Overview
The purpose of this article is to help you understand the metrics in Sales Spotlight and know how to use them effectively. In this article we take a deep dive into each metric; definition, calculation, usage, and where to find each metric in Marketscape Insights and in Marketscape CRM.
To jump directly to a list of specific metrics in this article - 
Let's get Oriented
Sales Spotlight comes in four flavors and the differences between the flavors is where you will find each version and the metrics available in each.
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Sales Spotlight In Marketscape Insights -
- on Physician or Facility Analyze pages, Sales Spotlight is the content in the first tab. -
Sales Spotlight Email -
- on Physician or Facility Analyze pages, under the Sales Spotlight tab, you can send yourself or any of your colleagues the Sales Spotlight email. Look for this button 
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Sales Spotlight In Marketscape CRM -
- click on the "Market Spotlight" button in the left navigation to open the Market Spotlight page, then for any physician or facility, when you click on the provider's name, Sales Spotlight will open. - 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.
Signposts in this article
So that you can quickly determine which metric is included in which version of Sales Spotlight, at the top of the section where each metric is described below, we will display the following icons:
- For metrics included in Sales Spotlight in Marketscape Insights (MARINS)
- For metrics included in the Sales Spotlight email (SSEmail)
- For metrics found in Sales Spotlight in Marketscape CRM (MARCRM)
Relevant details about Conversation Starters will be included under each metric in which they appear.
In this article
Content summary
This article contains the definition, calculation and usage information for each metric tile in the Sales Spotlight tab. You can certainly browse the entire article, or, you can use the following list of metrics in order to find a specific metric of interest and navigate to that section of the article using the link.
Sales Spotlight and the Sales Spotlight email have two sections of metrics:
- Get to Know this Skilled Nursing Facility - metrics that help you to evaluate the selected skilled nursing facility.
- How Do I Stand Out? - metrics that help you to create a story about your chosen "My Agency."
Click on the metric name to immediately navigate to the details for that metric.
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Get to Know This Skilled Nursing Facility
- Patient Volume - Only Sales Spotlight Email - Includes Medicare FFS patients and HHA Patients counts.
- Top Hospice Destinations - The top three hospices with the highest percentage of patients who were admitted to hospice within 30 days of discharge from the selected skilled nursing facility during the one-year reporting period
- CMS Payer Mix - 20YY - The count of distinct Medicare Fee-for-service (FFS), Medicare Advantage (MA), and/or Medicaid patients treated by the facility during the year listed in the header
- Readmission Rate: 30-Day - The rate at which the selected facility's patients came from an inpatient setting, were admitted to the listed facility, and were subsequently readmitted to any hospital within 30 days of the first inpatient discharge
- Annual Patient Count - The count of distinct Medicare FFS patients discharged from the facility during the one-year reporting period
- Patient Risk Score - Average Hierarchical Condition Category (HCC) Patient Risk Score for this facility
- Patient Hospice Utilization - Percentage of skilled nursing stays that were discharged during the one-year reporting period and received hospice care within 30 days of discharge from the skilled nursing facility
- Trella Diagnostic Groups - CRM Only - The top 3 Trella diagnostic groups associated with the selected skilled nursing facility based on the annual FFS patient counts
- Patient Location - CRM Only - The top five counties where patients treated by the selected skilled nursing facility reside
- Chronic Conditions - CRM Only - The top five diagnoses for patients treated by the selected skilled nursing facility
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How Do I Stand Out?
- What's in this section?
- All Visits Last Three Days - Average number of visits (RN, LPN, SW, home health aide) provided by the selected "My Agency" to patients on routine home care within the last three days of life during the one-year reporting period
- All Visits Last Seven Days - Average number of visits (RN, LPN, SW, home health aide) provided by the selected "My Agency" to patients on routine home care within the last seven days of life during the one-year reporting period
- Hospitalization Rate: Stay + 30 Days - Overall two-year hospitalization rate for patients who were admitted to the selected "My Agency" and hospitalized during their stay or within 30 days after discharge from hospice
- RN Visits Last Three Days - Average number of RN visits provided by the selected hospice to patients on routine home care within the last three days of life during the one-year reporting period
- RN Visits Last Seven Days - Average number of RN visits provided by the selected hospice to patients on routine home care within the last seven days of life during the one-year reporting period
Even more details
- Some of these metrics include trend information and county or state benchmarks.
- The tables identified as "CRM Only" in the menu above are summaries of complete tables that can be found in Marketscape Insights (MARINS) on the Analyze page for the selected provider under other tabs.
Get to Know this Skilled Nursing Facility
Evaluate
This section of Sales Spotlight or the Sales Spotlight email includes the most helpful and insightful metrics you can use to evaluate the selected skilled nursing facility.
Patient Volume
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| Sales Spotlight on Analyze Page | Sales Spotlight Email | Sales Spotlight in Marketscape CRM |
| The metrics in Patient Volume are presented as Annual Patient Count |  |
The metrics in Patient Volume are presented as Annual Patient Count |
Even though the way the definition is written suggests that the "facility treated 14 hospice patients" this should not be understood to mean that the skilled nursing facility provided hospice services. The correct meaning is that 14 patients treated by the selected skilled nursing facility were admitted to a hospice for hospice care during the reporting period.
Usage
Evaluate the Skilled Nursing Facility - Patient counts are an insight into referral potential. Put another way, a larger number of patients implies a greater number of potential referrals. A large number of hospice patients, those admitted to hospice care, pinpoints even more precisely the potential for hospice referrals from the selected skilled nursing facility.
Connections
Although counts of patients are helpful in identifying referral potential in a general way, further evaluation of the skilled nursing facility is helpful. The following tables and metrics will help you to further assess referral potential and will also suggest next steps.
- On the Analyze page for the selected skilled nursing facility, under the Destinations tab, the table Hospice Destinations contains the list of hospices that admitted patients discharged from the selected facility. There are two insights that will help you to evaluate the potential and your ongoing course of action. (See image below)
- Competitive position - The table will show you the count of patients admitted to your hospice during the reporting period, as well as the names of your competitors and the count of patients admitted to those hospices. You can quickly identify where your hospice fits in the mix of hospices treating patients from the selected skilled nursing facility.
- Distribution - There are two things to look for. Look for a single hospice that is treating a majority of the hospice patients for the selected skilled nursing facility. If it is your hospice, then you know that your task is account maintenance - good job! If the top facility is a competitor, then you are facing the hard choice of competing with a preferred facility or moving on to a different skilled nursing facility for referrals.
- On the Analyze page for the selected skilled nursing facility, under the Patient Population tab, there are a number of tables that will allow you to assess demographics of the facility's discharged patients to identify alignment with your areas of expertise and location.
Definition
The Conversation Starters statement in the email includes two metrics:
- Hospice Patients - This number is the count of distinct Medicare FFS patients treated at the selected skilled nursing facility during the one-year reporting period who were admitted to hospice services within 30 days of discharge from the skilled nursing facility.
- Medicare FFS Patients - This metric is the count of distinct Medicare FFS patients discharged from the skilled nursing facility during the one-year reporting period identified on a SNF claim.
Many skilled nursing facilities provide outpatient care and submit outpatient claims. The count of Medicare FFS patients above does not include these patients.
For more information, see Patient Counts and Claim Types.
Calculation
These metrics are simple counts of distinct patients for which the above parameters apply.
Where can I find these metrics?
In addition to the Skilled Nursing Facility Sales Spotlight email, you can find these metrics:
Marketscape Insights
- On the Analyze Page for the selected skilled nursing facility, under the Patient Population tab. there is a table called Patient Volume. The Medicare FFS Patients is under the header Annual Patient Counts (FFS) in the row for "Distinct Patients."
Marketscape CRM
- The Medicare FFS count is included in the main table on the Market Spotlight page in the row for the selected skilled nursing facility.
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Top Hospice Destinations
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The Top Hospice Destinations are available in all three Sales Spotlight locations.
In Sales Spotlight in Marketscape CRM, only the single top hospice is shown (far right in table).
| Sales Spotlight on Analyze Page | Sales Spotlight Email | Sales Spotlight in Marketscape CRM |
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Using this metric
Compare
At a glance you can see if your hospice is among the top three hospices that admitted patients to care who were discharged from the selected skilled nursing facility. If your agency is not in the top three, the insight you will gain is to know which of your competitors admitted the most patients from the selected skilled nursing facility.
Connections
This Sales Spotlight tile identifies the top three hospices. To see the full spread of hospice destinations (Marketscape Insights for Hospice only), click on the Destinations tab to view the Hospice Destinations table to view all hospice destinations for the selected skilled nursing facility.
Understanding the Metric
Definition
This table lists the three hospices that admitted the highest percentages of patients discharged from the selected skilled nursing facility.
In Sales Spotlight for Marketscape CRM, only the single top hospice is shown.
Details
The table includes four details for each listed hospice:
- Rank - The number that identifies the hierarchy of each agency based on patient count
- Hospice - The name of the hospice. The name is a link to the Analyze page for the listed hospice.
- Patients - The count of distinct patients discharged from the selected skilled nursing facility who were admitted to the listed hospice within 30 days of discharge for the one-year reporting period.
- Affiliation - the percentage of discharges from the selected skilled nursing facility who were admitted to the listed hospice.
The Top Hospice Destinations tiles are identical with Conversation Starters on or off.
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CMS Payer Mix 20YY
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This tile is only available in Marketscape Insights.
| Sales Spotlight on Analyze Page | Sales Spotlight Email | Sales Spotlight in Marketscape CRM |
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The content for this tile is not included in the Sales Spotlight email | The content for this tile is not included in Marketscape CRM |
Using this metric
Evaluate
This tile allows you to view the payer mix for a physician or facility at-a-glance in Sales Spotlight so you can identify whether the provider is a good fit for your organization. For example, if you want to target FFS patients, you can qualify a referral source by viewing their payer mix here.
Compare
The included metrics allow you to compare patient counts for the selected skilled nursing facility for these three payer types:
- FFS - Medicare Fee for Service
- MA - Medicare Advantage
- Medicaid
In order to provide a meaningful comparison between the three different payer types, we display counts from the most recent year for which all three payers have complete counts available. CMS releases complete Medicare Advantage data two years after the reporting quarter is closed. We make counts for Medicare FFS and Medicaid for the same period to provide a meaningful comparison.
The tile looks identical with Conversation Starters on.
Understanding the Metric
Definition
The three metrics displayed are counts of distinct patients treated by the selected hospital during the one year reporting period based on claims for each claim type.
Where can I find this metric?
These metrics are not displayed anywhere else in Marketscape Insights for Home Health. They only apply to the selected skilled nursing facility and are placed in Sales Spotlight to contribute to an evaluation of the facility as a source of referrals.
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Readmission Rate: 30 -Day
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| Sales Spotlight on Analyze Page | Sales Spotlight Email |
Sales Spotlight in Marketscape CRM |
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The Sales Spotlight email displays the Conversation Starters version of the content for this metric.
Using this metric
Evaluate - All metrics in the "Get to Know this Skilled Nursing Facility" section are provided so you can do an evaluation of the skilled nursing facility you have selected.
Understanding the Metric
Definition
This metric is the percentage of patients discharged from inpatient care and admitted to the selected skilled nursing facility who were (re)admitted into inpatient care within 30 days of the initial discharge.
This readmission rate is specific to the SNF. That is, whereas we count discharges from any and all inpatient facilities, we only count patients admitted to the specific selected SNF who were subsequently readmitted to inpatient care.
Calculation
To calculate the percentage, we make two separate counts:
Denominator - the count of patients discharged from inpatient care and admitted to the selected SNF
Numerator - Of the patients represented in the denominator, we count the number of those patients who were admitted back into inpatient care within thirty days of the initial discharge.
Then plug it into this equation:
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Details
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- The readmission rate are calculated from Medicare FFS claims from the most recent data set available (in the image above the left metric - with FFS beneath), and from the most recent available Medicare Advantage claims.
| Both the the most recent data sets are identified at the top of each page in Marketscape Insights as shown in the image at right. |
- The state averages for FFS and MA are included next to each core metric. These averages are calculated from claims submitted by all skilled nursing facilities in the same state as the selected skilled nursing facility.
Where can I find this metric?
In addition to the "Getting to Know this Skilled Nursing Facility" section of Sales Spotlight for a selected SNF, You can find this metric in the following locations:
Marketscape Insights
- On the Explore page, in the column, "Readmit or Hospitalization + 30 Days Rate." The metric is rounded on the Explore page.
Marketscape CRM
- This metric is not displayed in any other location.
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Annual Patient Count
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| Sales Spotlight on Analyze Page | Sales Spotlight Email | Sales Spotlight in Marketscape CRM |
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This metric is not included in the Sales Spotlight Email |  |
Using this metric
Evaluate
General patient population metrics tell you the size of the patient population served by the selected provider. A larger population of patients is indicative of a higher likelihood that building a partnership with the facility could translate into a referral.
Connections
The "Patient Population" tab on the skilled nursing Analyze page includes numerous metrics that help you to get a deeper understanding of the patient demographics of the patients treated by the selected SNF.
Understanding the Metric
Definition
This is a count of distinct patients for whom the selected SNF submitted a claim for treatment during the reporting period.
Details
Conversation Starters - If you turn on the Conversation Starters toggle in Marketscape Insights, or click on the Conversation Starters tab in Marketscape CRM, the "Annual Patient Count" metric will be described in a sentence.
| Marketscape Insights | Marketscape CRM |
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Even though the way the definition is written suggests that the "facility treated 14 hospice patients" this should not be understood to mean that the selected skilled nursing facility provided hospice services. The correct meaning is that 14 patients treated by the selected skilled nursing facility were admitted to a hospice for hospice care during the reporting period.
Where can I find this metric?
In addition to the "Getting to Know this Skilled Nursing Facility" section of Sales Spotlight for a selected SNF, You can find this metric in the following locations:
Marketscape Insights
- On the Facilities Explore page in the row for the selected skilled nursing facility, under the column, "Annual Patient Count (FFS)."
- Also on the Skilled Nursing Analyze page, under the "Patient Population" tab, in the table "Patient Volume." The "Annual Patient Count" column is at the far right in the table.
Marketscape CRM
- The Annual Patient Count metric is included in the table on the Market Spotlight page in the row for the selected skilled nursing facility.
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Patient Risk Score
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| Sales Spotlight on Analyze Page | Sales Spotlight Email | Sales Spotlight in Marketscape CRM |
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The Sales Spotlight Email does not include this this metric. |  |
Understanding the Metric
Definition
Risk Scores provide insight into the amount of care expected to be required for the patient population treated by the listed provider, and it helps calibrate a provider’s performance relative to its peers.
For more information, see Risk Scores and HCC.
Where can I find this metric?
In addition to the "Getting to Know this Skilled Nursing Facility" section of Sales Spotlight for a selected SNF, You can find this metric in the following locations:
Marketscape Insights
- On the Facilities Explore page, in the columns "Patient Risk Score," and "Risk Category."
Marketscape CRM
- This metric is not shown anywhere else in Marketscape CRM.
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Patient Hospice Utilization
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| Sales Spotlight on Analyze Page | Sales Spotlight Email | Sales Spotlight in Marketscape CRM |
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This metric does not appear in the Sales Spotlight Email | Does not appear in Marketscape CRM Sales Spotlight |
The Sales Spotlight email displays the Conversation Starters version of the content for this metric.
Understanding the Metric
Definition
This metric shows the percentage of stays that were discharged during the one-year reporting period and received hospice care within 30 days of discharge from the facility.
Details
- To the left of the core metric, the same metric from the previous year of data is provided for comparison. As shown in the image above, the utilization rate for the selected skilled nursing facility is up from 7.75%, the metric for the previous year. We indicate that this change is a positive trend by including a green arrow pointing up.
- To the right of the core metric we include the state average of all skilled nursing facilities as the selected facility for comparison.
Where can I find this metric?
In addition to the "Getting to Know this Skilled Nursing Facility" section of Sales Spotlight for a selected SNF, You can find this metric in the following locations:
Marketscape Insights
- On the Explore page in the column, "Patient Hospitalization Rate."
- On the Analyze page for the selected skilled nursing facility, under the "Utilization and Quality" tab, in the table "Hospice Utilization," the first row includes four quarters of trended metrics.
Marketscape CRM
- The Annual Patient Count metric is included in the table on the Market Spotlight page in the row for the selected skilled nursing facility.
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Trella Diagnostic Groups - MAR CRM Only
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| Sales Spotlight on Analyze Page | Sales Spotlight Email | Sales Spotlight in Marketscape CRM |
| Although the table displayed in MAR CRM is not available in Sales Spotlight in Marketscape Insights, the complete table of Trella Diagnostic metrics can be found on the Analyze page for the selected skilled nursing facility under the Patient Population tab. | This content is not represented in the Sales Spotlight Email |  |
Understanding the Metric
Definition
This table includes the top three Trella Health Diagnostic Categories for patients with diagnoses that align with the listed grouping.
The table includes the following:
- Trella Diagnostic Grouping - the name of the Trella Health Diagnostic grouping the percentage is based upon.
- Top 3 Diagnoses - In order to provide a sense of what kinds of diagnoses are in each grouping, we display the top three diagnoses categories.
- Percentage of Stays - This metric is the percentage of selected facility's stays where the patient's primary diagnosis listed on the facility claim falls within the listed Trella Health diagnostic group.
For more information, see Trella Health Diagnostic Groupings.
Calculation
The percentage is calculated this way:
Where can I find this metric?
In Marketscape CRM, there are no further metrics provided for the Trella Health Diagnostic groupings. In Marketscape Insights, on the Analyze page for any selected provider, under the Patient Population tab, the complete table of Trella Health Diagnostic groupings for the selected provider are displayed.
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Patient Location - MAR CRM Only
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| Sales Spotlight on Analyze Page | Sales Spotlight Email | Sales Spotlight in Marketscape CRM |
| Although the table displayed in MAR CRM is not available in Sales Spotlight in Marketscape Insights, the complete table of Patient Location metrics can be found on the Analyze page for the selected skilled nursing facility under the Patient Population tab. | This content is not represented in the Sales Spotlight Email |  |
Understanding the Metric
Definition
The partial table displays the five counties where the largest percentages of patients live who were treated by the selected skilled nursing facility. The county and state are listed, along with the percentage for each county.
Calculation
The metric for each county is the percentage of patients treated by the skilled nursing facility who reside in the listed county.
Where can I find this metric?
In Marketscape CRM, there are no further metrics provided for the patient locations. In Marketscape Insights, on the Analyze page for any selected provider, under the Patient Population tab, the complete table of patient locations for the selected provider are displayed.
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Chronic Conditions - MAR CRM Only
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| Sales Spotlight on Analyze Page | Sales Spotlight Email | Sales Spotlight in Marketscape CRM |
| Although the table displayed in MAR CRM is not available in Sales Spotlight in Marketscape Insights, the complete table of Chronic Condition metrics can be found on the Analyze page for the selected skilled nursing facility under the Patient Population tab. | This content is not represented in the Sales Spotlight Email |  |
Understanding the Metric
Definition
This table displays the top five most diagnosed chronic conditions for patients treated by the selected skilled nursing facility during the one year reporting period.
The table has three columns:
- Chronic Condition - name of condition developed from CCW Chronic Condition algorithms that search the CMS administrative claims data for specific diagnosis codes, MS-DRG codes, or procedure codes
- Annual Patient Count - this is the count of distinct patients treated by the selected facility during the one-year reporting period who met the criteria for the listed chronic condition.
- Percentage of patients - the percentage of the selected facility's patients who met the criteria for the listed condition.
Calculation
In short, we count the number of patients who met the criteria for the listed chronic condition.
What is the criteria?
We follow the CCW chronic condition algorithm that searches the CMS administrative claims data for the specific diagnosis codes, MS-DRG codes, or procedure codes for each chronic condition. For each patient that matches one of the specific criteria, we count that patient for the identified chronic condition.
For those of you who want all of the details, see Lotsa Chronic Conditions Details. This is the source we use for aligning patients to chronic conditions.
About the percentages
These percentages will probably never add up to 100%. Patients with multiple chronic conditions in their diagnoses will be counted when calculating the percentages in each row. That is, lots of patients impact multiple rows.
Where can I find this metric?
In Marketscape CRM, there are no further metrics provided for the chronic conditions. In Marketscape Insights, on the Analyze page for any selected provider, under the Patient Population tab, the complete table of chronic conditions for the selected provider are displayed.
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How Do I Stand Out?
What's in here?
Beneath the top metrics, which are designed to help you to evaluate the selected skilled nursing facility, there is a section of metrics specific to your selected "My Agency."
Remember
Metrics in the "How Do I Stand Out? section of Sales Spotlight are specific to your selected "My Agency."
You select your My Agency by choosing it in the dropdown. The following animated GIFs show how you can select a "My Agency" from the list. Your selected default "My Agency" should be chosen by default when you open the Analyze page.
| 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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For the record, here is the array of images for the How Do I Stand Out? section of Sales Spotlight for SNF. Click on any image to enlarge it.
| Marketscape Insights | Sales Spotlight Email | Marketscape CRM | |
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Sales Spotlight |
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The SS Email only has a Conversation Starters version |  |
| Conversation Starters |  |
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Hospitalization Rate: +30 Days
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| Sales Spotlight on Analyze Page | Sales Spotlight Email | Sales Spotlight in Marketscape CRM |
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With Conversation Starters on, the tiles in MARINS Sales Spotlight and MAR CRM Sales Spotlight contain the same content as the Sales Spotlight email.
Using this metric
A lower hospitalization rate indicates that your agency is successful at keeping patients out of the hospital because you provide superior patient care.
Compare
All of the metrics in the section, How Do I Stand Out? are designed for you to compare your agency's performance against either a competitor or state benchmarks. As you can see from above, the chosen "My Agency", Bridges has a better hospitalization rate than the state average. The difference between your hospice and the state average is listed to the left.
Create
You can use metrics that show your selected "My Agency" in a favorable light to speak with contacts at the selected skilled nursing facility to promote your clinical excellence.
For more information, see Hospitalization Rates.
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End of Life Visits
Overview
There are four additional metric tiles that are displayed in the bottom section of Sales Spotlight. As you can see from the image below, the two differences between the tiles are whose visits are being counted and the period for the counting.
- count of RN visits vs. count of all visits
- visits in the last 7 days vs. visits in the last 3 days
Using these metric
Compare
The "How Do I Stand Out?" section is designed to show how your agency outshines your competitors through specific performance metrics connected to patient care. The focus of these metrics is to show how well your agency performed providing care during the last 7 and 3 days of life for your patients. Being able to prove through visit counts that your agency excels in providing better care is a powerful message to anyone concerned about their patients.
Definition
There are four counts featured in the Sales Spotlight for your hospice that focus on counts of care provided to patients during the last week of life. The following table shows the four metrics.
| Quick Definitions | Last Seven Days | Last Three Days |
| RN Visits | The average count of RN visits to patients treated by your hospice during the last seven days of life. | The average count of RN visits to patients treated by your hospice during the last three days of life. |
| All Visits - RN, LPN, SW, and Aides | The average count of all visits to patients treated by your hospice during the last seven days of life. | The average count of all visits to patients treated by your hospice during the last three days of life. |
Visits Last 7 Days |
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Usage
The last seven days of a patient's life is that period where the patient is actively dying, and the type and frequency of care should change to reflect the different patient and family requirements. Although there is no numeric standard, CMS considers that excellent service in this period would include an increase of total visits and also a larger ratio of visits by RN's to keep pace with changes in care requirements.
For the last 7 days of visits we have two metrics for your agency; an average count of RN visits and an average count of visits by all staff. RNs are counted in each count.
Two additional metrics are included in this Spotlight.
- To the left of the main metric is a percentage that shows how much better your agency is doing against the listed competitor. In this case the arrow, pointing up, shows that your agency's performance is better than the listed competitor.
- Beneath the main metric is the metric for your competitor and their name.
Metrics Calculation
The average is calculated by counting the number of patients who died while on service at your agency and counting up visits in the last 7 days to all of those patients and dividing by the number of patients.
Where can I find this metric?
In addition to the Sales Spotlight content, you can find these metrics:
- The All Visits - Last 7 Days, can be found on the Hospice Explore page in the row for your agency.
- All of the Last 3 day and Last 7 day metrics can be found on the Analyze page for your agency under the Quality and Operational tab, in the tables, Visit Type - Last Seven Days, and Visit Type - Last Three Days.
Visits Last 3 Days |
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For the last 3 days of visits we have two metrics for your agency; an average count of RN visits and an average count of visits by all staff. RNs are counted in each count.
Two additional metrics are included in this Spotlight.
- To the left of the main metric is a percentage that shows how much better your agency is doing against the listed competitor. In this case the arrow, pointing up, shows that your agency's performance is better than the listed competitor.
- Beneath the main metric is the metric for your competitor and their name.
- Be careful! - Because the period for this count (3 days) is so small, the counts themselves will be very small, generally between 1.5 and 2.5 visits. As a result, you will sometimes see a huge competitive difference in the percentage. Keep this percentage in perspective. That huge percentage, in these cases, represents a small difference in visit counts in the average.
All of the details are written out as a sentence in the Sales Spotlight email or when Conversation Starters are on.
Definition
- RN Visits - This metric is the average count of visits by an RN during the last 3 days of life for patients treated by your agency.
- All Visits - This metric is the average count of visits by all staff during the last 3 days of life for patients treated by your agency. This includes visits by registered nurses, social workers, licensed practical nurses, and aides.
Metrics Calculation
The average is calculated by counting the number of patients who died while on service at your agency and counting up visits in the last 3 days to all of those patients and dividing by the number of patients.
Where can I find this metric?
In addition to the Sales Spotlight content, you can find these metrics:
Marketscape Insights
- All of the Last 3 day and Last 7 day metrics can be found on the Analyze page for your agency under the Quality and Operational tab, in the tables, Visit Type - Last Seven Days, and Visit Type - Last Three Days.
Marketscape CRM
- Metrics for hospice visits are not available anywhere else in Marketscape CRM.
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