Rating contacts is the best way to determine if sales reps are interacting with the most influential individuals associated with the accounts they are calling on. Doing this process manually can take a lot of time, effort, and be inconsistent with the guidelines of your organization. Do you want an easy, automated way to rate your contacts in Marketscape CRM? Did you know that there is an option to do this in your system?
Account admins have the option to set Contract Ratings (under the Settings section) to "Allow user to manually select" (the users will control and update the ratings based on respective criteria) or there is an option to automatically rate the contacts based on the number of admissions received during a selected timeframe (monthly, quarterly, semi-annually, and annually).
The variable admit range will determine what rating the contact will fall into and automatically update as admissions come into the system.
Items to remember
- Contacts that fall outside of parameters will default to a "D" rating
- Referrals will only roll up to contacts that were listed as the primary physician on the referral.
If you select the option "Define admit range for each" the following interface opens:
Let's walk through the settings
|Period - Choose the period for which admissions will be counted to set the rating.
|You can choose whether the period is updated by actual months, quarters, etc., or by a rolling period. (Updated daily.)
|Set the quarter 1 start date for your company
Set the admission count range that will trigger each rating.
The numbers in the boxes are examples entered for the sake of the image and do not reflect a suggestion for use.
Remember to hit the "Save Settings" button.
Warning - This tool has some limitations. Assigning admission counts for this rating only include primary/attending physician fields (see image below). As a result, this counting system might be totally unhelpful for some physicians. Second, once you turn on this automatic rating system, users will not be able to change the rating for a physician even for contacts added by the user.
Since this image contains live data, we needed to blur the actual names.
The top arrow points to the field that is counted for the automated rating. The "Referring Person" is the provider we want to track. This issue pertains more to Hospice related ratings, but you can see that the primary physician (attending) would receive the counts and the higher rating and the physician who is making referrals will not receive the count.
To learn more about contacts, check out these articles that go into what a contact is or additional contact details that can be added to better assist in building and developing that relationship with both the contact and account.