Re: Coaching Call Follow Up - 07/18 - Winnipeg, Canada

Thank you Matt!


*Cindy Skulsky, BSc, RN*
Home Care Liaison
Business Development
www.HomeCareAssistanceWinnipeg.ca
<http://www.homecareassistancewinnipeg.ca/>
cell: 204-688-6960
email: *cindy.skulsky@homecareassistance.com
<cindy.skulsky@homecareassistance.com>*


<https://homecareassistance.com/>
*Champions of Aging Well*

On Mon, Jul 18, 2022 at 6:34 PM Matt Vijayan <mvijayan@thekey.com> wrote:

> Hello Cindy,
>
> Here are the key highlights from our call today. Keep up the good work!
>
>
>  Best Practices / Wins / Tools Asked for:
>
> *Booked meetings with 10 SAP accounts, had one assessment completed and
> close to 1 Start of Care, 12 solid calls for the week of 07/11.*
>
>
>  Challenges / Concerns:
>
> *Change in Standard Office Management creating communication challenges.
> You and I discussed how to take accountability to drive leads/SoC and
> prevent any business **disruption**.*
> *Many objections including the use of private caregivers by high-end
> retirement homes and pricing were managed in our meeting. We talked about
> the benefits of care management approach. You faced with another objection
> of having 4 hours minimum requirement; the minimum requirement of 4 hours
> per shift can also be positioned to drive consistency and **reliability.
> HCA has one of the best CG **retentions in number (as per Home Care
> Pulse).*
>
>
>  Forecast toward Monthly Goal:
>
>    -
>
>    This Month's Goal: $100
>    - Currently at: $0
>    -
>
>    Forecast: $1000
>
>    SOC
>    Month’s goal: 1
>    Current: 1 client converted. Awaiting for hospital discharge
>    Forecast: 1
>
>
>  Pipeline Health:
>
>    -
>
>    1 client conversion (Care has not started yet) Need more activities;
>    more leads will results in higher SoC and revenue.
>
>
>  General Insights / Observations:
>
>    -
>
>    Cindy is high on learning agility. She has already lined up many
>    visits with premium retirement homes. Her pragmatic approach combined with
>    her experience as Registered Nurse will be a great way of breaking into top
>    tier accounts. Cindy can benefit from breaking into private LTC, assisted
>    living and memory living and connecting with the lead nursing staff.
>    Winnipeg is an untapped market for HCA and Cindy can make a huge difference
>    in sales productivity.
>
>
>  Next Steps:
>
>    - *Focus on leading indicators such as connecting with SAP accounts on
>    a regular basis. *
>    - *Take leadership in building relationship **with** the office staff.*
>    - Have clarity in your daily, weekly and monthly goals.
>    - Objections create opportunities; use GAP template and formulate
>    strategic questions to identify objections and/or GAPs
>    - Please feel free to invite me (virtually) with your referral partners
>    - Leverage assessments performed by care managers to open more
>    opportunities in SLC (great example came up in the Calgary/Winnipeg
>    pipeline meeting).
>
>
> Best Regards,
>
> Matt
>
>
> *Matt Vijayan, B.Sc., MBA, CCPE*
> Director of Sales, Canada
>
> Home Care Assistance
>
> Direct: 905-592-0085
>
>
>
>