PULSE / FOR HOSPICE SALES LEADERS
Train the team. Coach the performance. Lead the people.
Being a strong hospice rep doesn’t automatically prepare someone to lead a sales team. PULSE connects practical field coaching with an expanded focus on hiring, training, managing performance, and leading people.
Observe the conversation. Debrief the decision. Agree on the next move.
BUILDING A MORE COMPLETE SALES LEADER PROGRAM
From a great individual rep to a capable team leader.
Managers need more than a referral target. They need to know how to hire, teach, coach, communicate expectations, and respond when performance falls short. The expanded PULSE program brings those responsibilities into one practical leadership track.
HIRE & ONBOARD
Set the team up to succeed.
Define the role, ask useful interview questions, and give a new rep a clear starting point. Planned interview guides and job-description starters help smaller agencies build a more consistent hiring and onboarding process.
TRAIN & REINFORCE
Teach the work behind the target.
Turn the sales method into practice: demonstrate a referral conversation, use the workbook and field tools, observe the rep, and revisit the skill. Build a learning rhythm that continues after orientation.
COACH & MANAGE
Make expectations actionable.
Separate a skill gap from inconsistent execution or an operational barrier. Set clear expectations, document coaching, and use performance-plan guidance to make the next action and follow-up clear.
COMMUNICATE & REPORT
Give the team a useful weekly rhythm.
Run focused team meetings and individual check-ins. Planned meeting and weekly-report templates help managers communicate priorities, surface barriers, and keep reps and agency leaders aligned.
The people-leadership modules and new manager templates are in development, building on PULSE’s existing sales manual, field tools, and manager coaching material. Review the rollout plan in your walkthrough.
FIND THE GAP BEFORE YOU CHOOSE THE COACHING
A stalled account needs
a more useful conversation.
Account coverage
Is the rep spending time with the right accounts, people, and opportunities?
Conversation skills
Can they prepare, probe, listen, respond to an objection, and ask for an appropriate next step?
Follow-through
Are commitments, intake handoffs, and next steps being completed consistently?
Barriers outside the rep’s control
Which account, operational, or market conditions need a leadership response?
FROM THE SALES MANUAL / DORMANT ACCOUNTS
The account went quiet.
What changed?
Before telling a rep to visit again, review the history and help them investigate the reason referrals stopped.
A QUESTION TO PRACTICE
“Is there anything specific that’s made you hesitant to work with us?”
PULSE sales manual · Managing Inactive Accounts and Re-Engagement, section 5D.
TURN THE ANSWER INTO COACHING
Review. Ask. Listen.
Follow through.
Review the account history. Help the rep ask a direct question, listen without defending, document what they learn, and act on the next step.
The Dormant Account Diagnostic is one of the field tools that connects the lesson to account work.
A PRACTICAL FIELD-COACHING RHYTHM
Make the debrief
worth the rep’s time.
BEFORE THE VISIT
Set the focus
Agree on the account objective and one behavior to observe. Practice the opening question or anticipated objection.
AFTER THE VISIT
Debrief what happened
Use the conversation you observed. Identify a strength, a gap, and the decision the rep could handle differently.
AT THE NEXT CHECK-IN
Review the commitment
Revisit the specific action. Discuss what changed in the account and what the rep learned.
FOR OPERATIONS MANAGERS & EXECUTIVE DIRECTORS
Remove the barriers your sales team cannot fix alone.
A referral can lose momentum when no one owns the handoff or a concern goes unresolved. PULSE’s developing operations and executive tracks focus on the leadership habits that help the whole agency respond.
ALIGN THE TEAM
Make growth everyone’s responsibility.
Create a culture where sales, intake, and agency leaders share priorities. Clarify who follows up, what needs escalation, and how the team communicates when a referral stalls.
RESOLVE CONCERNS
Protect the next referral relationship.
Treat complaints as a chance to listen, act, and rebuild trust. Respond with urgency, give the concern a clear owner, and close the loop with the family or referral partner.
LEAD THE RESPONSE
Connect promises to follow-through.
Help teams use clear, customer-focused language about agency services and response expectations. Coordinate the right people to answer questions and address barriers to the next step.
SEE HOW THE PIECES WORK TOGETHER
Build a team that knows what good looks like.
What does PULSE help managers coach?
Account preparation, referral-source conversations, objection handling, referral asks, follow-through, and account re-engagement. The manager material helps leaders connect those skills to what they observe in the field.
How does the manager playbook fit with the rep material?
The rep manual explains the method. Workbook practice and field tools help reps apply it. The manager playbook gives leaders a practical way to observe, discuss, and reinforce that work.
What will we cover in a walkthrough?
We’ll review current materials, your team’s roles, and the expanded curriculum. New people-leadership, intake, operations, and executive modules are in development; we’ll confirm availability and rollout timing before you commit. Request pricing to discuss your scope.
PUT PULSE TO WORK
Give your managers a method they can lead with.
Bring your team’s toughest leadership challenge. Review PULSE’s current training, the expanded leadership program, and the rollout priorities that fit your hospice.