{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Home Care Strategy Lab","title":"Why Response Time is Your Most Important Sales Metric (Brad Gilmore)","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/9b4e61e0\"></iframe>","width":"100%","height":180,"duration":1903,"description":"Bonus episode recorded live @ Home Care Innovation Forum in Palm Springs, CA\nKey topics include:\nWhy weekly new revenue is the most important sales measurement and how it provides a real-time view of where new business is coming from.\nEnsuring sales activity stays aligned with referral accounts that are actively generating new business.\nWhat success looks like for new sales reps, including tracking the number of new referral accounts established.\nBrad's \"controlled shotgun\" approach to account management:Tier A: 10 key accounts \nTier B: 10–15 growth accounts \nTier C: 15–20 contingency or \"just in case\" accounts\nThe role of sales, operations, and branch leadership in building referral partner relationships and ensuring smooth transitions to start of care.\nWhy great sales professionals focus on being present, not just visible, when engaging referral partners.\nHow leaders can better equip sales teams with meaningful data that supports conversations and decision-making.\nThe growing complexity of patient care and why sales professionals need a stronger understanding of clinical and complex-care scenarios.\nPositioning home care organizations as outcome-driven partners who help referral sources solve patient care challenges.\nWhy organizations with service models that solve the widest range of problems are positioned to win.\nWhat to stop and start measuring:Stop: Overloading sales teams with insignificant data. \nStart: Viewing revenue as a measurement of performance rather than the sole metric of success.\nHow experienced reps focus on long-term referral source retention and relationship management.\nWhy response time may be the most important quality assurance metric in home care sales—and why speed matters.\n\nExtras:\nConnect with Brad Gilmore on LinkedIn or via email: brad.gilmore@familytreecares.com \nLearn more about Family Tree Private Care\nSee how Phoebe AI can double your scheduling output\nHome Care Innovation Forum 2027 / Pasadena, CA on May 16-18 for Orgs $30M+","thumbnail_url":"https://img.transistorcdn.com/BziwCeOuZPn8ZIDSnaJhX58A32gVxQYfc1p3pxOzC3M/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9kZWNm/ZmIxODk1YjI0Mjhk/OWE3NDJmN2I5M2Mz/YTRmNy5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}