Sales and Marketing Planning and Training
for Home Health Care and Hospice

Refocusing Your Home Care Sales & Marketing Process

Stephen Tweed, CEO of Leading Home Care, wrote the book on home care marketing … literally.

Stephen wrote the opening Chapter, “Refocusing Your Strategic Marketing Plan” for the book, Get Ready, Get Set, GO GO GO! A Marketing Primer for Home Health Care Professionals in 1997.  Stephen and his son, Jason, co-authored the e-book, Strategic Marketing:  The Top Ten Techniques of Highly Effective Home Care Marketers.

Since that time, Stephen and his team at Leading Home Care have continued to refine the strategic marketing process for home health care and hospice companies. Here’s what a typical sales and marketing planning and training process might look like:

The Steps to the Home Health Care Sales Planning & Training Process

1. Assessment 

Telephone interviews with Director of Business Development and sales representatives
Review of Sales Success Insights assessments                                                 Review of 2008 and 2009 YTD sales results                                                 Interviews with selected agency leaders                                                

2. Planning                           

A one-day on-site sales & marketing strategy session
Define the agency’s “Unique Factor” and competitive advantage
Refine the “Marketing Message”
Review the company sales incentive program
Development a plan to communicate your uniqueness to key stakeholders  

3. Sales Training

An in-depth 12 hour sales training course using live instruction and internet based follow up sessions  

4. Sales Management Follow up

Quarterly conversations with your Sales Manager about results
Monitor monthly sales results                                                  

5. Resource Materials  

Home Health Care & Hospice Sales Manual
Sales & Marketing Assessment Tools
Building Relationships with Physicians CD set
Sales & Marketing Scorecard
Weekly Sales Tracking Tool                                                

Or, perhaps you are simply looking for some resource materials to increase your knowledge and skills in home health care sales and marketing.  Then you'll be interested in the following books, manuals, and sales tools: ·        

• The Top Ten Techniques of Highly Effective Home Care Marketers
• The Customer Service Companion
• Building Relationships with Physicians (Audio CD Set)

To learn more about all of the resources for home health care sales and marketing available form Leading Home Care, follow the links on this page.  Explore this web site.  If you have questions or need more information,  please call us toll free at 1-866-209-5101.