This afternoon, I presented a program on Selecting, Hiring and Managing Home Care Sales Professionals. The room was full, and we had great interaction. Thanks so much to all of you who were there.

Here are some of the points we discussed:

The Role of the Sales “Coach.”

1. Pick the right players
2. Teach the basic skills
3. Drill the fundamentals
4. Push your sales team members to be bette than THEY think they can be
5. Implement your sales game plan
6. Maintain motivation & enthusiasm
7. Provide immediate and ongoing feedback.

Then we talked about the Top Ten Recruiting Techniques in Home Care:

1. Employee Referrals
2. Word of Mouth
3. Newspaper Ads
4. Web Site
5. E-newsletter
6. Direct marketing
7. Public Relations
8. Paper Newsletter
9. Flyers & Posters
10. Special Events

We Examined the Three Criteria for Picking Great Home Care Sales Professionals

1. Behavioral Styles
2. Workplace Motivators
3. Sales Competencies

We then discussed in detail tools for assessing behavior and motivators.

If you’d like a copy of the slides and handouts from this email, send me an email and I’ll send the handout to you.

What do you think about selecting and hiring sales professionals in home care? Give us your comments below.