Re: Coaching Call Follow Up - Sola Feyisitan (Calgary)

Thank you Matt, I will work on all the noted points. Always looking to get better at it.

Have a great day.
Regards.

> -- 
> Sola Feyisitan Bpharm, Mph
> Home Care Liaison 
>  
> sola.feyisitan@thekey.com
> M: 403-305-3925
> W: 403-301-3777
> TheKey.com
> 


> On Dec 15, 2022, at 5:04 PM, Matt Vijayan <mvijayan@thekey.com> wrote:
> 
> 
> Hi Sola,
> 
> Great to see that in your first month, you will be at 2 Starts of Care. Thank you for connecting with Kathy from Proactive Seniors and would like you to maintain a monthly meeting to discuss all clients that we are serving currently. I have attached an example from Deanne Belcher from the US who actively follows up with her referral partners; please use the same format to connect with this Silver account. I would like to see two NEW active referral sources in your bronze or silver buckets by the end of January 2023 and 6 referral accounts by the end of Q1 2023. Currently you have 4 active accounts (2 bronze and 2 silver). Focus your weekly activities on declining and stalled accounts (WCB, Community Calgary etc).
> 
> Forecast toward Monthly Goal:
> · Monthly revenue goal: $100
> · Month to date revenue: $2,250
> · Estimated Monthly Revenue:>$5,000
> · Monthly Start of Care Goal: 1
> · Actual Start of Care: 1 (+1 to start this week)
> · Monthly activity goal: 100
> · Actual activity:29 (SalesForce Dashboard - you should be at 50 F2F calls by now)
> 
> Action plan for Sales Team Member:
> Leverage staffing brochure with key SLCs  (produced by Nikita)
> Go through Blue accounts and prioritize accounts who were targeted by your predecessor in SAP. I will introduce you to a few of the following key accounts to kick start your relationships.
> The Edward (Heather Colingridge, Sales and Manjeet Sangha, Wellness Navigator; attended the PAC networking meeting in summer)
> Pinnacle Group (Paul Klassen, CEO, attended the PAC meeting)
> The Manor Village 
> Life Centers (Michelle Carew, Administrator, Marguerite Nelson, Lifestyle Marketing Professional)
> Garrison Green - Manor Village, close to Calgary office
> Rocky Ridge
> Fish Creek Park
> Varsity
> Huntington Hills Calgary
> Grand Seton Calgary
> Shalem Society for Senior Citizens care (Susan Pellan, Resident Life Administrator)
> Verve Senior Living (Valley Ridge Lodge, Lake Bonavista Village)
> Nakay Health (Geriatric Care Managers)
> Complete your SAP by the end of day, the 23rd of December
> Good progress with Google calendar planning and continue improving on this front 
> Start doing research on how to infiltrate Self & Family Managed Care (Alberta Health Services)
> Connect with Matt prior to any crucial meeting with strong referral partner; the purpose is to brainstorm and fine tune messaging based on the case scenario
> 
> Account advancements & other Breakthroughs:
> 
> Chartwell: Followed up meeting with Katharine on activities for the month, shared the right brochures with tailored messages for her residents. Discussed a resident living with dementia and wanders in the facility, she has promised to suggest to the family on getting added dementia care from us. When she's back to the office, she will introduce me to the program manager.
>  
> Proactive Seniors: Met with Kathy she was very warm and generous with information and resources that might help. She confirmed we are not the only private home care partner she has but gives us preference whenever the need arises
> 
> Greater YYC Group: a real estate adviser for senior residents in Alberta. We had an extensive meeting sharing  what we both do, opportunities for partnership, beneficial groups to join and what we can do together.
> Kerby Centre, Calgary: met with the social worker who explained what the center is all about, asking for volunteering as most seniors in the group are usually lower class. I explored the communications unit for advert placement in the 2023 directories. I need to do a follow up discussion on volunteering and advert placement. 
> 
> WCB Calgary: a referral account that has been providing leads but currently declining. Has no physical office, called to check the status of referral and contract. All still valid, to expire 2023 and we are always a choice home care company for referral. 
> 
>  
>   Challenges / Concerns:
> Still working on getting Salesforce resolved, raised a ticket and hopefully should be resolved soon. Also watching all videos on learning all about the reporting tool, creating accounts and entering daily calls.
> Looking to have more meetings with key people in active SAP accounts.
> 
>  
>  Pipeline Health:
> 
> Analytics Portal is not populated for Sola. We used Salesforce Dashboard to discuss the pipeline trends.
>  
> B2B tool kit & Account at Risk form:
> 
> Utilize Alberta pecific staffing brochures. Email the brochures to the schedulers and DoCs
> For our Canadian HCLs and offices, here is the Social Media Calendar for you to use as Home Care Assistance! Be sure to look at column F because some of the posts have been tailored for the Canadian market.
> Dementia Care
> Help in SLCs 
> Signs a Loved One Needs Help
> 
> Great opportunity to get a new perspective on commonly faced objections and review your strategy as you build your Strategic Accounts Plan. 
> 
> Advancing Strategies and Objections Playbook  
>  
>  
> Action Plan for Sales Manager:
> Matt to follow up with Ben Lewis on lack of Sola's profile on Analytics Trend.
> Sola should have 2 SoCs - fixing the attribution issue with the operations
> Matt to introduce key decision makers in Calgary to Sola.
> 
> Best regards,
> 
> Matt
>  
> Matt Vijayan, B.Sc., MBA, CCPE
> Director of Sales, Canada
> Please note my email has changed:
> mvijayan@TheKey.com
> 
> TheKey.com
>