Sales Process

 

A large private aged care organization engaged Results Care Group to improve the productivity of the Admission Coordinators who were always “busy”.

 

The Need

 

The organization required its Admission Coordinators to strengthen their sales approach by building stronger relationships with their lead referrers and gaining knowledge of their competitors’ local facilities. The issue was that the Admission Coordinators were too busy to undertake these activities.

Results Care Group assessed the situation by conducting a “where does my day go” survey and found that the activities being undertaken and admission process being followed by the Admission Coordinators varied by facility.

 

The Solution

 

Results Care Group collaboratively mapped and documented a standardised admission sales process for the Admission Coordinators to follow and re-developed standardised and aligned position descriptions for the whole sales team - the General Manager, Regional Sales Manager and Facility Admission Coordinator roles – to ensure the responsibilities and KPIs were aligned.

 

The Outcome

 

The Admission Coordinators had the capacity to undertake proactive programs such as lead referrer relationship management and local competitor knowledge which improved their sales performance.