| In the healthcare industry I repeatedly witness | | | | your employee is facing in the market place. You |
| leaders who are responsible for managing | | | | can't manage unless you understand first hand |
| marketing personnel, and are challenged with | | | | what is happening in the environment. Keep your |
| achieving census goals. The tendency is to use | | | | own skills sharp so you can be more influential in |
| the same management techniques that we apply | | | | coaching your team. Be sure you are either |
| to our other employees; however, motivating | | | | making some sales calls yourself, or do a ride |
| marketing team members requires more than | | | | along sales call with your employee.o Have Some |
| just encouraging them to increase the census. | | | | Fun. Census or billable hours can be an ever |
| Try applying these proven coaching techniques to | | | | present "gloomy" discussion, so make an effort to |
| motivate your team members to new | | | | lighten the solemnity when meeting or talking with |
| performance levels:o Establish Clear Goals. Provide | | | | your marketing/sales personnel with something |
| your employee with clear, concrete, quantifiable | | | | inspirational or funny. Start meetings with some |
| objectives so they know exactly what you | | | | positive news, or educational tips to enhance their |
| expect from them. For example, specifically | | | | skills. Never underestimate the power of fun, and |
| identify the number of sales calls it will take to | | | | the stress and tension it can relieve. |
| achieve one sale, and make that a goal.o | | | | Coaching your marketing and sales |
| Personalize Rewards. Personally get to know your | | | | representatives for outstanding performance |
| employee so you can select a reward that will | | | | doesn't have to cost you a dime. It just takes |
| appeal to their individual needs and interests. Don't | | | | your desire as a manger to lead through influence |
| assume everyone likes public recognition-they | | | | and support, instead of the carrot and stick |
| don't. Some like hand written notes sent to their | | | | approach to just getting it done! You will find |
| home, others live a verbal one-to-one praise. Also, | | | | coaching to be not only more motivating to your |
| don't wait until they have reached the goal, praise | | | | team, but also you will enjoy your role a great |
| them along the way.o Get Out of Your Office. | | | | deal more at the end of the day. |
| You personally want to stay in touch with what | | | | |