Topic: CRM

This year’s MSD Healthcare Innovation + Technology conference is aptly titled “Better Together.” Recognizing the positive shift of post-acute healthcare providers embracing innovative technology solutions to improve patient outcomes, the MSD Better Together conference brings together leaders from across the industry to share their expertise and discuss emerging technology solutions.

In the early stages of a new referral relationship, it’s easy to keep your attention focused on nurturing the relationship and ensuring your new referral partner can continue to send patients to you with confidence.

“I don’t know which referral sources to target” has become an all-too-common refrain among home health and hospice agencies. A lack of visibility into both the market and your own agency’s referral activity weakens your sales efforts and slows your market expansion. Many agencies are scrambling to develop a sales strategy that yields results. What’s the secret? Using relevant, actionable data to determine the best referral sources for your agency to target.

The competitive nature of post-acute healthcare has led to a rise in technology products hitting the market to better assist you with managing your customer relationships and growing your sales. This shift to a SaaS (Software as a Service) delivery model for CRM and sales platforms can leave your organization exposed for reputational damage and financial penalties if data is left unsecure and a security breach occurs. With the added complexity of safeguarding protected health information, it’s critical that you select a product that meets the security protocols your Information Security Officer requires in order to ensure HIPAA compliance and data security.

With the release of our recent configurable dashboards feature, it’s easier than ever before for the entire sales and marketing organization to monitor and manage activity and performance. We know that each person within the organization has a different perspective, and how you choose to configure your dashboard is dependent upon your objectives and what you wish to compare.

Inefficient and outdated systems are counterintuitive to sales growth. Their lack of transparency often results in missed opportunities and profit loss in the form of reduced market share and presence. More and more, post-acute healthcare companies are realizing that in order to stay competitive in the marketplace, they must adapt their business practices.

If you are a Customer Relationship Management (CRM) user, then you know the value of data. You most likely understand that knowing key information about your referral sources can give you an absolute advantage over your competitors. What you may not have considered is how gathering snippets of data at every visit can increase your sales and marketing ROI.

As a sales representative in post-acute care, you are constantly looking for ways to improve your performance and stay ahead of the competition. During your research, you probably came across information about how a CRM (customer relationship management) system can help increase sales efficiency and boost productivity. However, you may find yourself in a situation where your company is not ready to invest in a CRM, or even that your fellow sales reps are not enthusiastic about the idea. So how can you convince your team to embrace CRM? The key is to form a plan and gather the right information that illustrates how a CRM will help the team be more informed, more effective and ultimately more successful. 

In life and business, change is both necessary and inevitable. We must adapt to our changing environment or, to put it simply, it’s game over. If change is so important, then why do so many of us find it difficult to deal with it in our lives and careers? Keeping up with our everyday tasks at work is hard enough, let alone having to add something new to the mix, especially if it involves new technology. Just the thought of learning new technology can be time-consuming and stressful, causing denial and opposition. It’s easier to chug along the same path because it’s familiar and safe. The problem with this path is that your chances of creating new opportunities for success diminish over time while your competitors chip away at your market share. 

Sales teams have always been mobile, but a mobile CRM app gives sales reps the ability to immediately decrease time spent on administrative tasks and allow more time to interact with referral services and increase their “sales window.” Staying informed of mobile trends as they evolve will position your company at the forefront of technology-enhanced sales organizations.