It doesn't matter how many units are sold if margins are too low. If the concept of individual incentives troubles you, offer the team a bonus every quarter if targets are achieved. Try to remember that you are not selling hearing aids, you are meeting needs. We help patients complete the COSI at the time of their hearing aid fitting appointment. We ask them to rate their aided performance a few weeks later.
Patients choose the criteria for their optimal aided experience.
They will tell us if life is better because of amplification. Much can be gleaned from these encounters. For example, we've learned that the referral source wants to be able to find us easily and talk with us about their patient. They get furious when their patient isn't referred back to them for follow-up. They want short, factual reports to include in their patient's file.