Sales Management & Coaching Complete
Finally! An Educational Based Sales Training for the Home Health, Hospice and Home Care Leaders and Sales People that Gets Your Services Out Into the World, Gets Your Referrals and (Most Importantly) is FUN!
Cheryl Peltekis
Melanie Stover
How To Use This Program
Welcome Student!
Sales Management Week 1: Foundation (49:00)
Step 1: Part 1 Identify (31:49)
Step 1: Part 2 Pre-Qualifying Accounts (22:15)
Welcome to PlayMaker Health (now Marketscape CRM) (4:59)
How to Add Accounts in PlayMaker (Marketscape) (10:06)
How to Build your Calendar (5:04)
Best Practices for Building Your Calendar (9:30)
How to Document Calendar Results (9:41)
Adding Referrals into PlayMaker (Marketscape) (1:44)
Sales Management Week 2: Foundation (same as Week 1) (49:00)
HPSA: Intro to 5 Step Selling (1:28)
HPSA Step 1: Part 3 Qualifying Accounts (27:42)
Roleplay for Home Health and Hospice (7:53)
Roleplay for In Home Care (4:05)
Getting Past the Gatekeeper (8:33)
Sales Management Week 3: Differentiate (47:59)
HPSA Step 2: Differentiate (14:08)
PlayMaker (Marketscape) Moving to Mobile (15:49)
Week 4: A Deeper Insight (44:05)
HPSA Step 3: Win (What to do when you get a referral) (10:13)
Week 5: The Great Reveal (28:23)
Step 4: The Reveal Call/Visit (What to do when you DONT get a referral) (12:56)
Week 6: Strategic Design in Practice (44:14)
HPSA Step 5: Strategic Design (13:50)
Reviewing the 5 Steps Through Roleplay
Week 8: Take Action! (46:09)
Week 9: Quarterly Business Review (15:54)
Are you ready to visit the bonus section?