Monday Marketing Must Do #59
No Travel - No Hotels - No Cancelled Flights
Great Homecare Specific Sales Training In YOUR Office For Your Entire Team!
January 23, 2019 - Home Care Marketing 10 Week Webinar Training Workshop
10 weeks of step by step guided sales training for your entire team in your office for one low price! REGISTER TODAY!
Home Care Complete Sales Workshop - Fort Lauderdale, FL February 27-28
Everyone Welcome! In conjunction with the Home Care Association of Florida
Monday 8am: Read this newsletter
Monday 8:15am: SPRINT!!!
Welcome to the first full week of 2019! I hope you all enjoyed your break over the holidays and have come back rested, relaxed, and ready to win this year.
As we often note at this time of year, what you do in January and February really sets the tone for the rest of the calendar year. Home care selling (and meeting your quota) is a lot like a basketball game. If you're down by 50 points in the 4th period, it's almost impossible to come back. There is no "50 point play" in basketball so if you fall way behind early, most likely the game is over. If you're down 100 admissions in November, it's not likely that Santa Claus is going to deliver a huge box of new admits, so again....your year is probably not going to end at or above goal.
Getting a fast start on the year is imperative for sales leaders. When you are at or ahead of your goal, you are free to be creative and consultative in the way you approach sales. You can always be looking ahead to develop new opportunities rather than going back again and again (and again) to existing ones and trying to wring one more referral out of them. A confident salesperson sells more than one lacking confidence....even if they have exactly the same amount of talent.
So, how do you develop that vitally important self confidence?
Succeed! Early...and often.
By now you should have your strategic plan in place for your key accounts. Get on it...right away. Don't ease into the year. Don't spend these early weeks doing anything other than selling. Reaching the end of January at or ahead of your goal is the #1 thing you can do to build self confidence. Then, repeat in February....and add to your confidence. You know that there are going to be times when a month or two falls short this year. The key is to be far enough ahead of your Year to Date goal that a slow month doesn't impact your overall annual performance.
Your goal at the end of Q1 is to be right at or even slightly ahead of your goal. While there are probably some predictably slower months in your calendar (perhaps you have a vacation, or times when staffing gets tight), your overall plan should be to run faster in the strong referral months so those slow months are a blip in the radar. Let's not get to October and need to throw up a Hail Mary in order to try to reach our goal for the year.
Also, do you have any kind of annual bonus in your compensation plan? I LOVE putting some annual bump into the comp plans I write for specifically this reason. Hey, a rep is going to miss their number once or twice a year. They are going to lose out on that commission and once they miss it, there's not going back. The annual bonus gives them a chance to earn that commission back (and potentially a lot more). So, if you're a rep who does NOT have any annual bonus component of your comp plan, why not talk to your manager about adding one? You don't earn anything from it until you hit ALL of your admit or census number totals for the year....so it's a win-win. If you are a manager who would like to learn more about how to incorporate some of these ideas into your compensation plan, we can help with that too.
Runners take you mark.....get set......GO!!!
Good Selling!
Michael Giudicissi
