What metrics should you use to measure the impact of your sales efforts on patient outcomes?

1 Why patient outcomes matter

Patient outcomes are the results of the care that patients receive from health care providers. They can include clinical indicators, such as mortality, morbidity, readmission, infection, and complication rates, as well as patient-reported outcomes, such as satisfaction, quality of life, and functional status. Patient outcomes are important for several reasons. First, they reflect the quality and effectiveness of the care that patients receive. Second, they influence the reputation and performance of the hospital and its staff. Third, they affect the reimbursement and incentives that the hospital receives from payers and regulators. Fourth, they drive the demand and preference for certain products and services that can improve them.

2 How to choose relevant metrics

There is no one-size-fits-all approach to choosing the metrics that you should use to measure the impact of your sales efforts on patient outcomes. However, there are some general guidelines that can help you select the most relevant and meaningful ones. First, you should understand the hospital's strategic goals and priorities, as well as the specific challenges and opportunities that they face in their market and specialty. Second, you should identify the key decision-makers and influencers in the hospital, and learn about their pain points, needs, and expectations. Third, you should map out how your products and services can address those pain points, needs, and expectations, and how they can contribute to improving patient outcomes. Fourth, you should choose metrics that can capture and quantify that contribution, and that can be tracked and verified with data and evidence.

3 How to use metrics effectively

Once you have chosen the metrics that you want to use to measure the impact of your sales efforts on patient outcomes, you need to use them effectively to communicate your value proposition and build trust and credibility with your prospects and customers. Here are some tips on how to do that. First, you should tailor your metrics to your audience and their goals. For example, you might use different metrics for clinicians, administrators, and financial officers, depending on what matters most to them. Second, you should present your metrics clearly and concisely, using visual aids, such as graphs, charts, and tables, to highlight the key points and trends. Third, you should provide context and comparison for your metrics, such as benchmarks, averages, or best practices, to show how your products and services can help the hospital achieve or exceed their targets. Fourth, you should update and follow up on your metrics regularly, to show your commitment and accountability, and to demonstrate the ongoing value and impact of your sales efforts on patient outcomes.