--000000000000cec253063a8bdb98 Content-Type: text/plain; charset="UTF-8" Content-Transfer-Encoding: quoted-printable *Hello Sales Nation,* I'm pleased to share a key update that will sharpen our focus and enhance our ability to drive quality growth through one of our most valuable referral source categories=E2=80=94*Geriatric Care Managers (GCMs/ALCAs).* Why This Matters GCMs have emerged as our top-performing B2B referral source in 2025: - They have the *highest Tier 1 client conversion rate* across all channels. - They generate the *highest average revenue per client*=E2=80=94currently= *$208K*. This data makes it clear: *GCMs drive the kind of business we want more of=E2=80=94sustainable, high-value, long-term care.* As such, we=E2=80=99re= making several strategic adjustments to ensure your focus and efforts are aligned with what is delivering the greatest return. What=E2=80=99s Changing and How It Benefits You *1. New GCM Accounts Assigned in Salesforce* We=E2=80=99ve added over *100 newly identified GCM referral accounts* into Salesforce. In addition, there were *many GCM accounts that were previously held by Rev Ops* but have now been reassigned to the appropriate HCLs and GMs based on geography. These accounts are now under your ownership and ready for proactive engagement. *Access your assigned GCM accounts *HERE. *.* *2. Prioritizing GCMs on Strategic Account Plans (SAPs)* We=E2=80=99ve identified an opportunity to better integrate GCMs into your = SAP strategy. Our target is for *at least 10 of your Top 30 SAP accounts* to be GCMs. To support this, we=E2=80=99ve made updates to some SAP lists=E2=80=94repla= cing lower-value or alternative Trusted Advisor accounts with high-potential GCMs. This ensures your time is spent cultivating the partnerships most likely to drive Tier 1 revenue. If a newly added GCM account is not viable or appropriate for your SAP list, you are encouraged to replace it with another GCM account where possible and update Salesforce accordingly (e.g., category, priority level, account owner). *View SAP updates *HERE. *.* *3. Adjusted Activity Expectations for Trusted Advisor SAPs* We recognize that Trusted Advisor accounts, including GCMs, typically value quality interactions over frequency. To reflect this, we are updating the activity expectation for GCMs and other Trusted Advisor SAP accounts to *two meetings per month*, down from the previous four. This adjustment allows you to focus on delivering more strategic and thoughtful engagement, while freeing up time to pursue new business development opportunities. What Comes Next These changes reinforce our commitment to quality over quantity, strategic focus over routine, and business growth through meaningful relationships. Please take time this week to: - Review your new GCM account changes on Salesforce or The Referral Account Momentum Report on Tableau - Adjust your SAP strategy as needed - Plan your outreach to re-engage or introduce yourself to key GCMs If yo