The New Normal for HME Sales
Providers have been working steadily to adopt a
more targeted and strategic sales process, but
they've been missing out on some key
components: market data and customer
relationship (CRM) tools.
However, that's changed thanks to companies like
PlayMaker Health, which are helping providers
implement a more robust and professionally aggressive
selling process.
Ty Bello, CEO of HME sales coaching and consulting
firm Team@Work, explains why the new normal for HME
sales will be grounded in technology tools. He discusses
how HME market data has grown will help HME sales
teams grow existing referral sources and gain market
share, as well as how they can leverage CRM for success.
This Viewpoint will provide the answers to:
- Why is now the time for HME
providers and CRT businesses to look at data-driven sales and make market data a part of their sales?
- How can providers use data on a daily basis and will they see tangible results?
- How does CRM fit into the HME sales environment?
- What are the key elements of a CRM that are indispensable when it comes to selling in today's post-acute environment?