The New Normal for HME Sales

The New Normal for HME SalesProviders 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?

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