program.

Michael G. gets results with the sales reps and sales managers he coaches... documented results. Now you can have Michael help you build your agency's sales effort too!

Call us today at (502) 339-0653.

"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!

Click here for more information on the industry's best Sales & Marketing training tool.