Field Accounts
Salesforce
CRM Resources
IA Engagement
Compliance
100
What is a field account?
An organization or business with whom Outreach works with in the community to improve the well-being of seniors, together.
100
Should you Keep a Campaign in the Planned stage until all Campaign Members are added?
No, Always move the status to complete once the Campaign has ended.
100
What resource does OSH provide to see if prospective field accounts are within your territory
Master Catchment Google Map
100
True or False:
We call IAs agents, not advisors
TRUE!
100
It is compliant to create custom flyers for In center events just not out of center events?
FALSE!
200
Name a type of field account
Food
Housing
Social
Support
Faith
Retail & Resturants
Money
200
A Contact in Salesforce is the Campaign Member
FALSE!
A contact is a person who works for a business account.
200
Every center is assigned a __________, which is the area serviced by a center
Catchment
200
What is the AOR in Salesforce?
Agent of Record
200
After inquiring about an event you may be asked to pay a Vendor or Sponsorship Fee. What are some steps CRM's should take in this scenario?
-Do Not simply accept and pay
-Do negotiate and pay a lower amount when possible
300
According to the Field Account mix what type of accounts should you prioritize first ?
Housing: Senior Living Facilities
300
Accurately Name and describe BOTH of these Salesforce Icon
Campaign Member
Campaign
A campaign is a marketing project that we want to plan, manage, track, and report on in Salesforce.
300
What are some resources you can use to learn about your catchment
Google maps
Master Catchment Map
Chamber of Commerce
Facebook
Get out and drive around your neighborhoods!
300
What are somethings you should do after you complete an event with an IA?
Thank IA/Partner carrier for the time and participation in event
Review successes and areas of improvement for future events
Be sure to stay engaged with the prospects from event and document properly in salesforce
Leads and campaigns both connected to IA in salesforce
Connect prospects from event back to agent where appropriate
300
Where can you create custom flyers for in center and out of center events?
400
What are a few ways you can uncover new field accounts opportunities?
Networking (get ideas from others who have been working the area longer than you)
Experienced Insurance Agents (IAs) or other field account relationships
Social Media
Google Maps
400
Where in Salesforce can CRMs find reports reflecting campaigns, field account touchpoints, and more to help effectively manage field accounts and events.
CRM Dashboard
400
When connecting with a field account for the first time, what are the two main ingredients to bring to the initial meeting:
Field Account Pitch Tool
Field Account Survey
400
What are the two types of Agents that OSH work with?
There are two types of IAs we work with in the field:
Captive Agents sell insurance plans on behalf of one carrier, like Humana, Aetna, or Cigna, etc.
Brokers sell insurance plans on behalf of many carriers, and are not restricted to selling plans for just one like captive agents
400
How much can be spent per day and per year for each attendee that attends your events?
$15 per day
$75 a year
500
What are the three stages of the Field Account Sales Process
Initiate:
Stakeholder mapping / select field account
Approach field account
Give field account pitch
Build:
Establish trust by sharing data
Strengthen interest by sharing ways you can collaborate together
Cement:
Make the ask
Share survey to better understand needs
Align on plan for next steps
500
Where can you find relevant activity reminding you of an upcoming deadline or notifying you when someone mentions you on Chatter.
Notification Bell
500
How much can CRMS spend monthly on out of center events and activities?
$500
500
Where can you see the IA Web Leads in your market?
Find IA Web leads in Salesforce:
Go to OD Dashboard Page > “IA Web Leads from Last 7 Days” widget
500
If you have an event that you want to run in-or-out-of-center that is not on the Salesforce events list, simply submit a _____ _____ _____
Field Request Form