| Using a CRM system you can view and protect all | | | | consequences of staff turnover. The password |
| of the up-to-date activities of all sales | | | | protection and data encryption ensures that a |
| representatives, gain insight into their standings | | | | home care agencies, intellectual property will be |
| with referral sources, track sales data, and | | | | safeguarded by putting these systems in place. |
| analyze territory progress. Proper information | | | | The agency is able to maintain account |
| management is critical to building relationships with | | | | relationships and get the new sales representative |
| customers, and relationship building is critical to | | | | on solid footing quickly. After all, a new |
| home care success. In the past it was hard for | | | | representative will immediately know all of the |
| home care agencies to keep track of up-to-date | | | | pertinent information related to the account, such |
| activities of their sales representatives, gain insight | | | | as what the A, B, and C accounts are, who |
| into their standing with referral sources, track | | | | makes the referrals, what discharge planner to |
| sales data, and analyze territory progress. | | | | deal with, referral sources, favorite foods, |
| Agency owners pay sales representatives to go | | | | favorite sports teams, special interests, office |
| into the community, nurture contacts, input data, | | | | hours, best time to call, if they were dissatisfied in |
| track information, and bring in referrals. This is | | | | the past and what made them dissatisfied, and |
| important for agencies because it allows them to | | | | whatever other information prior sales |
| get as many clients as possible with a minimal | | | | representatives have input into the account. All of |
| amount of resources. In most cases, when a | | | | which can be managed using a customer |
| sales professional leaves, they take all of that | | | | relationship management system. |
| valuable information with them at a significant | | | | With the growing sophistication yet easy-to-use |
| cost to the agency. Historically, it takes upwards | | | | functionality of customer relationship management |
| of a year for an agency to effectively manage | | | | tools, home care executives are realizing |
| the territory again, not to mention lost revenue | | | | increased efficiencies, better time management, |
| and the investment of filling the spot of the sales | | | | improved customer service to referral sources |
| representative and effectively training them. | | | | and an easy method of maintaining client |
| Having the right CRM in place mitigates most of | | | | information after a sales representative leaves |
| those losses, enabling the agency to pick up | | | | another can pick up right where they left off, |
| where the sales representative left off, allow for | | | | ultimately leading to stronger and lasting account |
| an easy transition, and offset some of the | | | | relationships and more referrals. |