Category 1: Systematize Your Sales
What stage requires you to follow up at least every two weeks?
Staffed
What role do you need to have hired on/identified before staffing in a new region?
A Clinical Supervisor
What does SLP stand for?
Speech Language Pathologist
What is the standard term and renewal of an SSA?
1 year, renewing for periods of a year unless cancelled with 30 days written notice.
True or False: If a district contracts with an MSP, our only option to work with them is through the MSP.
False
What are our sales activity standards?
60 min sales talk time per week (or 30 calls), minimum 1 in-person sales trip per month, and meeting with current clients/cross-selling quarterly.
What is the name of the service that we offer to send in a replacement after a call out?
Sub/float pool or per diem
What is a Ro Health Happy Meal?
When we provide all 3 service lines to the same client.
Nursing, Behavioral, Therapy
When submitting an agreement in CONGA, what does “other party paper” mean and what would be an example?
A contract that is not ours (e.g., Master agreement, ISA, Vendor Authorization form, or RFP).
What are ways that you can identify competitors' rates to prepare yourself for a sales meeting?
Board Meeting agendas, FOIA requests, asking clients, or backward engineering from job postings/bid responses.
How do you indicate in-person sales on a sales opportunity?
Check the “road time” check box on the activity record.
True or False: There are no expectations for you to invite your Clinical Supervisor to routine team meetings or on the road.
False. They should join team meetings and join quarterly to biannual sales/client meetings.
Name a position outside of the behavioral department that Ro Health hosts cohorts for.
Credentialed School Nurse (CSN)
What is the difference between a RHSA and a SSA?
Nothing! They can be used interchangeably
Describe ZenEducate’s model and list 2 points to sell against them.
They are a marketplace platform. Selling points: Ro Health provides clinical oversight, training/cohorts, and a dedicated local contact.
What is the difference in how our sales reports track talk time vs. call count?
Talk time is the sum of Dialpad call duration on activities tied to a sales op; Call Count is Dialpad calls categorized in Target Recruit as client sales.
Give 3 examples we can tell clients on how we supply trained staff, in relation to our "trained and supported" brand promise.
BCA Training, Behavioral Safety Training, CPI training, or Cohorts.
When working in a new market, how frequently should you be meeting with your counterparts, who should be involved in those meetings and what items should you cover?
Meet with Nursing, Therapy and Business Development. You should cover Client/sales updates, pricing, road time plans, and plans to get a “happy meal.”
Name 3 items in the SSA that the contracts team will adjust with your approval.
Agreement term, Payment terms, conversion language, late fee terms, or governing law.
What does MSP stand for? (Bonus: name 3 competitors with MSPs).
Managed Service Provider. Competitors: Sunburst, Aya Education, Blazer Works, Frontline Education, Supplemental Healthcare, or AMN.
Whenever I call the decision maker listed on my sales op it doesn’t remove them from the Toucan, what is likely happening and what is the solution?
The decision maker is tied to another sales op. Solution: Confirm POC and make sure your sales op is listed on their contact record.
What are 2 conditions of approval for virtual supervision with a student?
Meeting the requirements of the Virtual Supervision Policy.
Name 10 positions that Ro Health Staffs outside of the behavioral department.
RN, LPN/LVN, CSN, SLP, OT, PT, SLPA, OTA, PTA, CNA, Health Aide, Vision and Hearing Screening.
List all 3 of our conversion language options in a Ro Health Staffing Agreement
-1 year notice, notice.
-Notice then continued work for 1040 hours.
-25% annualized salary
List 3 sets sets of competitors with different names that are owned by the same parent company.
Maxim, Amergris, (Sunburst - MSP)
Procare, Soliant, Sunbelt,
(Blazerworks, MSP)
-ESS and Supplemental Healthcare- owned by Vistria group