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Why Response Time is Your Most Important Sales Metric (Brad Gilmore)
Published 1 month, 4 weeks ago
Description
Bonus episode recorded live @ Home Care Innovation Forum in Palm Springs, CA
Key topics include:
- Why weekly new revenue is the most important sales measurement and how it provides a real-time view of where new business is coming from.
- Ensuring sales activity stays aligned with referral accounts that are actively generating new business.
- What success looks like for new sales reps, including tracking the number of new referral accounts established.
- Brad's "controlled shotgun" approach to account management:
- Tier A: 10 key accounts
- Tier B: 10–15 growth accounts
- Tier C: 15–20 contingency or "just in case" accounts
- The role of sales, operations, and branch leadership in building referral partner relationships and ensuring smooth transitions to start of care.
- Why great sales professionals focus on being present, not just visible, when engaging referral partners.
- How leaders can better equip sales teams with meaningful data that supports conversations and decision-making.
- The growing complexity of patient care and why sales professionals need a stronger understanding of clinical and complex-care scenarios.
- Positioning home care organizations as outcome-driven partners who help referral sources solve patient care challenges.
- Why organizations with service models that solve the widest range of problems are positioned to win.
- What to stop and start measuring:
- Stop: Overloading sales teams with insignificant data.
- Start: Viewing revenue as a measurement of performance rather than the sole metric of success.
- How experienced reps focus on long-term referral source retention and relationship management.
- Why response time may be the most important quality assurance metric in home care sales—and why speed matters.
Extras:
- Connect with Brad Gilmore on LinkedIn or via email: brad.gilmore@familytreecares.com
- Learn more about Family Tree Private Care
- See how Phoebe AI can double your scheduling output
- Home Care Innovation Forum 2027 / Pasadena, CA on May 16-18 for Orgs $30M+