I do a lot of interviewing of sales candidates for my clients.....in an effort to help them make better hires, and to better understand how to propel the candidates they do hire to success more quickly. Recently I interviewed a candidate that presented well, had a solid behavioral assessment that pointed toward the ability to succeed in the sales role they were being interviewed for, and was experienced in the role. There were some challenges in the interview, but nothing tha

What's your mode? That is, what mode is your company in? In this rapidly changing healthcare landscape you should be considering one of 3 options.... 1. Buy 2. Sell 3. Grow And that's about it. Why? With reimbursement shrinking for Medicare providers, hospice providers getting squeezed by large national competitors, and the explosion of competition in the private duty world....standing pat means you are contracting. Many of my clients have seen this over the past 3 years.....

I've been wanting to do this for awhile, and finally got around to offering it to you. Visit the Sales Hiring Page and download the FREE Sales Behavior Evaluation Tool. This tool will help you understand the key behavioral drivers needed for a salesperson to succeed in your organization. Once you have completed the form, email it to michael@powershottraining.com and I will send you a customized report of your ideal sales behavior at no cost! The first step to hiring truly eff

How was your agency's Summer? Slow? If so, not to worry...because school is starting all over the country and the busy Fall selling season is about to begin. I've said it before...if you're not busy in the Fall, you're not trying...... So, what should you be doing right now to prepare? Here's your checklist and Fall selling survival guide... 1. Renew and refresh your contacts. While not many people change jobs during the Summer....with all of the vacations, conferences, and g

The results from our 10 week LIVE guided sales training webinar series were so impressive, we're doing it again! This time, we're opening the class up to home health, private duty, DME, and hospice companies. If your sales team needs focus, strategy and results....we've got them! No airfare, no hotels, no lousy airport food. Michael G brings the training every week for 10 weeks LIVE right to your office computer via our webinar platform. Ask questions, share successes, get th

Here is a recent testimonial from one of the attendees of our Private Duty ZEE Franchise Sales Training Program. This was a 10 week live guided sales training program exclusively for franchise offices. The program is now available OnDemand for anyone to purchase and use. "Hey Michael: Hope you are doing well. As we started to implement some of your tools and processes, we began to see a semi explosion of referrals and admissions!! And what is significant is that we have had

Twice this week while interviewing potential sales candidates I was asked, "Michael, what do you think the future of home healthcare will look like?". What I explained to them is that the entire industry is consolidating. CMS has openly said they feel there is a surplus of providers and the continued reimbursement cutbacks and recently proposed changes to PPS methodology are going to further, and accelerate that trend. I went on to explain that the agencies that will thrive a