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
