Benefits of the New CMS Patient Health Data Regulation

Benefits of the New CMS Patient Health Data Regulation

The Interoperability and Patient Access final rule (CMS-9115-F) requires healthcare providers and insurers to unlock patient health data from their various systems to drive interoperability and allow for the unimpeded data exchange across the entire healthcare ecosystem.

The overall benefits of a future state in which all patient health data is liberated will have an extraordinary impact on all healthcare practitioners and recipients. How will the new Patient Health Interoperability & Access regulation positively affect the healthcare delivery relationship? Here are a few benefits.

How Providers Will Benefit

  • It will give physicians, nurses, and all healthcare providers greater access to a much larger universe of information to improve acute treatment and long-term wellness programs.
  • The ability to integrate Electronic Health Records (EHR) with all patient touch points will provide a greater visualization of overall health and create greater patient engagement and satisfaction.
  • The diagnostic capability will be improved by the ability to query knowledge from greater datasets and allow for other advances like the application of AI technologies more effectively.
  • The cumulative effect will be more time to focus on patient care.

How Payers Will Benefit

  • Enabling the interoperability of patient data will lead to more efficient reimbursement processes under more uniform data sharing architecture.
  • It will improve member/payer engagement as members take more control of their healthcare requirements and payers can respond to those changes more efficiently.
  • The development of self-service web portals will be more patient-specific by understanding and taking into account patient history. Medical Passports can be enabled without compromising HIPAA privacy restrictions.
  • It will allow Payers a greater role in a member’s complete healthcare lifecycle process.

How Patients Will Benefit

  • It will put each individual in better charge of their Healthcare Lifecycle.
  • Enable coordination of personal health programs for both acute and long-term well-being.
  • Accelerate telemedicine to a more effective platform.
  • Create a better peace of mind for our own health destiny. After all, we are all patients!

Now let’s be clear, an undertaking such as this one (driving interoperability and allowing for the unimpeded data exchange across the entire healthcare ecosystem), with all its great potential waiting at the end of the process – as we outlined above – invariably presents a list of challenges. However, there is help.

Ad Victoriam’s Health Data Program offers a prescription for success. It provides a project framework with an organizational structure to align objectives, stimulate innovation, and to ensure the proper execution of a program strategy to realize the incredible opportunity that is presented. And as with every journey, it all begins with a first step. We encourage you to watch AdVic’s CMS Patient Health Data Regulation webinar series to get an overview of the new federal regulation, plus a deep dive into technology solutions for complying with the regulation.

CMS Patient Health Data Interoperability Webinar Series

Then, talk to our dedicated team to discuss the possibilities.

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Your Future Revenue: 6 Tips for Sales Pipeline Management

Your Future Revenue: 6 Tips for Sales Pipeline Management

There’s a lot that goes into sales pipeline management. After all, it’s your future revenue, so it pays to keep a careful watch over it. By regularly monitoring your pipeline, you ensure that it’s always stocked with fresh opportunities. When you take the time to identify and target your ideal customer, you’re practically guaranteed to get higher quality leads. And by finding new and different ways to enrich your lead records with trusted data to get key insights, you are gaining the opportunity to personalize the buying experience for customers with relevant messaging. As such, it’s important to remember to develop a plan for nurturing lower-scoring leads and developing a strategy for taking immediate action for high-scoring leads.

So, how can you keep your pipeline running smoothly to maintain a repeatable cycle of success? Here are six tips that will help you accomplish that goal.

1. Score the Right Leads

Want to accelerate your sales pipeline? Then evaluate your leads as soon as they come in. If a lead has a serious interest, an immediate need for your product or service, and that lead has the authorization to make decisions and allocate their company’s budget, that is, without question, a well-qualified, high-scoring lead and should be inputted into your pipeline immediately.

However, spending time on just any leads will not accelerate your sales pipeline. You need to be spending your time flushing out the right leads. When you do, you avoid clogging your pipeline with deals that simply are not ready for primetime. So, if you want to increase your forecasting accuracy, your goal should be to add qualified leads into your pipeline that are actually expected to move through the process.

2. Nurture Those ‘Not Ready’ Leads

Remember that all leads are not ready to buy, so you don’t clog up your pipeline. Make it a priority to create a separate list of casual browsers and those who you know don’t expect to make a purchase in the foreseeable future. Those are the clients that should be classified as leads to be nurtured. In the end, this will speed up your pipeline sales efforts as it allows your team to focus on the well-qualified leads.

3. Execute a Well-Defined Sales Process

Your business should identify potential pain points, obstacles that may prevent sales early in the sales process. Sales Managers need to commit the time and resources to discuss the pipeline with their teams in an effort to define a good sales process and gain incremental commitments.

4. Manage the Pipeline with CRM

Along with having a well-defined sales process, Sales Managers also need to carefully manage the pipeline, an activity which is more than simply looking at daily or weekly reports. The best Sales Managers are always asking themselves – and their teams, “What can I/we do differently today to win more deals?” For starters, they need to understand that sales pipeline management is much more than simply tracking numbers. Yes, sales pipeline tracking produces reports, but good sales pipeline management also allows sales departments to drill down into the numbers to see where their actions can accelerate the sales cycle. Customized CRM software, such as Salesforce’s Sales Cloud, is what is going to give Sales Managers easy access to that data, which in turn will allow them the necessary time to coach their teams and manage their company’s pipeline.

5. Coach Your Sales Team

Speaking of coaching the sales team, the best Sales Managers use CRM reports to understand and analyze data that gives them the information needed to coach. Remember, good sales coaching isn’t just a daily “rah, rah” speech. Good coaching is drilling down into your company’s CRM pipeline reports with your team and planning specific steps for each and every deal in your pipeline.

6. Where Possible, Automate

Once up and running with a CRM, take the time to look at the various stages of your pipeline and decide which tasks can and should be automated. Automating sales activities helps in both lead scoring and in improving the sales process, ensuring that leads are not ignored or forgotten.

Remember, accelerating the sales pipeline process is about knowing which leads to enter in the pipeline and which leads to nurture. Accelerating the sales process also means defining your company’s sales process, coaching your team, and managing your pipeline.

And last, but certainly not least, the other key to achieving the sales cycle speed you’re after is in finding time-saving ways – like implementing a custom CRM – to help your team have more face time with their customers.

At Ad Victoriam, our skilled team of Sales Cloud developers and consultants are experienced in cloud computing, CRM, and Salesforce solutions, delivering proven results to small and large sales teams in any industry. We are fully prepared to help you grow your business starting today. Let’s talk!

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The ABCs of B2B Commerce

The ABCs of B2B Commerce

B2B Commerce displays your product catalog in a branded eCommerce storefront and allows your customer base to place an order independently. Complex pricing models can be configured to match your current business rules and enable contractual agreement tracking for product entitlements and price points. In addition, you can capitalize on B2B Commerce’s target marketing functionality that provides customers with a tailored, engaging shopping experience. And best of all, B2B Commerce is a flexible solution that scales as your business grows.

Here’s How:

  • Flexible Online Marketplace: Whether you are managing one brand or multiple, B2B Commerce can be configured to provide a uniquely tailored shopping experience to your target audience for both mobile and desktop browsing.
  • Connected CRM Data: Since B2B Commerce is built on top of Salesforce, you can leverage your existing Salesforce data in conjunction with B2B Commerce data to make fully informed business decisions.
  • Self-Serve & Automated Ordering: Put the purchasing power back in your customer’s hands by providing a self-service checkout portal that frees up your reps to focus.
  • Ever Changing Always Evolving: Salesforce ensures that B2B Commerce is constantly innovating and evolving to meet common business challenges as they arise.

Highlights:

  • Gain a new revenue stream
  • Eliminate manual pricing calculations
  • Increase the velocity of order fulfillment
  • Automated approval processes
  • Integration with ERP, UPS/FedEx, tax calculators, and more
  • Eliminate manual pricing calculations

Moving fast and reaching your goals in an ever-changing marketplace is easier with B2B Commerce. With B2B Commerce, your customers enjoy a seamless, relevant, and connected experience, while you enjoy a new sales channel powered by traditional Salesforce CRM data.

Ad Victoriam’s dedicated B2B Commerce team is ready to apply their knowledge and passion to help you migrate from a legacy eCommerce solution or start from scratch and build you your first B2B solution. Our team has the skills and expertise needed to get your branded storefront up and running quickly so all you have to do is concentrate on driving new revenue. So, let’s get started today! Fill out the brief form below, or click here, so we can talk about the benefits of a B2B Commerce solution for your business.

 

 

Watch AdVic’s Webinar “B2B Commerce: The Online Sales Advantage”

B2B Commerce: The Online Sales Advantage - Watch Our Webinar

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Listen to Ad Victoriam’s “Salesforce Simplified” Podcast: “Introduction to Salesforce’s B2B Commerce.”

 

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Salesforce Reports That Keep Your Remote Sales Team Productive

Salesforce Reports That Keep Your Sales Team Productive

As businesses grow, it is anticipated that the number of remote employees will continue to grow as well. So, whether your sales team has worked remotely before or not, it is still important to ensure they are being productive. Gone are the days of sitting in cubicles and being watched over after making call after call.

Keeping Your Remote Sales Team Productive is as Simple as 1, 2, 3.

1. Communicate Purpose

The most important thing to keep your sales team productive is to communicate the purpose. Ensuring your sales team understands what is important and why will help them prioritize the different tasks that they have to do.

2. Provide Incentives

Now that your team understands the why behind what to do, they need the motivation to be productive. The best way to do this is by incentivizing your sales team. Incentivizing your team pushes them to not only meet expectations but to exceed expectations. Once you have determined the incentive, now it is time to determine how to measure your teams’ productivity.

3. Showcase Performance – Actionable

The third step is the most important one. You must have a way to visualize how your sales team is doing. Creating reports and dashboards is critical to a productive sales team. This allows you to manage more efficiently because you will see a real-time snapshot of how the team, as a whole, is performing and how each individual rep is performing.

It is important that your sales team is able to see how they are tracking with their own performance. This helps them know how close they are to their goal, what accounts they need to reach out to, and how they can improve. Make sure that these reports and dashboards are easily accessible for your team.

Useful Salesforce® CRM Reports and Dashboards

1. Goal Tracking

Some of the most valuable metrics are how reps are tracking to date and what they were at for the prior year. Showing the Year to Date, Quarter to Date, and Month to Date for the current year and the prior year allows the reps to see how they are tracking. This also allows you to understand how the team as a whole is tracking.

Reporting for Goal Tracking
Creating reports for goal tracking is simple. The easiest thing to do is to create a standard Opportunities report. From here, you can use different groupings, filters, and calculations to get the numbers you are looking for. The best practice is to use multiple reports when creating your dashboard as no one single report will give you everything you are looking for. An example is creating a report for YTD, QTD, MTD, this allows you to show your sales team how they are doing on the year, quarter, and month. Showcasing that next to the previous year can help push your team to beat last year’s marks.

Sales Tracking Dashboard

 

2. Activity Tracking

After goal tracking, the next measure to focus on is Activity tracking. Activities are vital to a sales rep’s success. In theory, the more activities logged with a prospective client, the more likely they are to close the deal. It is important to be intentional with activity tracking by bucketing different account types and how many calls or meetings are logged in each type.

Reporting for Activity Tracking
You can utilize multiple standard Activities reports. If you are focusing on Activities for your Accounts, then utilize the Activities with Accounts report. From here, you can customize your report for what meets your business need. The best practice is to ensure you have proper groupings such as the activity owner, the task type, the account type, etc. This will help you keep track of how your sales team is performing when it comes to logging activities and also if they are hitting the industries they need to hit.

Activity Tracking Dashboard

 

3. Pipeline

An understanding of your pipeline and the health of it helps push your sales reps to close deals faster and also helps you manage a forecast of the expected deals to close. This drives insight into understanding how the business as a whole is doing and how the business is expected to do.

Reporting for Pipeline Tracking
Reporting for pipeline tracking is similar to goal tracking reporting. You will still use the Opportunities report type, however, your focus will be on the Opportunity stage instead of YTD, QTD, and MTD. Also, you are able to create a standard funnel to see what stage the bulk of your opportunities are in. And if you like, you also create a bucketed field to analyze what is in the pipe versus what is committed. In addition, you are able to see a trend of what is committed and in the pipe from quarter to quarter. This allows you to push your team to close the deals that are in the final stages as well as understand how much revenue will be generated in the coming quarters.

Pipeline Tracking Dashboard

 

Some Additional Reporting Tricks to Help You Manage

  • Using targets so the gauges change colors depending on how close your rep is to their target.
  • Subscribe to Dashboards and Reports to get consistent updates.
  • Download each component as a PDF to send or present.
  • Utilize “View Dashboard As” to give a specific view based on the dashboard viewer.
  • Generate more powerful analysis and visualizations in Einstein Analytics.
  • Get notified when certain numbers are hit through Einstein Analytics dashboards.

Want more ways to inspire your sales team and drive performance? Watch this webinar to learn more. 

Managing a Remote Sales Team with the Right Salesforce Reports Webinar Replay

 

At Ad Victoriam, our Salesforce consultants can help your business achieve its sales goals. Specifically, we’ll guide you through relationship management, sales structure, pipeline management, and predictive sales. We’ll also work with you to construct reports and dashboards that will help your team reach their goals, see what accounts they need to reach out to, and outline all of the where areas they can improve. And the best part? We can start helping you today, so fill out the quick form below, or click here.

 

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