--0000000000009379b3060e3ceb50 Content-Type: text/plain; charset="UTF-8" Hello Regional Directors, Thank you to everyone who joined our Sales Support Open Office hours with Ashley this week! Here are some takeaways from our call. As always, please let us know what topics you'd like featured on our next call. *Q1-2024 SAPs* - Q1 SAPs are live! We will send an audit on Monday 1/8 to validate that all HCLs have 20 approved SAPs for Q1. - SAP Learning: HCLs should always know the following type of information about their top accounts: - Managed Care Mix - Who are the decision makers, medical directors, etc - What is their census - How many active clients do I have in the account - Opportunity for local Ops leaders to be more involved with our Top 20 Accounts *Operations & Sales Collaboration * - Client Review calls/Case Review Meetings with HCLs and Ops every week - Ops to present on how our clients from referral sources are doing so HCLs can provide proactive feedback loops with referral partners - Ashley could potentially host regular calls with Local Ops Leaders on how to marry Sales & Ops and *Price Increases* - HCLs need time to educate referral sources personally that pricing has changed whenever we make price adjustments. - When we send a letter to notify clients, when they reside at communities or have community partners involved those referral partners hear it through the grapevine which is not generally perceived well. - Opportunities discussed: - Providing the opportunity for proactive communication on price changes with referral sources & HCLs - Home visit discussion about rate changes with our top revenue generating current clients - Ensuring we are providing above and beyond client experience to justify any price adjustments (we should not have to feel apologetic) - Potentially using AI to automate communication on a daily basis for existing clients - Communication & transparency with referral sources and clients - Local leaders/RDs being able to send price increase letters locally & add personalized text - FAQs/Talk Tracks provided to all client/referral source facing roles to equip them to have eloquent price increase conversations (including a plan for escalation if they are threatening to end the relationship) Please let me know if you have any questions! Have a great weekend, -- Julia Jenkins Director of Inside Sales *Please note my email has changed:* jujenkins@TheKey.com c: (805) 717-7606 TheKey.com [image: TheKey] --0000000000009379b3060e3ceb50 Content-Type: text/html; charset="UTF-8" Content-Transfer-Encoding: quoted-printable Hello Regional Directors, Thank yo= u to everyone who joined our Sales Support Open Office hours with Ashley th= is week! Here are some takeaways from our call. As always, please let us kn= ow what topics you'd like featured on our next call. Q1-2024 SAPs Q1 SAPs are live! We will send an audit on M= onday 1/8 to validate that all HCLs have 20=C2=A0 approved SAPs for Q1. SAP Learning: HCLs should alwa