I have a client that I've been working with for the past 3 months. While doing my initial training this client expressed that they had a very specific census growth number in mind. When I looked at all of the available data it was clear to me that their number should be very achievable. Not easy, but achievable.
We just finished our 3rd month together (October) and I'm happy to report that referrals and admissions have more than doubled in the first 90 days!
Now, before you think this article is just some victory lap, I want to share the key takeaways from such impressive growth.
Targeting of specific referral sources was off but we've corrected that. In the world of COVID you have less access to certain types of facilities. This client made the conscious choice to refocus on the accounts where they had good access and their admit numbers increased quickly.
Hire the right person when you find them. While many agencies have laid off sales staff or cut people back to part time during COVID, my client forged ahead and brought on 2 new salespeople. Why? Because they were the right person in the right location for the job. It's been said "you hire your next great sales rep when you find them. Don't worry about if you need them....you do."
They created a positive, competitive environment. We hand out too many participation trophies in sales. I worked with my client to understand exactly how many admits they needed from each position each month to justify the cost of that person. Armed with that knowledge we were able to set sales goals that helped my client flourish, and to help the sales team succeed and benefit from it. Reps are given specific concrete goals and managed to those goals. The numbers are updated regularly during the week so everyone knows where they (and their teammates) stand.
Has my client reached their long term goal that they hired me to help them achieve? No, not even close. They have BIG plans, which is exciting to me. Have they overachieved their short term goals? Yes, by a large margin. The set out the targets and then blew them away.
You can too. Take a look at those 3 key points and ask yourself "Is my agency doing these?" If not, now you know where to start.
If you'd like the same intensive consulting and census development from Power Shot Training email me personally and I'll get you a quote on what it will take to make it happen.
Have a great week....and Good Selling!