Increase Referrals by Using Contact Management Home Care CRM

Using a CRM system you can view and protect all of the up-to-date activities of all sales representatives, gain insight into their standings with referral sources, track sales data, and analyze territory progress. Proper information management is critical to building relationships with customers, and relationship building is critical to home care success. In the past it was hard for home care agencies to keep track of up-to-date activities of their sales representatives, gain insight into their standing with referral sources, track sales data, and analyze territory progress.

Agency owners pay sales representatives to go into the community, nurture contacts, input data, track information, and bring in referrals. This is important for agencies because it allows them to get as many clients as possible with a minimal amount of resources. In most cases, when a sales professional leaves, they take all of that valuable information with them at a significant cost to the agency. Historically, it takes upwards of a year for an agency to effectively manage the territory again, not to mention lost revenue and the investment of filling the spot of the sales representative and effectively training them.

Having the right CRM in place mitigates most of those losses, enabling the agency to pick up where the sales representative left off, allow for an easy transition, and offset some of the consequences of staff turnover. The password protection and data encryption ensures that a home care agencies, intellectual property will be safeguarded by putting these systems in place.

The agency is able to maintain account relationships and get the new sales representative on solid footing quickly. After all, a new representative will immediately know all of the pertinent information related to the account, such as what the A, B, and C accounts are, who makes the referrals, what discharge planner to deal with, referral sources, favorite foods, favorite sports teams, special interests, office hours, best time to call, if they were dissatisfied in the past and what made them dissatisfied, and whatever other information prior sales representatives have input into the account. All of which can be managed using a customer relationship management system.

With the growing sophistication yet easy-to-use functionality of customer relationship management tools, home care executives are realizing increased efficiencies, better time management, improved customer service to referral sources and an easy method of maintaining client information after a sales representative leaves another can pick up right where they left off, ultimately leading to stronger and lasting account relationships and more referrals.

Adam Bishop, Founder of PlayMaker CRM. At Last! A customer relationship management (CRM) tool that is specific to home care. playmakercrm.com/free-trial playmakercrm.com/free-trial