Monday, October 16, 2006

Selecting, Hiring and Managing Home Care Sales Professionals

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.

1 comment:

  1. Anonymous8:47 AM

    The general principles you outline for selecting and motivating great sales personnel are excellent.

    To them, I would add this tip for countering the inevitable sense of "being out there on your own" that sales reps so often feel:

    1: feed your sales personnel - literally and figuratively. Don't have a sales meeting without providing something to eat. Could be a piece of fruit or some Italian ice on a summer afternoon. And keep on feeding them day-after-day by talking regularly via cell phone. Keep the emphasis on the goal for the month and be ready to really LISTEN to what they are encoutering in the marketplace. You will be amazed at how much YOU learn and how much your sales rep will appreciate the feeling of connectedness.
    John Paul Marosy, Senior Care Alternatives, Wellesley,MA