Re: Coaching Call Follow Up - Geoff McCallum (Toronto Downtown)

Hi Matt,

At the beginning of November my SOC goal was 2. I finished November with 3
SOCs and $24,436 above my revenue target. Halfway through November my SOC
goal was increased to 4. I am on pace to finish the (short) year $30,000
over target.  I understand everyone had their targets increased, but to say
that I did not meet company standards and failed to meet my sales goals is
not the full story.

Please let me know what you mean by 'further action'. I have a young family
at home who I am supporting, and if this means my job is in jeopardy please
let me know.

This is my 9th week in a territory that historically has not had any
referral accounts. Toronto has a massive opportunity and I'm excited to
build it. I have no doubt Toronto can and will be the revenue and SOC
leader for Canada.

Thanks,
Geoff





On Wed, Dec 7, 2022 at 9:53 PM Matt Vijayan <mvijayan@thekey.com> wrote:

> Hi Geoff,
>
>  In November, you missed your Start of Care (SoC) goal of 4, which does
> not meet company standards and expectations. Your upcoming goal for the
> month of December is 5 SoC. A failure to continue to meet your sales goals
> will result in further action. As discussed extensively, you have few GCM
> preferred partnership and SLC agreements that you can leverage in Toronto
> drum up 3-4 starts in December besides 3 opportunities in your pipeline. I
> am confident with good planning and execution, you will exceed the month's
> goal.
>
> Forecast toward Monthly Goal:
>
> · Monthly revenue goal: $10,000
>
> · Month to date revenue: $3,118
>
> · Estimated Monthly Revenue:>$10,000
>
> · Monthly Start of Care Goal: 5
>
> · Actual Start of Care: 1 (3 more to come)
>
> · Monthly activity goal: 100
>
> · Actual activity: 43
>
>
> Action plan for Sales Team Member:
>
> Leverage staffing brochure with key SLCs
>
> Follow up on the opportunities/assessment cases in the pipeline especially
> the one referred by Audrey Miller
>
> Connect with Renay in person to advance BSO opportunities at Humber Heights
>
> Good progress with Google calendar planning and continue improving on this
> front - Thank you.
>
> 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:
>
>
>
>    - Geoff had a great meeting with the AGM and sales team at Schlegel Villages
>    SLC in Toronto (The Village of Humber Heights) Found 4 potential BSO leads,
>    out of 15 BSO total. The AGM introduced Geoff to Director of Nursing and
>    BSO lead (Renay). The requirement is for male caregivers. Currently the LTC
>    is using a security organization.
>    - Avenue MD: Secured a SoC from Ford Plastic Surgery. Great work here!
>    - Toronto Rehab: Referred us Sprint Senior care in November -
>    excellent work getting a SoC (turtle)
>    - Alzheimer Society Toronto: SoC converted
>    - Copernicus Lodge: Opportunity to connect with the person who is
>    sending referrals to Geoff.
>    - Elder Caring Inc./Audrey Miller (GCM): Referred a client. Geoff to
>    follow up.
>    - Revera The Annex: Cluster care discussion ongoing and Mindfit series
>    planned. Looking for a partnership program.
>    - Chartwell Scarlett Heights - Mindfit series to be planned in
>    consultation with the lifestyles manager.
>    - Humber River Hospital - Introduction to another social worker who
>    requested information; potential lead
>    - Toronto Grace Health Centre - Introduction to a social worker.
>
>
>
>   Challenges / Concerns:
>
>  The opportunity in Toronto is massive. Geoff believes that it will take
> time to break a lot of big opportunity accounts that will produce
> consistent business for HCA (there is no history of referral accounts in
> this territory. His concern is that his targets have become very aggressive
> very quickly; this will not give him enough time to produce business.
> We talked about the overall Canada Starts of Care target doubled for Q4
> (for example, for Canada the SoC in November was 61 from referral
> marketing). Without the goal modification, Geoff's target would have been
> at 3 SoC in December and we have added 2 additional SoCs. This is justified
> by the size of the market and potential Geoff can leverage with preferred
> agreements. December and January represent the biggest months in the home
> care industry. Matt has personally introduced Geoff to the AGMs from Humber
> Heights, Audrey Miller, Pegg Bocci and Margot McWhitter. During coaching
> calls I have reiterated the importance of focused attention to 5 top
> accounts, developing different communication styles with DoC and EDs
> (Integrity Selling Process), fine tune key messages, and leveraging top 3
> marketing brochures/case studies to build a strong reason to believe in
> HCA's service offering.
>
>
>
>  Pipeline Health:
>
>
> 3 potential opportunities in the pipeline. 3-4 BSO cases from Humber
> Heights. Staffing shifts possibility from The Annex.
>
>
>
> B2B tool kit & Account at Risk form:
>
>
> Utilize Ontario specific staffing brochures. Email the brochures to the
> schedulers and DoCs
>
>
>
>
>
> Action Plan for Sales Manager:
>
> Matt followed up with Gina Yukich (AGM) from The Village of Humber Heights
>
>
> Best regards,
>
> Matt
>
> Matt Vijayan, B.Sc., MBA, CCPE
> Director of Sales, Canada
> *Please note my email has changed:*
> mvijayan@TheKey.com <Madhu.Vijayan@TheKey.com>
>
> TheKey.com <https://www.thekey.com/>
> [image: TheKey] <https://www.thekey.com/>
>


-- 
Geoffrey McCallum
Home Care Liaison
*Please note my email has changed:*
geoffrey.mccallum@TheKey.com <Geoffrey.McCallum@TheKey.com>
(416) 419-4295
TheKey.com <https://www.thekey.com/>
[image: TheKey] <https://www.thekey.com/>