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Increase Enrollment
Increase Enrollment
Increase Enrollment
- Enhance the quality of conversations with seniors
- Scripts for qualifying PACE eligible prospects
- Improve prospect interviews using rapport building
- Increase productivity with daily routines
- Build and utilize a lead funnel
- Design unique programs to support enrollment efforts with partners
- Position your PACE as the market leader in senior care
Sales Leadership
Increase Enrollment
Increase Enrollment
- Onboard, train, and mentor new team members
- Promote a high-performance team culture with virtually no turnover
- Leverage CRM systems to increase productivity
- Use technology to improve efficiency
- Host team and individual meetings to support reps and promote accountability
Team Structure
Increase Enrollment
Team Structure
- Review and implement clear roles and responsibilities
- Improve onboarding program to increase new rep engagement
- Develop and continually improve standard operating procedures / playbook
- Analyze comp and performance plans
MHT Results with PACE
Working as a sales and enrollment consultant with PACE, MHT:
- Increased enrollments from 2.5 to 6.2 per rep
- 29% increase in census during COVID
- Delivered 2020, 2021 and 2022 fiscal and census goals reaching the milestone 1,000 participants in 2022
- Helped opened a new center and enrollment projections were realized for year one
- Cultivated key referral relationships
- Helped create the intake and enrollment departments S.O.P. including comp plans
- Improved data and supported the full adoption of Salesforce
Testimonial
Vic Gellon, Director of Business Development and Corporate Initiatives
Over the past two years, I have had the immense pleasure of working with Mark to develop and implement strategies to increase our sales and enrollment at CEI. His work has resulted in a highly effective sales team which has broken enrollment records from one month to the next, during some of the most challenging times for CEI and the healthcare industry in general.
Mark's style is unique as he applies a holistic approach to hiring, training, and developing staff so that they reach their full potential, with sound mind and body. Along with advanced tactical training, he reinforces sales skills with personal development tools. This has helped our staff be goal-oriented, self-motivated and driven while being proud, happy and satisfied with their roles. Through encouraging unity, teamwork and strong corporate culture (within a highly competitive environment), Mark's unwavering commitment to CEIs mission and our department objectives has resulted in a world-class team that has driven significant growth and revenue for CEI.
