BD / CRM first hour
By the end of this hour you will have your rep list configured, logged a practice visit, and learned how to read the ROI report that ties referral sources to revenue.
Before you start
- Your admin has added you with a
bd_reporbd_managerrole. - You have a list of your assigned practices (or the CSV is ready to upload).
Step 1 — Set up your rep profile (5 min)
- Open Business Development in the sidebar.
- Click your avatar → My BD Profile. Set your territory, target-visit cadence, and monthly goal.
Step 2 — Load your practices (15 min)
- BD → Practices (or CRM, same underlying data — CRM is the detail view, BD is the dashboard).
- Click + Add practice for one-offs, or Bulk Import for a CSV.
- For each practice, confirm: NPI, address, phone, primary contact, and (critically) referral source category — Medicare, Medicare Advantage, commercial, SNF, home health.
Step 3 — Log your first activity (5 min)
- Open a practice from the list → Activity tab.
- Click Log Call, New Visit, or Add Spend from the quick-add strip. You can also capture the activity by voice recording.
- Add notes and any follow-up date. The activity rolls up into your manager's BD Management view.
Step 4 — Read your ROI (10 min)
- BD → Dashboard (
bd-dashboard). Four key KPIs at the top: - Referrals received (this month vs. last) - Referrals converted to visit (%) - Revenue attributed (from visits + claims tied to each practice) - Cost to serve (your rep spend + time) - Click any practice in the list to see a per-practice ROI waterfall — referrals in, visits completed, revenue out, rep spend in.
Step 5 — Manager view (5 min, managers only)
- BD → Manager Dashboard. See your team's rollup.
- BD → Rep Coaching. For each rep: visits logged, practices covered, 30-day activity trend, ROI of their book.
Result
- Your rep record is live.
- Your practices are loaded and every incoming referral will be attributed automatically.
- You've seen revenue-per-practice for the first time.