Wow!... that's the impression I came away with from the
first ever Certified Home Care Sales ProfessionalTM
workshop in San Antonio two weeks ago.
Wow as in "Wow, look at how serious EVERY attendee is about
participating in this workshop". I didn't see that anyone
came to San Antonio to be a tourist or escape the office for
a few days. I didn't see people nodding off in the back of
the room while listening to Tray Dunaway, Stephen Tweed or
myself. I didn't see people rolling their eyes as if they
knew everything they were hearing already.
What did I see?
- I saw a community of over 100 homecare sales reps and managers who put in
three solid days of learning and sharing.
- I saw Dr. Tray Dunaway excite and motivate the crowd with his opening
session complete with music, singing and dancing (well, ok, there wasn't any
dancing).
- I saw Stephen Tweed pull together an idea that he and I talked about well
over a year ago and make it reality.
- I saw our partners at Decision Health run a flawless meeting and provide
support that we didn't even know we needed (until we needed it!).
- I saw the awakening of some sales minds when they get the chance to see what
it REALLY takes to become a homecare sales leader.
- I saw the hard work and planning that goes into making an event like this
possible... and successful.
- And finally... I saw 110 people leave the Omni La Mansion del Rio who will
lead the next generation of homecare sales leaders... and who will usher our
industry into its next phase.
The beauty of a workshop like this is that you get to meet
people at all levels of experience. You can be sitting at
one moment next to a VP of Sales, responsible for dozens of
sales people and in the next moment, meet someone who will
have their first day in the field the day they return from
this conference! You can (and should) learn something from
everyone at an event like this... as we all bring unique
ideas and perspectives with us... and are always happy to
share.
We worked hard from 8 a.m. to 5 p.m. on days 1 and 2 of the
conference but still, there were people staying long after
the masses had gone on to dinner... asking questions, fine
tuning their presentations and sharing ideas they learned
during the day.
Day 3 was highlighted by videotaped presentations from many
of the attendees, with each of the faculty working to
provide and solicit feedback to help everyone become more
effective in their presentation skills. After the taping was
done, all attendees gathered in the main conference room for
the first ever CHCSPTM
final exam. There were lots of nervous queries the night
before about the content of the exam and what it would take
to pass it. People took this exciting new certification very
seriously, knowing that it labeled them as an industry
leader.
When the conference was said and done, there was still more
work for our first ever CHCSPTM class to do. They
now have to track six weeks worth of sales data via the LHC
Rep Ratio Form to prove their knowledge of the sales
tracking and planning system. Finally, after passing the
exam, submitting the six weeks of data and proving two years
worth of industry sales experience (or gaining that
experience over time) we will see our first group of
Certified Home Care Sales Professionals enter the room. This
is heady stuff... the best of the best... and they have the
certification to prove it!
I'm excited by all of this (as you can tell) since I was
involved in putting the curriculum together and delivering
the program... but I have a bigger reason to be excited.
After going through the entire program AND taking the exam
(along with my six years of homecare sales experience) I've
been honored as the very FIRST CHCSPTM... and I
couldn't be more proud. I'm not so much proud of my
accomplishment (although it's quite the honor). I'm more
honored knowing the kind of company that I'll be in starting
in the next four weeks.
The best of the best... and I can say I'm one of them.
Starting next year, Decision Health and Leading Home Care
will be putting on two of these powerful certification
programs each year.
Come out and join us... become
the best. I'll save you a seat in the front of the room.
Michael Giudicissi, CHCSP
Sales Training Specialist
Leading Home Care
Louisville, KY
