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Strategic Sales Plan Guide and Formulas

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

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