Why Response Time is Your Most Important Sales Metric (Brad Gilmore)

Bonus episode recorded live @ Home Care Innovation Forum in Palm Springs, CAKey topics include:Why weekly new revenue is the most important sales measurement and how it provides a real-time view of where new business is coming from.Ensuring sales activity stays aligned with referral accounts that are actively generating new business.What success looks like for new sales reps, including tracking the number of new referral accounts established.Brad's "controlled shotgun" approach to account management:Tier A: 10 key accounts Tier B: 10–15 growth accounts Tier C: 15–20 contingency or "just in case" accountsThe role of sales, operations, and branch leadership in building referral partner relationships and ensuring smooth transitions to start of care.Why great sales professionals focus on being present, not just visible, when engaging referral partners.How leaders can better equip sales teams with meaningful data that supports conversations and decision-making.The growing complexity of patient care and why sales professionals need a stronger understanding of clinical and complex-care scenarios.Positioning home care organizations as outcome-driven partners who help referral sources solve patient care challenges.Why organizations with service models that solve the widest range of problems are positioned to win.What to stop and start measuring:Stop: Overloading sales teams with insignificant data. Start: Viewing revenue as a measurement of performance rather than the sole metric of success.How experienced reps focus on long-term referral source retention and relationship management.Why response time may be the most important quality assurance metric in home care sales—and why speed matters.Extras:Connect with Brad Gilmore on LinkedIn or via email: [email protected] Learn more about Family Tree Private CareSee how Phoebe AI can double your scheduling outputHome Care Innovation Forum 2027 / Pasadena, CA on May 16-18 for Orgs $30M+