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.

Navigation to specific metrics in this article -

 

Brief Orientation

Sales Spotlight comes in five flavors and the differences between the flavors is where you will find each version and the metrics available in each. 

• 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 the Sales Spotlight email. Look for this button 
• Sales Spotlight In Marketscape CRM - - click on Market Spotlight, then click on the name of 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.

For more information about all of the pieces of the Marketscape Platform, see Welcome to the Marketscape Platform.

 

Signposts in this article

So that you can quickly determine which metric is in which version of Sales Spotlight, at the top of each section where each metric is described, 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 how to understand the definition and calculation for each metric tile in Sales Spotlight. 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. The metric names are links to the detailed content.

 

The Sales Spotlight tab and the Sales Spotlight email have two sections of metrics:

• Get to Know this Hospital - metrics that help you to evaluate the selected hospital.
• 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.

• Get to Know this Hospital
  • Patient Volume - only Sales Spotlight email - Includes Medicare FFS patients and HOS Patients counts
  • Top Hospice Destinations - the hospices with the highest percentage of patients who were admitted to home care within 30 days of discharge from the selected Hospital during the one-year reporting period
  • CMS Payer Mix - 20XX - MARINS only - This tile has the most recent possible comparison metrics for patient counts for the selected provider in the same year for Medicare Fee for Service, Medicare Advantage, and Medicaid. Since MA metrics are not released by CMS for about two years, this comparison is generally two years old
  • Hospice Utilization/Patient Hospice Utilization - Percentage of facility discharges during the one-year reporting period that were admitted to hospice care within 30 days of discharge
  • Annual Patient Count - Count of distinct Medicare FFS patients discharged from the selected hospital during the one-year reporting period, by claim type
  • Readmission Rate: 30-Day - percentage of patients readmitted into any hospital within 30 days of their discharge from the selected inpatient facility during the two-year reporting period
  • Patient Risk Score - Average Hierarchical Condition Category (HCC) Patient Risk Score for this facility (based on claim type).
  • Patient Location - CRM only - The top five counties where patients treated by the selected hospital reside
  • Chronic Conditions - CRM only - The top five diagnoses for patients treated by the selected hospital
  • Trella Diagnostic Group - CRM only - The top five Trella Health Diagnostic categories for patients treated by the selected hospital
• How Do I stand Out?
  • Hospitalization Rate within 30-days of Hospice Discharge- This is the percent of your chosen agency's patients admitted to a hospital during their hospice stay or within 30 days of discharge.
  • All Visits and RN Visits Last 7 and Last 3 days - These four metrics are counts of hospice visits to a patient who is actively dying. We count for All visits (RN, LPN, SW and Aide) and RN visits, each for two periods, the last three days of life and the last seven days

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.

 

Section 1 - Get to Know this Hospital

 

Patient Volume

 

 

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 "hospital treated 227 hospice patients" this should not be understood to mean that the hospital provided any level of hospice services. The correct meaning is that 227 patients discharged from the hospital were admitted to hospice care within 30 days of discharge.

 

Using this metric

Evaluate

Like all metrics in the "Get to Know this Hospital" section of Sales Spotlight, this metric help you to evaluate the selected hospital as source of potential referrals. Patient counts are always an insight into referral potential. A larger number of patients implies a greater number of possible referrals. A large number of hospice patients, since it is a count of patients who were admitted to hospice care, pinpoints even more precisely the potential for hospice referrals.

Connections

Although counts of patients are helpful in identifying referral potential in a general way, further evaluation 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 hospital, under the Destinations tab, the table Hospice Destinations contains the list of hospices that admitted patients discharged from the hospital. There are two insights that will help you to evaluate the potential and your ongoing course of action.
  • Competitive position - The table will show you the count of patients admitted to your agency during the reporting period, as well as the names of your competitors and the count of patients admitted to those agencies. You can quickly identify where your agency fits in the mix of agencies treating patients from the selected hospital.
  • Distribution - There are two things to look for. 1) Look for a single agency that is treating a massive majority of the home health patients for the selected hospital. If it is your agency, then you know that your task is account maintenance - good job! If the top agency is a competitor, then you are facing the hard choice of competing with a preferred agency or moving on to a different hospital. 2) If there are a large number of different agencies treating patients from the selected hospital, this spread could indicate a lack of direction from the discharge planning team at the hospital. Developing a partnership with the hospital can potentially funnel those patients to your agency.
• On the Analyze page for the selected hospital, under the Patient Population tab, there are a number of tables that will allow you to assess demographics of the hospital's discharged patients to identify alignment with your areas of expertise and location.

 

Understanding the Metric

 Definition

The email statement includes two metrics.

• Hospice Patients - This number is the count of distinct Medicare FFS patients treated at the selected hospital during the one-year reporting period who were admitted to hospice within 30 days of discharge from inpatient care. 
• Medicare FFS Patients - This metric is the count of distinct Medicare FFS patients discharged from inpatient care at the selected hospital during the one-year reporting period.

 Calculation

These two counts are tied to discharges from inpatient care only. The hospital most likely had a larger number of outpatient claims, but those are not included in these counts. The counts are from all hospital claims.

 

  Where can I find this metric?

• In MARCRM, on the Market Spotlight tab, in the row for the selected hospital, in the columns, Annual Patient Count and Hospice Patients (Overall).
• In MARINS for Hospice, on the Analyze page for the selected hospital, under the Patient Population tab, there is a table called Patient Volume that contains numerous different patient counts, including the two metrics from the Sales Spotlight tile.

 

 

Top Hospice Destinations

 

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM

 

Using this metric

Evaluate

   Compare

At a glance you can see if your agency is in the top three agencies that admitted patients to hospice care who were discharged from the selected hospital. 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 hospital.

Connections

• In MARINS for Hospice, you can view the table that includes all hospice destinations on the Analyze page for the selected hospital under the destinations tab in the table named Hospice Destinations.
• There are no additional details in Marketscape CRM

 

Understanding the Metric

 Definition

This table lists the three agencies that admitted the highest percentages of patients discharged from the selected hospital.

 

 Details

The table includes four details for each listed home health agency:

• 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 agency.
• Patients - The count of distinct patients discharged from the selected hospital who were admitted to the listed agency within 30 days of discharge for the one-year reporting period.
• Affiliation - the percentage of discharges from the selected hospital who were admitted to the listed hospice.

Conversation Starters - With Conversation Starters on you will see the same content.

  Where can I find this metric?

In addition to the Hospital Sales Spotlight on the Analyze page, you can find these metrics:

• On the Analyze page for the selected hospital, under the Destinations tab, the complete list of home health destinations can be found in the table Home Health Destinations.
• Marketscape CRM does not have any additional destinations content.

 

CMS Payer Mix - 20XX - MARINS only

 

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM
	The content for this tile is not included in the Sales Spotlight email	The content for this tile is not included in the Sales Spotlight for Marketscape CRM

 

Using this metric

Evaluate

This tile allows you to view the payer mix for a physician or hospital 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 hospital 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 Hospice. They only apply to the selected hospital and are placed in Sales Spotlight to contribute to an evaluation of the hospital as a source of referrals.

 

 

Hospice Utilization

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM

With Conversation Starters on in either MARINS4HOS or MARCRM, this tile will be the same as what is displayed above for the Sales Spotlight Email. The metric for the selected hospital is compared to a benchmark or competitor in a sentence.

 

Using this metric

Evaluate

You can quickly see whether the selected hospital has a higher or lower percentage of patients being admitted to hospice when compared to the state.

 

Understanding the Metric

 Definition

Utilization is the percentage of hospital discharges during the one-year reporting period who resumed admitted to hospice within 30 days of discharge.

 

 Calculation

Pretty simple, we divided the count of discharges admitted to home health care within 30 days of D/C by the count of all discharges from the selected hospital, thus:

 Details

• The percentage in the middle of the tile is the utilization rate for the selected hospital for the most recent dataset.
• To the left is the percentage change from last year's metric for the selected facility. The arrow pointing up indicates that this metric is up from the previous year.
• To the right is the average for all hospitals in the same state.

 

  Where can I find this metric?

• In MARINS 4 Hospice, on the Analyze page for the selected hospital, under the Utilization and Quality tab, there is a table called Hospice Utilization that shows trended utilization metrics for the selected hospital.
• This metric is not found anywhere else in Marketscape CRM.

 

 

Annual Patient Count

 

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM
	You will find this metric in the email under Patient Volume

 

Understanding the Metric

 Definition

Each of these metrics is a count of distinct patients for the one-year reporting period.

• Inpatient count - The count of distinct patients discharged from the selected facility during the one-year period who had been admitted to inpatient care.
• Outpatient count - The count of distinct patients for whom an outpatient claim was submitted during the one-year reporting period.
• Hospice patients count - (with Conversation Starters on) - This is a count of the distinct patients discharged from the selected facility who were admitted to hospice care during the one-year reporting period.

 

 Details

With Conversation Starters off, counts of distinct inpatient and outpatient patients are displayed. To the out-side of the main metrics the differences between the count for the current data set and the count for the previous year are displayed. An arrow shows whether the more recent patient count is higher or lower than the prior year.

With Conversation Starters on, the count of home health patients and the count of distinct Medicare FFS patients are presented in a sentence format.

 

  Where can I find this metric?

In addition to the Hospital Sales Spotlight on the Analyze page, you can find these metrics:

• In MARINS4HOS,
  • On the Analyze page for the selected facility, under the Patient Population tab, the Annual Patient Count (FFS) metric can be found in the table, Patient Volume.
  • On the Facility Explore page - and remember that hospitals tend to show up in two different rows with metrics for inpatient stays and outpatient services.
• In Marketscape CRM, under the Market Spotlight tab, in the row for the selected hospital, there is a column for Annual Patient Count.

 

Readmission Rate: 30-Day

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM

 

Using this metric

Evaluate

Hospitals are penalized for high readmission rates. If you can show a hospital that your agency has a history of care that keeps readmission rates down, you are more likely to receive patient referrals from that hospital. 

 

Understanding the Metric

 Definition

A readmission is a care event where a patient is admitted to any inpatient stay within 30 days of being discharged from a previous inpatient stay.

Like this: INP D/C  INP (RE)Admission within 30 days.

The Readmission Rate in this Sales Spotlight Insight is the percentage of patients discharged from the selected hospital who were readmitted to inpatient care within 30 days of the initial discharge.

  Inpatient readmissions only apply to a selected hospital. Whether any post-acute care occurred between discharge and readmission is not considered for this metric.

 

Calculation

The readmission rate for the selected hospital is calculated in this way:

Although the equation above is simple, there are lots of potential qualifications, restrictions and inclusions. For more information, see Readmission Rates.

 Details

• Along with the readmission rate for the selected hospital, we provide the state average for comparison.
• With Conversation Starters on, we present the comparison between the selected hospital and the state or county average in a sentence.

  Where can I find this metric?

• In MARINS4HOS, on the Explore page, in the row for the selected hospital, in the column, Readmit OR Hospitalization +30 Days Rate.
• This metric is not displayed anywhere else in MARCRM.

 

 

 

Patient Risk Score

 

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM
	Risk Scores for the selected hospital are not included in the SS Email

 

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 Hospital Sales Spotlight on the Analyze page, you can find this metric:

• On the Explore page in the row for the selected hospital.

 

 

 

Patient Location - MARCRM only

 

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM
Although the table displayed in MARCRM is not available in Sales Spotlight, the complete table of patient location metrics can be found on the Analyze page for the selected hospital under the Patient Population tab	The Sales Spotlight email does not provide any patient location information

 

Understanding the Metric

 Definition

The partial table displays the five counties where the largest percentages of patients live who were treated by the selected hospital. 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 hospital 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.

 

 

Chronic Conditions - MARCRM only

 

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM
Although the table displayed in MARCRM is not available in Sales Spotlight, the complete table of chronic condition metrics can be found on the Analyze page for the selected hospital under the Patient Population tab	The Sales Spotlight email does not provide any chronic condition information

Understanding the Metric

 Definition

This table displays the top five most diagnosed chronic conditions for patients treated by the selected hospital 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 hospital during the one-year reporting period who met the criteria for the listed chronic condition.
• Percentage of patients - the percentage of the selected hospital'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.

 

 

 

Trella Diagnostic Groups - MARCRM only

 

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM
Although the table displayed in MARCRM 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 hospital under the Patient Population tab.	The Sales Spotlight email does not provide any Trella Diagnostic metrics

 

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 hospital 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.

 

 

Section 2 - How Do I Stand Out?

What's in here?

Beneath the top metrics, which are designed to help you to evaluate the selected hospital, there is a section of metrics 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?")

 

The Hospital Sales Spotlight insights have two modes.

	Conversation Starters Off	Conversations Starters On
Click on the images below to enlarge them.
Marketscape Insights for HOS
Marketscape CRM

 

 

Hospitalization Rate: Stay + 30 Days

 

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM

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 Promedica. The difference between the two agencies is listed to the left. With Conversation Starters turned on, the comparison is stated in a sentence.

 

Create

When your agency outperforms a competitor, the metric that shows this advantage can be shown to appropriate employees of the selected hospital to encourage referrals from the hospital.

 

Understanding the Metric

 Definition

This is our broadest view of hospitalization in Marketscape Insights. For an event to be a hospitalization, the patient would need to be admitted to inpatient care during a post-acute stay or in the 30 days following post-acute discharge.

Any Length of Stay - We calculate this metric on a stay of any length in part to distinguish this metric from readmission rates that have a fixed 30 day period. Other issues to consider:

• In many cases, an admission to inpatient care from post-acute care triggers/requires a discharge from the post-acute stay. The exception is a home health transfer where the episode/stay continues. When a discharge does occur, we count the event as a hospitalization, and the 30 days post discharge don't apply.
• In the case of a patient who is discharged from post-acute care, we then consider that stay/event a hospitalization if the patient is admitted to inpatient care within 30 days of post-acute discharge.

Metrics Calculation

Hospitalization rate is the number of patients hospitalized during a post-acute stay or within 30 days after discharge divided by the total number of patients admitted to the post-acute agency, times 100%.

The equation looks like this:

 

  Where can I find this metric?

In addition to the Sales Spotlight, you can find these metrics:

• On the Hospice Explore page in the row for your agency in the column for Hospitalization Rate: Stay + 30 Days.
• On the Analyze page for your agency, under the Quality and Operational tab, in the table Trended LOS. There is a breakdown of length of stay metrics in this table.

 

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

 

 

Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM

With Conversation Starters on, the hospital Sales Spotlight tiles in Marketscape Insights for HOS and Marketscape CRM will display the same content as the Sales Spotlight email.

Using this metric

Evaluate

   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.

 

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

 

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.

 

	Counts of Visits Last Seven Days
	Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM
RN Visits
All Visits - RN, LPN, SW, and Aides

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.

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 7 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 7 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 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

 

	Counts of Visits Last Seven Days
	Sales Spotlight on MARINS Analyze Page	Sales Spotlight Email	Sales Spotlight in Marketscape CRM
RN Visits
All Visits - RN, LPN, SW, and Aides

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:

• 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.