Nick Schiro

Are you struggling with high turnover in your sales team? High turnover in healthcare sales can stall growth and disrupt prospective customer and referral source relationships. It's time to consider fractional sales support—a strategic solution that provides stability, expertise, and continuity without the overhead of full-time hires. With fractional sales professionals, you can maintain momentum and achieve your sales targets with seasoned experts who understand the healthcare landscape. Let's redefine what stability in your sales team looks like. Consider SMPS Fractional Sales Support to bring consistent, experienced leadership without the overhead of a full hire. #HealthcareSales #FractionalSales #SalesSupport #SalesStrategy #TeamStability #BusinessGrowth

4

2 Comments

Labor cost containment is just one side of the margin equation. Modern workforce strategies consider the receivables providers generate to determine full downstream contributions to the ledger. At CHG, we're helping our partners optimize their costs, revenues, and volumes, resulting in financial and quality outperformance. #medicalstaffing #workforcesolutions #CHG

14

The Ripple Effects of Sales Turnover in Healthcare: A Strategic Solution In the fast-paced world of healthcare sales, turnover isn't just a minor inconvenience—it's a major disruption that can have far-reaching effects on your organization. When a salesperson leaves, it isn't merely a seat that becomes vacant; it's a potential drop in sales momentum, a loss of critical customer relationships, and a drain on the morale of your team. Firstly, sales turnover affects customer relationships. Healthcare clients rely on trust and consistency, which are cultivated over time. When their familiar point of contact suddenly changes, trust can erode, potentially jeopardizing long-standing relationships. Secondly, turnover impacts your team’s performance. Sales teams thrive on camaraderie and collective expertise. Losing a team member can disrupt team dynamics and reduce overall productivity, as new or remaining staff take on additional responsibilities or transition periods extend. Finally, there is a financial impact. The costs of recruiting and training new personnel are significant, but the hidden costs, such as lost knowledge and decreased sales activity during transition, are often more detrimental. This is where fractional sales support, especially tailored for the healthcare industry, can be a game changer. Fractional sales professionals are not just fill-ins; they are seasoned experts who bring stability, maintain continuity, and drive sales strategies that align with your business goals. SMPS Fractional Sales Support offers a unique solution that mitigates the negative impacts of turnover by providing access to top-tier sales executives who understand the healthcare market. Our professionals step in quickly, align with your team’s culture, and connect effectively with your clients, ensuring that business continuity is maintained. With SMPS Fractional Sales Support, you can overcome the challenges of turnover and keep your sales engine running smoothly without the usual disruptions. Our approach allows you to integrate an experienced sales leader into your team on a flexible basis, adapting to your needs and market demands without the commitment and cost of a full-time sales professional. Curious to see how fractional sales support can transform your healthcare sales strategy? Contact us today at sherrainmyles.com to learn more about how SMPS Fractional Sales Support can bring stability and growth back to your sales team.

1

𝗢𝘃𝗲𝗿𝘃𝗶𝗲𝘄 𝗼𝗳 𝗨𝗛𝗖 𝗛𝗲𝗮𝗹𝘁𝗵 𝗜𝗻𝘀𝘂𝗿𝗮𝗻𝗰𝗲 𝗣𝗹𝗮𝗻𝘀 𝗜𝗻𝗱𝗶𝘃𝗶𝗱𝘂𝗮𝗹 𝗮𝗻𝗱 𝗙𝗮𝗺𝗶𝗹𝘆 𝗣𝗹𝗮𝗻𝘀: Marketplace plans with flexible options like Open Access plans allowing direct access to providers. 𝗘𝗺𝗽𝗹𝗼𝘆𝗲𝗿-𝗦𝗽𝗼𝗻𝘀𝗼𝗿𝗲𝗱 𝗣𝗹𝗮𝗻𝘀: 𝘾𝙝𝙤𝙞𝙘𝙚 𝙋𝙡𝙪𝙨: A PPO plan with in-network benefits. 𝙉𝙖𝙫𝙞𝙜𝙖𝙩𝙚: An HMO plan requiring a primary care physician. 𝙇𝙚𝙫𝙚𝙡 𝙁𝙪𝙣𝙙𝙚𝙙 𝙋𝙡𝙖𝙣𝙨: Self-funded options for businesses. 𝗠𝗲𝗱𝗶𝗰𝗮𝗿𝗲 𝗣𝗹𝗮𝗻𝘀: 𝙈𝙚𝙙𝙞𝙘𝙖𝙧𝙚 𝘼𝙙𝙫𝙖𝙣𝙩𝙖𝙜𝙚: Comprehensive coverage with extra benefits. 𝙈𝙚𝙙𝙞𝙘𝙖𝙧𝙚 𝙎𝙪𝙥𝙥𝙡𝙚𝙢𝙚𝙣𝙩: Covers out-of-pocket costs not included in Medicare. 𝙋𝙖𝙧𝙩 𝘿: Standalone prescription drug coverage. 𝗠𝗲𝗱𝗶𝗰𝗮𝗶𝗱 𝗣𝗹𝗮𝗻𝘀: Community Plan: State-specific Medicaid offerings for low-income individuals. 𝗛𝗲𝗮𝗹𝘁𝗵 𝗦𝗮𝘃𝗶𝗻𝗴𝘀 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 (𝗛𝗦𝗔) 𝗣𝗹𝗮𝗻𝘀: High deductible plans paired with HSAs for tax-free savings. 𝗦𝗵𝗼𝗿𝘁-𝗧𝗲𝗿𝗺 𝗛𝗲𝗮𝗹𝘁𝗵 𝗜𝗻𝘀𝘂𝗿𝗮𝗻𝗰𝗲: Temporary coverage for transitions between longer-term plans. 𝗔𝗱𝗱𝗶𝘁𝗶𝗼𝗻𝗮𝗹 𝗙𝗲𝗮𝘁𝘂𝗿𝗲𝘀 Coverage for preventive care and telehealth services. Wellness programs to improve member health. 𝗖𝗼𝘀𝘁 𝗦𝘁𝗿𝘂𝗰𝘁𝘂𝗿𝗲 Premiums, deductibles, and out-of-pocket maximums vary by plan, affecting overall costs. #UHC #RCM #Billing #Plans #types #USA #patients #Everyone #

25

1 Comment

How do you know if your organization suffers from a CDI skills gap? Some questions to ask ⬇️ 💡 ▪️ Would my CDI department’s performance improve with more highly qualified staff? ▪️ Where does my team encounter the most difficulties — is it with clinical terminology, coding guidelines, or documentation requirements? ▪️ Are the primary challenges in my department related to skill set, headcount, or technology?

6

The secret weapon of successful med tech sales reps isn’t a generic email or another cold call. There’s too much focus on: • Sales pitches • Targeting • Product demos And not enough on: • Personalized videos • Authentic connections • Delivering value from the start Here’s the truth: A compelling, personalized video cuts through the noise like nothing else. Investing in personalized videos isn’t a gimmick. It’s a way to stand out, build trust, and engage decision-makers on their terms. So ask yourself: How many more prospects would respond if your outreach felt human? Join Virtual Sales Rx and learn the step-by-step insights on using personalized videos to amplify trust, increase engagement, and scale sales. Virtual Sales Rx isn’t about more cold tactics — it’s about strategies that resonate. Bonus: We’ve trained top 2 Billion Dollar Med Tech companies, we can train your sales team, regardless of size. Schedule 15 minutes w/me to discuss at https://lnkd.in/enG5VQB

30

3 Comments

Medical sales reps, your job is to bring your customers options and ideas, not to convince. Instead of this: Hey Doc, check out this awesome “XYZ Product” that does (insert feature list). 🤮 Do this: Hey Doc, this was presented to me as a potential solution to (a specific problem) others have faced when treating (a specific condition). Then, ask questions: Have you struggled with this? What’s your current strategy? Are you happy with the results? If there was an easier solution would you be opposed to hearing about it? Open the door, then let them walk through. The quickest way to lose credibility is to try to convince a customer you know what they need. You don’t… Thoughts? #medicalsales #orthopedics #cardiovascular #repdaily #stryker #arthrex #zimmerbiomet

153

25 Comments

🔍 Exploring MultiPlan's Healthcare Billing Practices: A Critical Analysis 🔍 In a recent investigation, concerns have been raised about MultiPlan's billing practices within the healthcare industry. MultiPlan, known for its preferred provider organization (PPO) network product and related services, has come under scrutiny for potentially violating the No Surprises Act. MultiPlan's PPO product offers health plans the flexibility to utilize their networks as primary or complementary options. However, recent revelations suggest that clients may bypass agreed-upon rates, leaving providers and patients in the dark until after services are rendered. The No Surprises Act, implemented earlier this year, aims to protect patients from unexpected medical bills by requiring providers and health plans to disclose specific cost breakdowns before services are provided. This raises questions about MultiPlan's practices and whether they comply with these regulations. While MultiPlan has issued statements defending its mission of affordability and fairness, questions linger about the extent of their responsibility and transparency in decision-making. Expert analysis from Jack Hoadley of Georgetown University's McCourt School of Public Policy sheds light on how the No Surprises Act addresses these issues, particularly through advance explanation of benefits (AEOBs) to provide patients with financial transparency before services are rendered. As discussions around healthcare billing transparency continue, it's crucial for stakeholders to understand the implications of these practices on patients, providers, and insurers alike. Read more about the investigation and expert insights in the full article. Let's ensure transparency and fairness in healthcare billing practices for the benefit of all involved. #HealthcareBilling #Transparency #NoSurprisesAct

12

1 Comment

Healthcare Executives: Are You Getting the Full Picture? Do you happen to have a protocol in place with your staffing solution to regularly survey your internal end users about the program's success? While data and reporting are vital, executives often focus solely on these reports without truly engaging with the people involved in the day-to-day process. Understanding the firsthand experiences and insights of your staff can provide invaluable perspectives that a report alone may not capture. Ensure your staffing solutions are not just efficient on paper but effective in practice. #MedPro #HealthcareLeadership #StaffingSolutions #EmployeeEngagement #ContinousImprovement

6

For #medtech reps, emailing doctors can be a great way to get your foot in the door, but you have to be strategic about it. Random emails with no value, or just spamming physicians will get you blocked instantly. Learn how to do it the right way here

9

Want to validate your AI tool? Interested in training up and credentialing your coders? Need Auditing and Coding Support? Come visit us at booth #125 at Rise West or schedule a time to meet! Don't forget our Roundtable: Optimizing Patient Outcomes: The Power of Pre-Visit Reviews Jennifer Hicks, CPC, CRC Director of Risk Adjustment Strategy, AAPC - Capture Key Conditions: Identify and address chronic conditions and comorbidities before the visit. - Reduce Errors: Prevent post-visit corrections with accurate pre-visit coding. - Ensure Accurate Risk Scores: Accurately reflect the patient’s true health status to ensure appropriate risk assessment.

12

#TopTip On-demand talent encourages innovation, experimentation, and risk-taking within sales teams. It promotes a culture of trying new ideas, exploring different approaches, and embracing change as part of the learning process. #Recruiting #MedicalSales #MedicalSalesTeam #SalesTeam #OnDemandTalent

1

Today was touch-base day with leading Glo2Facial providers from across the country. I enjoy the opportunity to talk one-on-one with leading providers to learn how they are navigating the market, measure success, and drive new client acquisition. The questions of the day- 1. How is your practice/business leveraging Glo2Facial to create a point of differentiation in your market? 2. How are you monetizing the Geneo X platform? Highlights: * Glo2Facial provides a comprehensive solution for our patients and providers- the multifaceted treatment rejuvenates on a cellular level to maximize results. *The fixed cost of goods and zero fluidity provide the unique opportunity to build Glo2 packages in combination with advanced therapies to maximize results, drive client retention and profits. * Our Aestheticians use the Geneo X platform to build client treatment plans. We leverage the six Glo2 customizations with the clients' skin care goals to build a treatment plan, drive results and patient satisfaction. As a leader in the Aesthetic space, the Lumenis team prides itself on delivering innovative, and effective treatments for our partners. Today reinforced the opportunity and results we are delivering for your partners. Thank you to our partners across the United States we value your commitment to excellence. #Glo2Facial #Lumenis #Success #Wins

36

If your med device CFO doesn't LOVE (yes, possibly a mild romantic interest in) "THIS" account...you're doing it wrong! No price erosion negotiations for market share... No rebates... No "foot in the door" sales statements to the Pricing Committee... Just high profit margin pricing that remains stable...and can even be contractually increased Year-over-Year. Companies that reward "winning" sales people with lavish trips...shouldn't be surprised when the CFO wants to help carry the bags of those selling to the VA! Yes, the VA should be every CFO's secret crush! Despite the rumors, stereotypes and an occasional ill-intentioned lie, the Veterans Affairs healthcare network is the biggest and, if done correctly the most profitable account for medical device companies. Pro-Tip: Those who say the VA is too "complicated" are the same people who falsely believe the VA requires the "best prices". #medicaldevice #sales #meddevice

5

Is your bad debt collection agency using digital to communicate with your patients? If not, you're leaving money on the table. See the quick read below and link to the original post. Enjoy!

5

I'm Hiring a Director of Client Success. Do you know marketing and are you hands-on helping clients? $120K-150K Base ($180K-$220K OTE) | Fully Remote 🌍 Our client is an industry leader in business coaching for health professionals and is looking for a Director of Client Success to help drive transformational growth for their clients. This is a fully remote role with a strong emphasis on hyper-growth and client retention. You must have a knack for client relationship management, digital marketing, and coaching services. 🔑 About the Company: Our client's founder is a New York Times bestselling author who's built health businesses in the 7-figure league. They're on a mission to help health & fitness professionals build smarter online businesses that are more profitable at the same time. 📊 What You'll Do: As the Director of Client Success, your primary mission will be to ensure that clients experience significant, fast-track success and that they’re positioned to renew or upgrade their coaching programs. Your role will involve leading and mentoring a team of Client Success Managers, overseeing client engagement, and improving the customer journey. You’ll be responsible for: Ensuring that 80%+ of clients are consistently progressing through the program. Leading the Client Success team, including hiring, training, and mentoring new Success Coaches and other coaching staff. Maintaining client satisfaction and profitability by keeping churn under 5% and increasing customer lifetime value. Engaging with the client community, responding to their questions, and encouraging engagement in the group calls and online platforms. 🚀 Key Goals & Metrics: Churn rate: Keep client churn under 5%. Engagement: Ensure 80%+ of clients are engaged and progressing. Renewal/Ascension: Ensure 70% of clients renew or ascend to the next-level mastermind. 🌟 What We’re Looking For: 4-7+ years of experience in client success, account management, or a similar role within the coaching services industry. Strong leadership skills with a background in team management, ideally in a fast-paced, high-growth environment. Experience in digital marketing, including managing or coaching on funnels, webinars, and lead generation strategies. Deep knowledge of behavioral psychology and NLP to help clients achieve their highest potential. Familiarity with coaching methodologies from thought leaders like Tony Robbins or Brendon Burchard. A “people person” who knows how to inspire, coach, and get the best out of both team members and clients. 💥 Ready to Make an Impact? Send your resume to [email protected] to apply. Be part of a mission-driven company making waves in the health & fitness industry. #ClientSuccess #DirectorOfClientSuccess #Coach #Coaching #RemoteJobs #Leadership #DigitalMarketing

6

1 Comment

Med tech sales/marketing sticks w/script installed in 1994. It's a race to the messy middle: • exclusive face-to-face sales • sea of sameness product marketing • sales reps "fit-in" and don't "stand out." It's not scalable/differentiated today, tomorrow, or in another years time. Today marks 178 attempts (YTD) where I send a med tech VP, Sales/Marketing a personalized video sequence (3 videos) asking if they watch these videos (avg length is 1m and 47s) and consider a 15 minute virtual chat at their convenience. In total 173 unresponsive (nothing), 4 acceptance, 3 not interested) I keep count. If you're a frontline W2 sales rep, you're boss has not answered my question: what is your strategy to scale sales in 2024? I've never received an answer when I pose this question. Never ever. Pretend I'm a reconnaissance pathfinder - like in the Army, but for med tech sales/marketers. Here's my report and compass setting for you... How are you earning attention and building trust at scale? Not enough windshield time or #hustle for you to be a solution to my question. I'll tell you what you're not realizing as someone in your shoes, got promoted to VP, Sales, and helped sell our business to Medtronic for 16x earnings, and works with some of the top surgeons in the world. Let's go back to the question: How are you earning attention and building trust at scale? Your leadership doesn't seem to want to answer. It's not your fault, you've not been taught to compliantly earn attention and build trust. More product knowledge, blah/blah/blah. Make more calls, blah/blah/blah. In my 30 + years of med tech, I've never experienced a more fierce resistance, on an issue, to sell like it's 1994 and a refusal to answer the question. The silver lining - you can keep your job, and to date, you don't have to evolve your sales enablement skills - but, every year, your quota is going up and territories are being split. Most everyone sells the same exact way, so as long as you "make more calls" you should be fine. Most of you are not ready to hear this... but you're not marketable if you can't virtually increase engagement, deliver virtual sales enablement that scales sales, and differentiate from the sea of sameness. Respectfully, 97% of you will not be trained by us. Our approach, at least the past 4 years - 97% of med tech sales/marketing are indifferent. I've conceded that "change" is our real competition and we are considered too unconventional for the old guard. Every week, I'm contacted by great people - more layoffs. [Back to the question that goes unanswered] How are you earning attention and building trust at scale? If you were laid off today, do you have an answer and the confidence to depend upon emails/personalized videos to help you become face-to-face (at scale)?

7

4 Comments

This webinar tackles the critical issue of healthcare staffing shortages with Scott Polenz, Principal Consultant at CHG Healthcare. Join us as Scott dives into the root causes of these shortages, explores strategies for boosting provider retention, and discusses the trend of consolidating physician services within health systems on November 6th 1:00p EST. #AAPPR #webinar #CHG #physicanstaffing #providerrecruitment #HCO

21