Who should I train to run my sleep and mattress clinic’s consultations?

Consultations are the heart of a sleep clinic, so the person you train needs patience and curiosity more than a sales record. Look at who customers ask for by name, who handles difficult conversations calmly, and who is interested in learning how sleep and comfort connect. Ask them directly whether they want the responsibility.

Plan the training in stages. First they watch you. Next they lead a consultation while you listen. Then they run them alone and you review afterwards. Write down your questions, your fitting routine and the way you explain choices, because these habits live in your head. Consider training two people, so the clinic is not left dependent on one.

Tell customers about the change early, introducing the successor as someone you trust. Ask your succession adviser how to plan the timing, and your lawyer whether the person’s role, pay or any ownership stake should be set out in writing. Review their work regularly in the first season. Be honest with yourself about the match as well. If the person you favour is uneasy leading customers through a long conversation, a slower build or a different role may suit them better, and finding that out early is kinder than discovering it after you step away.

Key takeaways

• Choose for listening and trust, not only for sales results.
• Move from shadowing to leading to running alone.
• Write down your fitting questions and routine.
• Consider training two people for safety.