Every clinic has a group of coordinators that help run their business.
They ensure everyone gets paid, the doctors, the medical staff, and the owners. Without them, the doctor will go to another clinic where there is work for them. They should always know their sales goals for the day, the week, or the month.
If a clinic knows they need their employees to close 10 deals a week each. They should have a written formula or a magic number for them to meet these goals. For example, the magic number could be, it takes 100 leads per week to close 10 deals over the phone. So a coordinator needs to reach out to 25 leads per day for 5 days to get to 100 communicated leads.
This is a 10 to 1 closing ratio, it’s not the best, but it is the most real ratio some clinics need to present in sales.
So how much should you pay your coordinators?
The pay should be and feel rewarding for their work in converting the lead into a sale.
Most clinics pay their employees 2 to 3 percent of the surgery. So if a surgery comes out to $10,000 they will receive a commission of $200 – $300 for that surgery.
A coordinator can easily sell 10 or more surgeries per week, giving them a great paycheck.
For clinic’s not receiving so many leads or traffic online, should pay their staff a monthly base pay, $500 a month so they feel a bit comfortable.
A clinic can also pay an extra commission for deposit collected, so a $500 deposit can give a coordinator $50 dollars from that deposit.
Provide sales training each quarter a minimum or monthly if possible, so your sales team stays at top performance.