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Sales Team Skill Sets Development: “Happy Feet On The Street”

You would not believe how many sales folks I have hired in the early part of my career for hospice and home care positions that were BOOMS!!! I mean BIG BOOMS!! In 2001, for one hospice I was helping execute a growth strategy, we hired 4 sales people who within 4 months left the organization as they just weren’t a fit. But you learn from your mistakes and make adjustments. Lessons learned were past sales experiences and performance is key. Just because someone tells you they have tons of “relationships” in the community doesn’t mean they will be good sales people and drive business.

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Maximizing your Medical Director investment

Hiring the right Medical Director(s) is a Million Dollar decision. The right Medical Director can not only enhance your program’s quality and reputation, he/she can be a key pillar in your growth strategy. Besides the obvious ability to refer to the hospice, your Medical Director can provide key introductions in the medical community, help with referral conversion, lead your Physician Advisory Board meetings are a few examples.

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Creating a Culture of Growth

The first and most important pillar for growth is Creating a Culture of Growth. This is easier said than done and yet vital. To create this culture an organization must first understand the “Invisible Velvet Glove On The Spigot of Growth” phenomena! The “invisible” factors such as weekend admission “put” offs, after-hours “excuses,” and medical director “apathy,” are a few examples that prevent organizations from serving more patients and growing. These factors can sometimes be so soft and silent (the velvet glove) that most organizations don’t even know there growth spigot is being closed off. Does your organization have a velvet glove at work?

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Welcome to my New Adventure

I am so excited to start my journey into the world of blogging. My in depth experience in hospice, home care and hospitals provides me a wealth of knowledge, expert resources and problem solving ability. I look forward to sharing humorous stories, tragic experiences, and life changing events that I encountered along the way.

I hope you will join me in this journey to explore ways to grow your business and deliver extraordinary care. Your personal stories and insights will be valuable to all readers. If you have a topic you would like to discuss, please let me know. I welcome and encourage your comments and questions and look forward to hearing from you.