Pandemic-Proof Strategy and Forecasting

Ty Bello | Team@Work Pandemic Pivot and Course Correct Learning Objectives

Quick Review of 2020 Enable and Empower Smart Sales Plan Prospecting

Predictive Analysis Business Building Sales Urgency Intelligence. Differentiate and Drive Results ? Polling Question

Have you reviewed your Sales Revenue and Referral Trend by Product or Service, broken down by Sales Professional for 2020?

a. YES b. NO c. In Process Quick Review of 2020 Sales Plan Sales Plan Guidelines (Quantitative Sales Forecasting) • Empirical (2018, 2019) • By Product offering • Follows Monthly Trends • Percent Growth Factor Growth Factor Guidelines • Review Referral Source Numbers • Assign Referral Growth by Account • Add in New Accounts (Prospects) • Consider NEW Product Lines and or Services

Broken Down by Sales Professional Order Tracking

Orders by Top 10 Order Classifications- 90 days

VITAMIN

TPN

OTHER

IVIG

INFUS

FLUSH

DILUENT

COAG

ANTIHIST

ABX

0 100 200 300 400 500 Order By Date, Branch, Product Code “Without a Sense of Urgency, desire loses it’s Value”

- Jim Rohn ? Polling Question

In your opinion, does your sales team have a sense of Sales Urgency?

a. YES b. NO Building a Sense of Urgency How to Build Sales Professional KPI’s • Revenue by Sales Professional (Monthly) • Prospecting Time and Wins • # of NEW Prospects Conversion Rate • Daily, Weekly, Sales Call Numbers • Referral Source Churn / Lost Accounts • Base Account Growth • Number of Referral • Sales Dollars Activity Tracking Activity Tracking

Existing New Increase Referral Products Existing Prospecting Base and or Services or Accounts Services Offering Tracking Sales Professional How to Design a Scalable Sales Coaching Structure that works

Coaching Meeting Schedule Purpose

Huddles – Team Weekly – Monday Motivation and Clarity

One on One Monthly Growth and Review Half Time – Extended Monthly Measure Goals, Guidance Huddle Team As Often as Possible Ride-a-longs Observation, Coaching (min monthly) Education, Motivation, Review Team Meeting – Group Monthly Previous Months #’s One on One Time Combine Quarterly Trade, Draft, Grow Smart Prospecting Enable and Empower The Sales Team • Trending with Data • Creating a Targeted Approach • Convert Right Referrals ? Polling Question

Currently we have a Prospecting Strategy for our sales team and it is being executed.

a. Every Month b. Occasionally, Hit or Miss c. We do do not have a Prospecting Strategy ROI

5060%-70% 55--20%10% 41%

The probability of The probability of selling Research has shown that selling to an existing to a new prospect is as a CRM can increase customer is 60-70% little as 5-20% sales by 41% Trending with Market Data Better Together: CRM + Data

+ Creating a Targeted Approach Market Visibility

Use Market Data to focus on top referral sources with the most business to refer Convert Right Referrals- By % Technology ROI • Optimize Growth: Identify strategic • Real-time Visibility: Attain real-time growth opportunities visibility into productivity and ROI • Referral Sources: Optimize high • Pipeline Growth: Improve referral value referral sources source pipeline

Growth of Prospect Avg. Admissions Received Number of Admits Referral Base Accounts / Physicians 1,000 82% 5% 38% Increase Growth Additional physicians Increase Referral Referring Physician Monthly “starts of care” Sales Performance Partnerships 37% 25% 50% Increase in first two 31% Increase Increase years(1) Increase Work Smarter, Not Harder Proactive Analysis and ? Polling Question

Regarding a Strategic Sales Plan for 2021

a. We have not started our 2021 Plan b. We are in the process of completing our Plan c. We have a Plan in place for 2021 & Business Intelligence

Accurately track customer acquisition (predict)

Mapping and targeting the highest value referrals (grow)

Accessing the status of existing customers (retain) Create a Sales Forecast Process that will Drive Sales • The Plan is the PLAN • Yearly Plan • Based on Empirical Data from Previous Year • By Product or Therapy Category • Add in Incremental Growth • Forecast • Follows the Plan • Adjusts when Plan is not Met in a Given Month “Success is nothing more than a few simple disciplines practiced everyday”

- Jim Rohn Thank you! Ty Bello, RCC Ty Bello Monday Morning PEP TALKS @TAWCoaching Team@Work Sales BOOTCAMP Transforming Leadership CoachShop® @TAWCoaching www.Teamatworkcoaching.com [email protected] Team at Work Coaching