The Case for Investing in Industry Specific Sales Training
Every year we must produce more admissions, with less sales and marketing cost per admission. The best way to drive down the cost is by having each of your sales professionals be more effective and generate more admissions month over month and year over year.
The importance of incremental growth is paramount in this process. If you can keep your sales team focused on generating at least one new admission more than the prior month, each and every month in each territory, you will drive significant growth. It’s sustainable and, to the degree possible in our industry, predictable. Over the course of 12 months, the increase of one admission over prior month generates 78 additional, incremental admissions. (The magic of compound interest.) There is not a sales leader in the industry that wouldn’t look like an absolute superstar with that kind of growth across all their sales team!
Who should you train?
Many times, you are focused on training new sales professionals, struggling sales team members, but neglect team members that are performing at expectation and or exceeding their goals.
Your greatest return on investment is training your great performers! At every one of our many sales training events, over the last 15+ years, high performing sales professionals have always said how great it was to get a refresher, get back to the things they used to do and that they learned something new that would help their business.
Sales is a process
Successful sales organizations have a well-defined sales process. This course provides that for you and your team.
Consistent effective approach and messaging
Your entire sales team needs to speak the same language. They should know the value propositions by referral partner type and have the same approach. The team will work better together, your job coaching is easier, and results will really take-off.
We will teach your team consistent and effective messaging and approach.
The key to successful territory building and maximum success for all sales team members lies in targeting the right accounts. It takes about the same amount of time and effort to open a new account that will send one or two referrals a year as it does to develop a new account that will send two to three admissions per month.
This is the key to empowering each member of the team to be a Superstar!
Your return on investment (ROI) from this training course will be between 5:1 and 25:1 from each member of your team registered generating one admission you would not have gotten without the training. So all you need to make this very successful is one incremental admission.
Think of your actual ROI over the years after the training!
Metric to measure success
The measurement to determine the success of your sales program is sales and marketing cost per admission. Take your total budget for sales and marketing including salaries, bonuses and hard costs and divide by the number of admissions generated.
By focusing on constantly reducing that metric, you will be able to demonstrate your ultimate success.
The best way to drive that cost down is to increase the number of admissions generated by the sale sales team size.
Purchase the 8-week Sales Training Course for each of your current sales professionals. Enroll them in the live series starting May 5th (hospice) or May 7th (home health).
Purchase either the “Definitive Guide to Hospice Sales: Achieve Superstar Success” or “Definitive Guide to Home Health Sales: Achieve Superstar Success” for each member of your sales team. During registration for the 8-week Sales Training Webinar Course you will receive a special offer to purchase them at a substantial savings.
Consider buying extra registrations to lower your cost per registration (see volume pricing discounts below) and have them ready to use with new hires. (they can access anytime using the recorded lessons)