Overview
The Sales Spotlight tab contains the most important and useful metrics related to a selected provider and for your selected "My Agency."
In this article
This article is an overview of Sales Spotlight and is applicable to all providers in every module of Marketscape Insights. Details for each individual Sales Spotlight page are included in separate articles, and can be found in the menu of links below.
This Article
Links to other articles
- Sales Spotlight in Marketscape Insights for Home Health
- Sales Spotlight in Marketscape Insights for Hospice
- Sales Spotlight in Marketscape Insights for Skilled Nursing
Sales Spotlight - Main Features
Brief Orientation
Sales Spotlight comes in four flavors and the differences between the flavors is the location where you will find each version and the metrics available in each.
In Marketscape Insights - Sales Spotlight is the first tab on many Analyze pages for individual selected providers in Marketscape Insights for Home Health, Skilled Nursing, and Hospice.
Physician Example |
Facility Example |
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Sales Spotlight Email - In Marketscape Insights only, on Physician or Facility Analyze pages, under the Sales Spotlight tab, you can send yourself or your colleagues the Sales Spotlight email. Look for this button: 
Sales Spotlight In Marketscape CRM - click on Market Spotlight, then for any listed physician or facility, when you click on the provider's name, Sales Spotlight will open.
For more details, see Sales Spotlight in Marketscape CRM below.
Conversation Starters - In the case of both Sales Spotlight in Marketscape Insights and Sales Spotlight in Marketscape CRM, there is a "view" of the content called Conversation Starters. The metrics in Conversation Starters are different in that they are presented in a sentence that compares two metrics. The metrics in the Sales Spotlight email are all presented in this sentence format.
In Marketscape Insights turn on Conversation Starters by clicking on the toggle icon 
. When Conversation Starters are on, the toggle looks like this: 
In Marketscape CRM there are two large tabs at the top of Sales Spotlight. Click on the "Conversation Starters" tab to open Conversation Starters. In the image below, the dark underline indicates that the Sales Spotlight view is currently active.
Last but not least - Any provider Analyze page that does not have a Sales Spotlight tab will have a tab called "Insights" that contains the most critical metrics for the selected provider.
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Sales Spotlight in Marketscape CRM
For a detailed explanation of Sales Spotlight in CRM, see Market Spotlight and Sales Spotlight in the CRM Help Center.
The Sales Spotlight metrics in Marketscape Insights and Marketscape CRM are mostly the same. The visual presentation in Marketscape CRM is different - compare the following two images:
| Marketscape Insights | Marketscape CRM |
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Some details
- The additional summary content in this article applies to Sales Spotlight in Marketscape CRM
- The additional articles with links listed above include details relevant for Sales Spotlight for Marketscape CRM
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Sections in Sales Spotlight
There are two major sections in Sales Spotlight - "Get to Know this... (provider)" and "How Do I Stand Out?" The "Get to Know this..." section is above the "How Do I section." Scroll down to see the lower section of content.
Get to Know this ... (provider) - upper section
In Marketscape Insights, this section is identified as shown
| For a physician | For a hospital | For a skilled nursing facility |
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| The section header will align with the provider type selected for the Analyze page being viewed. | ||
In Marketscape CRM, there is no header that identifies the "Get to Know..." section - nevertheless, the metrics in this section are at the top.
The metrics visible under the Sales Spotlight tab are different for each provider type and line of business. Clicking on one of the links above will open an article with extensive details for any metric included in the "Get to Know..." section of Sales Spotlight.
Usage
- The metrics in the "Get to Know..." section of Sales Spotlight are related to the provider you selected which is displayed on the Analyze page.
- Use the metrics to evaluate the selected provider as a potential partner or source of patient referrals.
- For specific usage best practices, see the detailed articles shown in the list above. Each metric is described in detail in the content for each different Sales Spotlight tab.
How Do I Stand Out? - lower section
The "How Do I stand Out? section is identified as shown in the images below:
| Marketscape Insights | Marketscape CRM |
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Your "My Agency" will be identified by name. (In boxes, above.)
MS-DRG's
The metrics are calculated for patients associated with specific MS-DRG's and are grouped in this section under MS-DRG categories
- Metrics for "All MS-DRGs" will always be included. That is, there will always be a sub-section of metrics for all patients.
- Other more specific MS-DRG related metrics will be included if there are enough claims (patients) to generate the metric. More specific metrics based on specific diagnoses will be included for any MS-DRG that can be calculated.
Usage
The metrics in this section are about your chosen "My Agency." Use these metrics to show your company's competitive advantage for patients treated by the selected provider.
Clicking on one of the links above will open an article with extensive details for any metric included in the "How Do I Stand Out?" section of Sales Spotlight.
Choosing "My Agency"
You select your "My Agency" by clicking it in the dropdown.
| Marketscape Insights (located near the top of Sales Spotlight) | Marketscape CRM (located at the top of "How Do I Stand Out?") |
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| In Marketscape Insights, only agencies from your company that match the line of business you are viewing will appear. That is, if you are looking at Marketscape Insights for Home Health, the "My Agency" list will only include home health agencies in your company. | In Marketscape CRM, the "My Agency" dropdown list will include your company's home health agencies and hospices. For metrics to be displayed in the "How Do I Stand Out?" section, you will need to select a facility with the same provider type as the line of business selected for the page. |
Every agency owned by your company will be revealed in this dropdown list. If your agency is not shown in the dropdown list, make contact with your company's Trella Health account administrator to have the NPI added.
Setting the "Compare to:" dropdown
This dropdown selection allows you to select the comparisons presented in the tiles in the "How Do I Stand Out?" section. The default is "Best Story" which presents your selected "My Agency" in the best possible comparison. You can also compare your agency to the top destinations for the selected provider or against state or county benchmarks.
Although the image above shows a list of top hospice competitors, what you will see in the "Compare to:" dropdown will match your selected "My Agency."
- Best Story - This option is the default and will display your agency's metrics that reveal the best competitive story. That is, the tiles will show examples where your agency's metrics are better than the comparative metrics. If possible, we will show metrics against a listed "top" agency. If no favorable comparison can be shown with a competitor, we will show your agency's metrics against the state or county average. Then, if there is no favorable comparison, you will see your agency's metrics and the state average.
- Top competitors - Choose a specific "top" competitor and your agency's metrics will be shown in comparison to your chosen agency.
- State/County - Choose the state or county average and your agency's metrics will be shown in comparison to your choice.
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The Sales Spotlight Email
What is a Sales Spotlight Email?
Sales Spotlight emails can be sent to anyone in your company for immediate access to the key metrics for a chosen provider. The email includes the top metrics (see below) for the selected provider, physician or facility and for your chosen "My Agency." In short, most of the Sales Spotlight metrics are in the email presented as Conversation Starters - sentences that describe the differences between the metrics in short sentences.
How to send a Sales Spotlight Email
Once you have navigated to the Analyze page for a specific provider of interest, it is easy to send the Sales Spotlight email.
Although the example below shows a hospital, the process is the same for any provider type.
- The first step is to click on the "Email Sales Spotlight" button near the top left of the screen.
- The following dialog box will open:
- Click on the check boxes to the left of one of your team members to whom you want to send the email. (or to yourself.)
- Notes: If you want to add a note that will be added to the email, you can type it into the box at the bottom of the dialog box.
- Click the "Send" button when you are done.
Email Content
| Summary | Image of sample email |
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In sum, you will find the Conversation Starters content from Sales Spotlight presented in the email.
The link, "View details in Marketscape" will open the Analyze page for the provider in a browser.
The name of your agency is at the top of the section.
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Remember, these metrics are about the selected provider displayed on the Analyze page.
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Where to find Sales Spotlight
Since Sales Spotlight is designed to provide details for providers that/who are potential sources of patient referrals, not all provider types will have Sales Spotlight tabs. Whether a provider type has Sales Spotlight also depends on the line of business. The table below shows whether there are Sales Spotlight tabs by the line of business and provider type in each row
| Line of Business/ |
Provider type (on Analyze page) |
Sales Spotlight tab? |
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Marketscape Insights for Home Health OR Marketscape CRM > Market Spotlight for Home Health |
Physicians | Yes |
| Hospitals | Yes | |
| Home Health Agencies | No | |
| Hospices | No | |
| Skilled Nursing Facilities | Yes | |
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Marketscape Insights for Hospice OR Marketscape CRM > Market Spotlight for Hospice |
Physicians | Yes |
| Hospitals | Yes | |
| Home Health Agencies | No - even though home health agencies are patient sources for hospice, Sales Spotlight does not exist for home health agencies in Marketscape Insights for Hospice | |
| Hospices | No | |
| Skilled Nursing Facilities | Yes | |
| Marketscape Insights for Skilled Nursing | Physicians | Yes |
| Hospitals | Yes | |
| Home Health Agencies | No | |
| Hospices | No | |
| Skilled Nursing Facilities | No |
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