Return to flip book view
"Strive not to be asuccess, but rather tobe of value" — Albert Einstein
2023 was a year of growth for the VSM support team lead by Todd Lenhart, Division Director of SalesStrategy and Integration. This team supports the home health, hospice and senior living practices in allaspects of training, coaching, marketing and data analytics. In August, we expanded our influence intothe Assistive Care Practice, conducting a sales boot camp for a group of Directors and Division Directors.We had three promotions within the support team in 2023:John Jackson was promoted from Associate Director to Director of Sales Training in April. His influence inleading sales training creation and execution was expanded even more this year with the introduction ofSalesBites, new hospice training curriculum for the Senior Living Team, and more including individualcoaching in the field.Julie Brioche was promoted from serving for several years as the Hospice Regional Sales Trainer to theArea Sales Director for the Hibiscus Division in November. Also, in December Katrina Martinelli was promoted from Senior Associate to VSM Business Analyst aftersupporting the team in many various ways over the past six years. 2023 also developed some new traditions for reward and recognition within the sales teams. MarketingManager of the Year awards were expanded to three separate awards based on territory volume size. The newly created, highly prestigious Gale Paulsen Award, given to the individual that Inspires Others,Advances Growth, and Empowers Leaders was awarded to a long serving member of our sales supportteam, Lea Rhodes. Striving daily to continuously improve our work through evaluation, education, and training to support the growth of BAYADA, our sales support team made significant impacts throughout 2023: It was our pleasure to support the on-boarding of over 45 new sales team members and to equip and empower 93 sales boot camp participants. Our collaboration with the marketing and creative team, developed and edited over 300 pieces of new collaterals or campaigns.Please read on to discover more about the milestones and projects our team accomplished throughout 2023.Onward and Upward, Todd LenhartDivision Director of Sales Strategy and Integration2023 Sales Boot Camp Attendance by Role171515955514 8
Meet our dedicated team of professionals whohave contributed their expertise, passion, andcollaboration to drive our success.Continuously improve our work through evaluation, education, and training.The BAYADA WayJulie BriocheJohn JacksonTodd LenhartLea RhodesErin TimsonKatrina Martinelli
Sales Support Team Milestones-2023The BAYADA Regional Sales Trainers serve an important role in both onboarding new hires as wellas leveling up sales performance, training the sales team at large, both in the field and in the SalesBoot Camp classroom.Our BAYADA Regional Sales Trainers for the home health practice, Erin Timson and Lea Rhodes,and Julie Brioche for the BAYADA Hospice certainly hit the ground running at the outset of Q1,2023.One of our team’s milestones celebrated toward the end of 2023 was the promotion of Julie Briocheto a Hospice Area Sales Director. Congratulations Julie! We look forward to your continued success.New Hires Off on the Right FootWith more than 45 newly hired Marketing Managers and TransitionalCare Managers for home health and hospice, the regional trainingteam successfully engaged each new hire by preparing them forsuccess.Our Regional Sales Trainers also provided customized one-on-one trainingexperiences for each of the new hires. When an Area Sales Directorrequested support with upgrading a seller’s skill or strategy, our teamscheduled ride-alongs offering inspiration and one-on-one support to help sellers succeed.Sales Onboarding InnovationOur Commitment to ExcellenceErin, Lea, and Julie launched a project to upgrade our onboardinglibrary by producing short videocasts featuring how-to’s and bestpractices. They are committed to continue the process throughout2024 as we begin to level-up the Sales Support Training resources.
In September 2022, a dear friend and pioneer of the VSM practice,Gale Paulsen, passed away. Gale was one of the original MarketingManagers at BAYADA and was a Regional Sales Trainer for manyyears before her retirement in 2020. Over her 18 years ofleadership by example, Gale touched so many lives in ourorganization with her positivity, kindness, and leadership byexample.In Gale’s honor, VSM leadership was proud to announce a newaward for those working within the sales team in the home healthand hospice practices. The criteria for the award embody Gale’sspirit and contribution to our clients, our team, and our lives.The Gale Paulsen Spirit AwardCongratulations Lea RhodesThree words that best describe Lea Rhodes are Compassion, Excellence, and Reliability.There is not a single person on the operations and business development teams that shesupports that does not view Lea in this light. She is always willing to assist to meet theneeds of the team and does so with an energy that motivates her coworkers. She leads byexample because she leads from her heart.– Chris Runyon, Area Director –One of Lea’s Many Testimonials
Expanded Sales Boot Camp Training The Assistive Care Sales Boot Camp hosted a group of fifteen Directors and DivisionalDirectors for a two day introduction and application to the BAYADA Six Step Sales Processwithin the Assistive Care landscape.The Senior Living Hospice Boot Camp hosted a group of 15 Senior Living DSLs, and PMs for atwo day intensive learning experience. Along with increasing the level of the participantsknowledge and confidence with promoting hospice within their communities, theparticipants were also involved in group learning activities and role playing.In addition to the regularly scheduled Spring and Fall Sales BootCamps, there were two additional Sales Boot Camps specificallydesigned for the needs of the teams who had requested them:The SalesBITES Videocast Launched For the adult learner, short bite-sized fact filled videosdesigned specifically to communicate high valueeducational nuggets have proven effective and can beeven more effective than traditionally relayed videolearning in certain circumstances. For this reason, theBAYADA SalesBITES Videocast was born. The “BITES” inthe name stands for Brief Informative Training Especiallyfor Salespeople. The plan for 2024 is to produce at leastone per month on relevant topics. A plan is also in place to begin upgrading the highestvalue nuggets from some of the older sales trainings intothis new format. Stay tuned for updates.
Senior Living Hospice TrainingAs BAYADA Hospice became a more widely utilized servicewithin the Senior Living Care Continuum, the salesleadership of both hospice and Senior Living requested oursupport and collaboration in the development of a specificlearning plan. The following hospice educational resources and toolswere designed and delivered during the second quarter:ResourcesThe SRL PM Learning Plan A Guide to Hospice- A 58 page Resource Guide ofessential knowledge and sales tipsTrainingsThe Collaborative Conversation-Selling Hospice inSRL CommunitiesAnna’s Journey-A hospice story (Self Study)Hospice 101 for Senior Living (Self Study)Learning ExperiencesThe SRL Hospice Boot Camp-A two-day learningexperienceAnna’s Journey and the SRL 101 Webinars werealso provided
Hospice Tools, Education and Sales CampaignThroughout Q1 and early Q2 0f 2023, the sales education team provided support to the hospice team with the creation of several collateral pieces:ResourcesHow Hospice Helps Sooner is BetterMeet Mr. Cunningham Case StudyHospice SalesBITESThe Hospice SalesBITES Playbook Page was posted in June with thefollowing videocasts: Best Practice for using the Hospice Eligibility Flip BookStorySelling (Along with companion resources)Launching Digital Sales Strategies was the third SalesBites episode. This edition was a new SalesBITES approach which offers the trainingas a four BITE Series featuring SR. MM Danielle McAleer and hersuccessful hybrid approach to physician selling. Earlier is Better Sales CampaignThe development and design of the Earlier is Better Hospice SalesCampaign began in Q2 as the newly created resources underscored thenecessity of messaging our accounts about the value of referring earlier. The Following resources were designed and delivered throughout Q2 & Q3in preparation for a Q4 launch:The EIB Sales Resource GuideMotivational VideosThemed PPT Presentation TemplatesCollaboration with Monthly Social Media and Email Marketing assets
Upgrading Educational Tools & ProcessesIn May, The BAYADA Sales and Marketing Legal MarketingWebinar was offered live and posted on the Playbook. A renewed commitment was made to hold the sales teamaccountable to 100% compliance for all mandatory trainingand attestations. A process was implemented and the teamfinished 2023 with 100% compliance.The outcome of the commitment to revising outdatededucational material resulted in the upgrade of two existing CoreSales Trainings:Selling to the HCPBAYADA Sales EssentialsPart 1: The Role of the HCP in Home Health andHospicePart 2: The Total Office CallUpgrading Educational OfferingsResources for quarterly sales meetings will be a primary development target for 2024 afterthe success of a pilot training delivered in Q4 at an off-site Quarterly Sales Meeting. Going forward, this training, as well as others that are in cue for development, will beavailable to our Area Sales Directors for their quarterly sales meetings.Bird Talk-Using DISC to Manage Conflict-Piloted Q4 2023In an effort to develop the emerging leaders within the salesteam, our support team developed and delivered a trainingresource for newly promoted Senior Marketing Managers. Plansare in the works to adapt this training into a SalesBITES Series forfuture reference and education.The BAYADA Sales Team Field Coaching 101
From the Assistive Care Boot CampLearning about Home Health was helping for my perspective to see a "day in thelife" in their world. The instructors were easy to follow and talk to, which madefor an engaging environment. I was excited to hear that Assistive Care will now bediscussed more in HH onboarding and training moving forward (ONE BAYADA!) Ibenefited from the real-life examples and experiences the instructors provided.From the Sales Boot CampThe training was not the typical lecture-power point style, it was interactive andengaging all three days. There was no opportunity to lose interest or get boredbecause you were always participating in a task or conversation.Excellent content and discussions. Covered a great range of topics and contentthat I didn't even know I needed! Everyone was very engaged and participatorywhich really helped.From the SRL Hospice Boot CampReal world content. Tactics that we can take away immediately. The facilitatorswere fantastic and brought a wealth of information and knowledge.Not coming from a Sales or Hospice background, I didn't know what to expect-I wasvery happily surprised. With a PT background, it was very similar to what I hadlearned for "interviewing" and asking a lot of open ended questions.It was very interactive. The role playing helped me to see how to interact withpotential referral sources.
bayada.com2024 BAYADA Home Health Care