FAQ: What if I have too much success after sales training?

Strangely, this is actually a question we get asked from business managers that hear about our past success with other clients and consider the effects that such success may have on their own business. Fear of success is a very real concern for many managers.

What sort of problems could arise after sales training?

Some business managers worry:

·       That they’ll run out of appointment space

·       That they’ll need to hire more people to handle the increase in business

·       That their systems will not be able to accommodate the increase in business.

Of all the possible problems that a business might encounter, we feel that these problems are good ones to have.

 

How could those problems be avoided?

However, planning ahead to deal with the extra business that should result from training is always a sensible strategy. Each business that is about to undergo training should consider how they will manage the increase in bookings that might result.

For example, we worked with a law firm in which the lawyers who held appointments also answered calls. After training, the conversion rate of this firm increased by over 200%, drastically increasing the number of appointments.

As the lawyers were seeing appointments most of the time, they could no longer also deal with calls effectively. This had a knock-on effect of reducing telephone conversions again, after the initial increase.

If this problem had been anticipated ahead of time, it would have probably been quicker and easier to deal with when the issue occurred.  Staffing problems like this can often be solved by having an emergency recruitment process in place or by researching temporary or locum staff options ahead of time.

Another example involves a cosmetic surgery clinic that booked so many appointments after training that their diary was filled for four months in advance. This sounds great for business but may also have an unintended consequence of a lack of availability and increased waiting time for appointments, which would threaten high conversion rates.

In this case, it made sense to space appointments to allow for some near availability for those prospects who wanted consultations and treatments as soon as possible. Having the option to add more surgery dates also helped this clinic absorb some of the overflow that improving their telephone handling and consultation process created.

It’s important to remember that increased business is the aim of training but if your team and systems do not have the capacity to deal with this increase in customers, your success will be limited. Sales training planning should anticipate the extra resources that may be needed if the impact on your business is high and you should have a strategy in place that can be deployed within a short timeframe.

 

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What our clients say…

“In a matter of weeks, we already saw results with LiveseySolar. Far before we were even finished with our project.”

Erik Chotiner, MD, FACS, Ophthalmologist

“The whole group has been very, very professional. We’re quite early in the stages, but we can see the benefits.”

Dr Nick Mantell , MBChB FRANZCO

“They’re very professional. They know what they’re doing, but they also put us at ease. This helped us to cut through what’s needed to get what we want.”

Mr Praveen Patel, MA (Cantab), MB BChir (Cantab), FRCOphth, MD (Res)

“It’s wonderful to work with an agency that engages on our level and understands our market.”

Dr Anton Van Heerden, MBChB; FRANZCO, Ophthalmologist

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Meet our Founders

We’re passionate about helping leaders of high-quality, growth-minded practice owners double their practice revenue

Rod Solar

Founder & Fractional CMO

Rod co-founded LiveseySolar and acts as a Fractional CMO for our customers. He’s on a mission to help transform the lives of 10,000 people with vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.

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LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.

— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey

Founder & CEO

Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.

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Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.

— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK