‘To sell is human’ – a phrase coined by Daniel H Pink who wrote a best-selling book with the same title in 2018.1 Yet, many clinics fail to prioritise recruiting staff with sales skills as clinical expertise and knowledge are foremost in their mind. Although this is important, having the ability to sell products, treatments and packages in-clinic is also key to running a successful business. Whether you select a few team members to be sales-focused or you encourage the whole team to actively sell, it is vital you have people in-clinic who can and will sell.
So, how do you incentivise your staff so they seek out opportunities to ethically sell additional products, treatments or packages to patients? Why should you incentivise someone when it may be part of their job description anyway? This article will take you through the reasons why your staff may need motivating and incentivising, as…
