The Catalyst … accelerating business growth in healthcare

Quality vs Quantity

Posted by Jessica Hartman DeVore on Wed, Dec 07, 2011 @09:08 AM

There are a couple of axioms that are often used by sales managers. Sales is about quality not quantity. Sales is a numbers game. Which of these age old statements is true?

Of course, they are both true.
If you and I have roughly the same playing field, and roughly the same selling ability, and you put forth the effort to make 25% more sales calls then I do - you should outsell me by at least 25%.
Of course you have to have quality - that goes without saying in professional sales. If you don't have quality - get out of the business. But don't ever forget that quantity matters - and it does not take away from the professional quality that is needed.
If we are really honest with ourselves (and your manager is not listening) we know that many of the big sales we have achieved have been because we were in the right place at the right time. That is a result of hard work and effort. If you want to call it luck - go ahead. Create your own luck.
I laugh at sales people who get offended at discussions of quantity. How many customer calls do you make in a day (either in person or on the phone - or if you are really smart in managing your time - both)? You should always have a goal in this area.
And then. at some point it becomes simple math. If you average 5 calls per day - you average 25 per week. 100 in a month. 300 in a quarter. 1200 in a year.
Set your goal to average 1 more than that. 6 calls per day is 30 per week. 120 in a month. 360 per quarter. 1440 per year.
That is 240 more calls annually by doing one more call per day. That is like having 2 extra months of selling time by making one more call per day. How would you like to earn 2 extra months pay?
No matter what you do - even if it is not sales, set your goal to average one more than you do today. One more workout per week is 52 per year. Asking for one more refferal per week is doing it 52 times per year.

Always look to improve your quality. Work hard on your sales/product/clinical knowledge so you can make the most of each opportunity. But never forget that you can't win if you are not in the game or if you quit before the next guy does.
"Success is a peace of mind which is a direct result of self-satisfaction in knowing you made the effort to become the best of which you are capable." John Wooden.

Rob Bahna

Tags: selling, Schroeder, marketing, determination, hard work, business growth, Management, strategic thinking, business development


Posted by Stan Schroeder on Tue, Sep 20, 2011 @12:48 PM

We all know how important and valuable referrals are to our business, both short and long term. Several industries survive on referrals, and they almost always help separate average performers from those at the top of the list in selling success. They will help you get over that quota and earn more.

Like many aspects in selling, the length and depth of your relationships with your customers will likely have an impact on the number of referrals you are getting. If they trust you and believe in your credibility – the risk is minimized in their mind.
However, in today’s fast paced selling environment, the most successful sales people are the ones who are actively asking for referrals from as many of their customers as they can. We have all run into situations where we get contact information and give them a call and they say “We just went with a competitor. If only you would have called us last week.”
In further developing your own sense of urgency, you need to put asking for referrals on your TO ACCOMPLISH list as an activity that you routinely engage in with your customers. But you will find more success if you sell them on giving your referrals versus simply asking.
Answer the question for them of WHY should they give you a referral? Remind them of the positive results and experiences that they have had and get them emotionally involved. I believe people buy on emotion and justify it logically – which is why it is always critical to recreate a portion of that emotion before you ask for something.
Kathy, from our conversations it appears that you have been happy with the service that Resuscitation International has provided, and you have told me that our pricing has been very competitive. Is that a fair statement? Great - I am glad to hear that. Do you know of any other departments/services in your area that could benefit from our outstanding prices and service - I am sure they will thank you for it....
John, I am glad to hear about the great results you have seen from using the Weil Mini Chest Compressor. You mentioned that the ease of implementation, and consistently providing compressions at the adequate rate and depth, without interruption have resulted in some very positive outcomes. Do you have any colleagues at other departments in the area that you feel might benefit from this device to help them experience similar results in their communities?
Sandy, thank you for sharing your experience with the Weil Mini Chest Compressor and how it has helped you streamline your protocols and your training. Obviously, quality CPR sustained over time is a critical link in trying to save these patients, and I am glad you have found the MCC a valuable tool to help accomplish this. Can you think of any other departments or colleagues who you feel would benefit from this great new device?

You may never know exactly why they will give you a referral (maybe they are interviewing at that facility and they want to show how up to date they are on industry trends…). But you won’t get very many if you don’t sell them on it. We all know we should ask for referrals. Like everything in sales – it is not what YOU KNOW, it is WHAT YOU DO that matters.

Rob Bahna 
Vice President of Sales
Resuscitation International

Tags: Essential Healthcare Management, Schroeder, hard work, EHM, healthcare, medical devices, brand management, referrals, sales, business growth, strategic thinking, business development

The Gringo

Posted by Stan Schroeder on Wed, Aug 24, 2011 @02:41 PM

The definition of insanity is doing things the same way and expecting different results.
S.T.O.P. doing things the same way, and you will help your organization become more effective and profitable.

Let’s assume that the doping alligations against Lance Armstrong are not true. At least for today. Throughout one of the past races, a Columbian Tour de France rider on the Kelme - Costa Blanca Team, Santiago Botero, kept a diary for the newspaper. Each day the newspaper published his diary from the previous day. Here is one of his entries.

"There I am all alone with my bike. I know of only two riders ahead of me as I near the end of the second climb on what most riders consider the third worst mountain stage in the Tour. I say 'most riders' because I do not fear mountains. After all, our country is nothing but mountains. I train year-round in the mountains. I am the national champion from a country that is nothing but mountains. I trail only my teammate, Fernando Escartin, and a Swiss rider. Pantani, one of my rival climbers. The Gringo Armstrong is in the Peleton about five minutes behind me.

I am climbing on such a steep portion of the mountain that if I were to stop pedaling, I will fall backward. Even for a world class climber, this is a painful and slow process. I am in my upright position pedaling at a steady pace willing myself to finish this climb so I can conserve my energy for the final climb of the day. The Kelme team leader radios to me that the Gringo has left the Peleton by himself and that they can no longer see him.

I recall thinking 'the Gringo cannot catch me by himself'. A short while later, I hear the gears on another bicycle. Within seconds, the Gringo is next to me - riding in the seated position, smiling at me. He was only next to me for a few seconds and he said nothing - he only smiled and then proceeded up the mountain as if he were pedaling downhill. For the next several minutes, I could only think of one thing - his smile.

His smile told me everything. I kept thinking that surely he is in as much agony as me, perhaps he was standing and struggling up the mountain as I was
and he only sat down to pass me and discourage me. He has to be playing games with me.

Not possible. The truth is that his smile said everything that his lips did not. His smile said to me, 'I was training while you were sleeping, Santiago'. It also said, 'I won this tour four months ago, while you were deciding what bike frame to use in the Tour. I trained harder than you did, Santiago. I don't know if I am better than you, but I have outworked you and right now, you cannot do anything about it. Enjoy your ride, Santiago. See you in Paris.'

Obviously, the Gringo did not state any of this. But his smile did dispel a bad rumor among the riders on the tour. The rumor that surfaced as we began the Prologue several days ago told us that the Gringo had gotten soft. His wife had given birth to his first child and he had won the most difficult race in the world - He had no desire to race, to win. I imagine that his smile turned to laughter once he was far enough not to embarrass me.

The Gringo has class, but he heard the rumors - he probably laughed all the way to Paris. He is a great champion and I must train harder. I am not content to be a great climber, I want to be the best. I learned much from the Gringo in the mountains. I will never forget the helpless feeling I had yesterday. If I ever become an international champion, I will always remember the lesson the Gringo taught me”.

The choices you make are yours for life. And the choices you make – are your life.
Make them count. And don’t ever lose because someone outworked you.

Rob Bahna
Strategies To Optimize Profitability

Tags: determination, hard work, Quality, business growth, Management