Strategic Sales Plan Guide and Formulas

A detailed strategic sales plan provides both the analysis and implementation steps required for sales staff to drive sales effort. This is a comprehensive internal document to be used as a guide for your home care agency’s ongoing business development.

The plan includes tools and formulas to help your agency track:

• Inquiry to sales conversions
• Referral sources
• Caregiver staff turnover and utilization rates
• Employee referral sources
• Client lengths of stay
• Business mix by type of care and payor source
• Client and staff satisfaction
• Workers’ comp claims
• Marketing channel return on investment
• Sales return on investment
• SWOT analysis
• SMART growth goals
• Marketing costs
• Sales staff activity metrics
• Sales staff targets
• Quarterly agency results