Ahmet Yardımcı
Founder, CEO
A trainer and consultant with more than 20 years of sales training experience. He mentors health tourism businesses and healthcare professionals on sales strategy and team management.
View profileThe Owner's Sales Guide
Why aren't sales coming in?
Build, measure and manage your own sales system in 4 weeks.
Seats are limited to keep the in-group case discussions productive.
- FormatOnline / in person
- Duration4 weeks, 2 hours a week
- Who it is forClinic and hospital owners, investors
A weekly management rhythm you can join without disrupting your surgery or clinic schedule.
Why this training?
The owner's dilemma and the facts
In health tourism, when sales drop the salesperson is the first one questioned; when sales rise, the salesperson is again the first one in the spotlight. But research and field data show that a good salesperson matters, but isn't enough on their own.
- 1 year's salary The cost of a bad hireChoosing the wrong salesperson costs your clinic hidden losses equal to at least 1 year's salary. The potential revenue lost from patients who slip away makes that loss even bigger.
- 3 roles Overloading one personExpecting a single salesperson to handle sales, patient coordination and interpreting splits their focus. Sales research shows that teams that separate these roles (an SDR / AE structure) hit their targets more consistently.
- 3 dimensions Lack of measurementLooking only at revenue hides the lack of a system; in clinics that don't manage the team on activity, results and system adoption (CRM), sales are left to individual initiative.
Outcomes
What will you gain?
- 01
A system-based organization
A corporate infrastructure where your agency network and patient flow keep going even when a star salesperson leaves.
- 02
Pinpoint diagnosis
When sales stall, instantly see whether the problem lies with the salesperson, lead quality or the process.
- 03
Disciplined measurement and commission
A sustainable model that balances the focus on revenue with CRM being kept up to date.
- 04
Freedom to lead
Stop drowning in operational details and make time for strategic growth.
4-week schedule and curriculum
Don't learn to sell, learn to manage the sales system.
This training doesn't teach you how to sell; it gives you the ability to diagnose and manage the system as the decision maker responsible for sales results.
1The right team architecture, interviewing and onboardingWeek 1 2 hours, online / in person4 topics
- Responsibility and Authority Boundaries: Separating the duties of the salesperson, patient coordinator and field team.
- Role Clarity: A list of what the salesperson should and shouldn't do.
- Interview Techniques: Situational interviewing (STAR method), use of case/role-play, personality inventory (DISC) and competency tests.
- First 30-60-90 Day Plan: Staged onboarding and ramp-up management instead of the 'we gave them leads, now let them sell' mistake.
Weekly field output: A written job description for your clinic and a first 90-day onboarding template.
2You can't manage sales you don't measure: 3-dimensional KPIs and commission systemsWeek 2 2 hours, online / in person4 topics
- Three-Dimensional Measurement: Balancing Activity + Results + System Adoption (CRM).
- Reading Conversion Rates: Diagnosing whether a lead-to-patient conversion problem lies with the person or with lead quality.
- Tiered Revenue Commission: Keeping the salesperson from stalling with a 3% - 4% - 5% tiered commission structure.
- Quarterly Consistency Bonus and Internal Competitions: Rewarding steady performance.
Weekly field output: A 3-dimensional key performance indicator (KPI) card and a tiered commission calculation sheet tailored to your clinic.
3Team management, CRM discipline and coaching rhythmWeek 3 2 hours, online / in person4 topics
- Daily Follow-up vs. Micro-management: Setting up follow-up without blurring the roles of manager and salesperson.
- Meeting Cadence: The Monday 09:00 rhythm and pipeline review in the CRM.
- 5 steps to get salespeople to love the CRM: ways to rescue stalled CRM projects.
- Addressing Low Performance: A Performance Improvement Plan (PIP) process with 70% support and 30% accountability.
Weekly field output: A weekly customer relationship management (CRM) checklist template and a one-on-one (1:1) coaching conversation guide.
4The owner's role transformation and 'Why aren't sales coming in?'Week 4 2 hours, online / in person4 topics
- The Owner's Three-Stage Transformation: The evolution from Seller → Manager → Leader.
- The founder's dilemma and delegation: the role of effective delegation in growth.
- The Star Salesperson Exit Crisis: Scaling without putting your agency and patient network at risk.
- The Big Diagnosis ('Why Aren't Sales Coming In?'): Moving from a 'Who do we blame?' mindset to 'Where is the problem?' analytics.
Weekly field output: A final diagnostic report showing where your own clinic's sales are leaking.
Scientific and empirical evidence panel
Built on research, not intuition.
The models in this training are based on global sales research, not personal intuition:
Verbeke meta-analysis (570+ citations)
Confirms that role clarity is one of the 5 main factors that determine sales performance.
Aberdeen Group study (319 organizations)
Shows that teams that separate roles are more successful at hitting quota.
Forrester Research and SHRM
The reasons CRM projects fail and the financial burden of a bad hire.
Harvard (Noam Wasserman) and Gallup
Research on founder delegation and management transformation.
Materials: hands-on KPI sheets, interview question sets and CRM checklist templates
Instructor
Who leads the training?
What participants say
What changed after our trainings?
I did the sales training with Ahmet hoca in October 2025, and it was extremely valuable. In addition to opening our minds to new ways of selling and approaching future patients, it brought our team together and motivated us greatly. Thank you very much, hocam
Aline Ferreira de LimaMr Ahmet is very professional and a good instructor. I value his guidance, literally step by step, during the education. He's very patient and willing to help. The education was provided in Turkish/English.
Tiffany Guzman
Registration
Ready to build your sales system?
Leave your details and our team will call you to explain dates, seats and in-house options.
- MOST POPULAR
I've made my decision
Apply directly to the 4-week masterclass and reserve your seat.
Reserve my masterclass seatClinic owners who fill out the form get a 15-minute pre-assessment call.
Let's talk first
Schedule a one-on-one call for a scope and quote tailored to your team and clinic.
Get a quote for my clinicOur expert will call you, listen to your needs and prepare your quote.
I want to learn more first
Experience the system and approach in a free live masterclass webinar.
Register for the free webinarYou can ask the trainer your questions directly during the live session.
How is the fee set?
4-week group program, online or in person
Scope varies by organisation, so instead of a fixed list price we prepare a proposal for you.
What drives the fee
- Joining the group or a program for your clinic only
- Number of people joining from your clinic
Included
- 4 sessions, 2 hours a week
- A field output tailored to your clinic every week
- KPI sheets, interview question sets and CRM checklist templates
- 15-minute pre-assessment call
After the free intro call we send scope, timeline and fee as a written proposal. The proposal is not binding.
Application and inquiry form
The Owner's Sales GuideDates and fees are shared on a call
FAQ
Questions you may have
How much is the fee, and are instalments and invoices available?
Pricing model: 4-week group program, online or in person. What drives the fee: Joining the group or a program for your clinic only, number of people joining from your clinic. The fee, instalment and invoicing options are shared in writing after the intro call.
Who should attend? Can I bring my sales manager?
The program is designed for clinic and hospital owners, investors and senior executives: the decision makers responsible for sales results. Whether your sales manager can join as well is something we agree on together in the 15-minute pre-assessment call.
How many seats are there?
Seats are kept limited so the in-group case discussions stay productive. The group size and remaining seats for the next cohort are shared in the pre-assessment call.
Can I get support after the masterclass?
The program is complete in 4 weeks. If you want to put the system you built into practice together with us, Sales Management Consulting is offered as a separate service; we can discuss its scope in a call.
How is it different from the sales training?
Step by Step Sales teaches your sales team how to sell; The Owner's Sales Guide teaches you how to build, measure and manage that team.
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