There always seems to be a negative stigma associated with sales. It’s sometimes the case that people don’t want to admit that’s what they’re employed to do. I don’t know why that’s the case and definitely can’t put my finger on why sales roles are either loved or avoided by individuals, but chances are, we actually all play a part in our company’s sales process, even if we don’t realise it.
Chances are every employee within your practice will play a part in the sales process, whether that’s the majority of their role or just a minor part. Therefore, it is important that all employees within an organisation understand the ‘how, what and why’ of the practice’s sales and marketing activities and objectives and what you are trying to achieve.
UNDERSTANDING THE WHY?
Does every team member understand why you’re trying to grow? Explaining how this will positively impact them will give them more motivation to achieve the objectives you set. It’s not just about your Treatment Coordinator (TCO) understanding why, all of your reception team and clinical team need to understand what the businesses growth means to them. Understanding the team and what incentivises them is the first step, then an appropriate motivation tool can be put in place to start to reach those practice goals.
UNDERSTANDING THE WHAT?
Explain what it is you’re going to be doing to help grow and increase sales. This avoids receptionists turning away people for a free consultation because they didn’t know it was being offered. It also means your clinical team can talk to patients about the latest promotions or focus.
UNDERSTANDING THE HOW?
You need to make sure that everyone involved knows how they are going to contribute. How do the reception staff book people in for an open day? How does your TCO ensure the marketing channels are focused? If everyone knows exactly how they will contribute to grow the practice it makes it much easier to hold people accountable.
We can help you to understand your business goals and objectives, how best to reach them and how to get everyone in the business involved. Get in touch for a practice appraisal.
