“Trust, but verify”

Proverb used by President Reagan

As he was negotiating nuclear disarmament with the Soviets back in the 80’s, President Reagan used a Russian proverb that became internationally known in English when he said on several occasions “Trust, but verify” when discussing U.S. relations with the Soviet Union.

The proverb still holds today and applies to marketers in the home health care and hospice industry. Agencies spend tens of thousands of USD per marketer and this investment becomes significantly higher when the sales team grows. But how can you know that your reps are giving it all they have when you are in your office while your hospice and home health reps are on the road?

Trust, but verify

Coming from a long experience in home health care and infusion therapy, the Isoratec CRM team, fully aware of the management’s needs for an efficient CRM, developed multiple tools to give you an insight into your home care marketers’ sales activities so that you can Trust and Verify.

The home health mileage tracker:

One of the tools that we developed is the ability for the mobile app used by your reps to track the traveled road(s) of each rep, thanks to the combination of our technology and that of Google’s. The result is a tracked path on Google Maps along with the traveled distance, its mileage cost and the traveled time (see below). By seeing this map, you know for sure that your rep went where he/she said they went. Again, Trust but Verify.

The App Tracker

The Grade Card:

Another unique tool developed by our team is the Grade Card that evaluates the performance of your home care marketers based on several metrics such as the number of referrals, visits, phone calls, missed tasks, etc. for each rep. By monitoring it, you would know at any given time how your sales people are performing with respect to each other. Better yet, your reps will see the chart themselves, igniting a healthy inter-office competition!

Chart of Grade Card


The above tools are some of the features that Isoratec CRM has developed to give you full control over a sales process you invest so much into without having the means to verify that the money you are investing is getting you the maximum return that you would like to have. Isn’t it reasonable to subscribe to a specialized CRM to verify the work of a marketer that may be costing you thousands of USD per month? I think it is! And that’s not to mention all the other benefits that you would be getting.

Finally, the fact that your marketers know that you have a full view of your sales process from anywhere and at any time will by itself boost your sales team performance, if you meet with them periodically and share with them valuable data related to their performance through the multiple reports and charts provided by Isoratec CRM.

Good luck growing!

About the author

Antoine (Tony) Onaissi is the president and CEO of Isoratec, a CRM combined with business intelligence for the post-acute care industry.  Utilizing more than 25 years of home care experience he created Isoratec to be the ideal solution for agencies serving the home care market.  Tony can be reached at tonaissi@isoratec.com