Case Study 1
Sales Management / Leadership

Home Care Company Overview
Full line of Home Care services, HH, HME, Infusion, Private Duty, and Hospice
$47 million annual Revenue

Situation

• Fragmented sales process
• Management overburdened

Issues

• Inefficient Territory Management = Poor Productivity
• No formal training program = New hires lacked product knowledge in the field
• Lack of sales reporting = Sales representatives were not held accountable for sales activities
• Commission plan not aligned with corporate goals = Decreased morale and de-coupling of Rep focus

Solution

• Sales coaching and field training program implemented
• Customer Database deployed through web based technology to coordinate communication and reporting between corporate to rep and rep to rep
• Realign commission plan with corporate goals

Result

• Knowledgeable reps, increased morale, improved communications and reporting
• Management focus on strategic leadership
• Increase in admissions up to 30% across service lines
• Achieved 105% of profitability goal

Case Study - 2
Sales Training – On Demand Services

Home Care Company Overview

Home Care Company in IL

Situation

• Successful HME representative hired to “sell” Home Health
• Unfamiliar with the intricacies of the Home Health Industry

Issues

• No sales leadership = lack of real world tactics to make an immediate impact on referrals
• Desire to demonstrate initiative and leadership in the sales role but did not have the experience

Solution

• Weekly teleconferences to address
• Predefined topics, time management, calling on Drs, etc.
• Account challenges
• Leadership techniques

Result

• Increased admissions by 15 / month by the second month of interaction
• Demonstrated leadership in the organization and is now the “go to rep” to solve concerns when the rest of the sales team needs mentoring