Scrutinizing Sales Statistics

Historically, a Treatment Coordinator’s performance has been measured by one number – case acceptance. However, there is a lot that goes into that percentage beyond just starts compared to exams. Let’s dig deeper into the steps along the way, where starts could be lost or gained, and how to measure TC performance with a more fine-toothed comb. While you don’t have to be a mathematician, as the salesperson of the practice, the ability for a TC to analyze their areas of responsibility can make a major impact on their results!

Learning Objectives:

• Identify marketing elements vs. sales elements that go into your calculations.
• Analyze the effect of certain practice policies and different types of patients to see their impact on case acceptance.
• Review real-life statistics and their implications for the practice.