Understanding Rehab Medical’s Point System and Why It Matters to Employees

At Rehab Medical, you may often hear the sales team talk about “points”, but what exactly does that mean, and why should it matter to you?

The point system we implemented is designed to add value to each piece of mobility equipment we provide. The point value scale ranges from 0.10 to 2.0, depending on the equipment and its complexity. Unlike traditional sales environments where commissions are tied strictly to revenue, our system allows for a more balanced and patient-centered approach.

Given that it can take several weeks or even months for a patient to receive a complex piece of equipment, sales reps may not always close high-revenue deals in a single month. By assigning a point to each piece of equipment, sales representatives can focus on delivering the most appropriate equipment for each patient, regardless of price, while still working toward achievable monthly goals.

To support this, we offer two point-based performance tracks:

• New reps (under 2 years) have a 10-point monthly quota

• Experienced reps (2+ years) have a 15-point monthly quota

These points can come from a variety of mobility items, including accessories, and are counted regardless of when the order was placed, if it’s delivered during the qualifying month.

Why the Point System Matters to You

While the system was built for sales tracking, it impacts everyone. It aligns teams around our mission—improving lives by providing patients with the right equipment—and drives our collective success.

In fact, we’ve seen strong growth in point totals over the past three years:

• 2022: 17,934 points

• 2023: 22,362 points

• 2024: 25,293 points

This success is a direct result of collaboration across the company, from sales representatives and ATPs to branch managers, insurance specialists, delivery techs, and patient care representatives. Everyone plays a role.

With each increase in point accruals, we can measure our success by identifying the tier to which we fall under as a company.

• Tier 0: Below goal, not profitable

• Tier 1: Meeting goals, somewhat profitable

• Tier 2: Performing well, highly profitable, strong culture

• Tier 3: Excelling, high growth, low turnover

While it may only seem as if the point system is relevant to the sales team, it’s relevant to the entire company. Continuing to achieve our goals can bring a plethora of company-wide benefits such as a stronger culture, more growth opportunities, and increased stability.

Even if you’re not in sales, you play a vital part in helping us to reach our goals. By answering the phone, sending an email, updating an order status, collaborating with your teammates, and showing up every day, your efforts contribute to our points, and every point earned reflects a patient we’ve helped.

With your support, we’re getting closer to our mission of improving lives.