Healthcare · Sales & Revenue Operations

Samso Industry Demo · Updated May 2026

Sales & Revenue Operations for Healthcare

For a multi-site specialty group, 'sales' is referring-physician relationship management + payer contracting - not B2C marketing. Samso runs the referral-to-collected motion across 640 active referring PCPs and 4 commercial payer contracts, plus the rate-modeling and contract-renewal motion that keeps a $96M book at parity with regional benchmarks.

Function KPIs · how the sales & revops org reads its own week

Active referring PCPs

640

+58 LTMTop-80 referring PCPs = 60% of inbound volume

Referral → seen rate

72%

+4pp LTMNew-patient lead time 18 d capping the upside

Avg net collection / encounter

$308

+$12 LTMMix shift to ortho + cardiology procedures

Commercial payer renewals

2 of 4

below benchmarkCardiology rate-parity gap on 2 commercial plans

Referral funnel - Q2 by stage with $ collected overlay

STAGE COUNTS · REFERRALS · $ COLLECTED OVERLAY · BY SERVICE LINE · MOCK DATA

01K2K3K4KREFERRALS840$ COLL · $MREFERRAL RECEIVEDSCHEDULEDCONFIRMEDSEENBILLEDCOLLECTED

Referral funnel by service line

Orthopedics + spine referralsCardiology + GI referralsMultispecialty primary referralsNo-show / cancelled / aged-out (>21 d no movement)

Payer contracting book

Commercial 52% · Medicare 28% · Medicaid 12% · self-pay 8% - 2 of 4 commercial renewals below benchmark

Twelve services · sized to healthcare

Each tile is what Samso runs in this function for a healthcare org.

01 · Service

Prospect Research Briefs

Pre-call briefs on every target referring PCP - specialties referred, current referral pattern, prior outreach, and competing groups - liaisons walk in informed.

Briefs / wk

26

Liaison coverage

12 / 12

02 · Service

Personalized Proposal Generation

Service-line capability briefs sent to referring practices - appointment-line direct dial, sub-specialty roster, and turnaround SLAs by clinic and region.

Proposals / mo

180

Days to draft

1.0

03 · Service

Pricing & Quote Automation

Payer rate-comparison + contract-modeling workbooks across the 4 commercial payers - rate-action scenarios with cardiology + ortho mix sensitivity built in.

Payer models

4

Refresh

Quarterly

04 · Service

Sales Deck Builds

Service-line capability decks for hospital-system contracting and ACO partnerships - built from master narrative, refreshed quarterly with outcome data.

Deck variants

6

Refresh

Quarterly

05 · Service

Discovery Call Prep Packs

One-page brief per PCP-liaison call - referral history, sub-specialty hooks, recent provider hires, and access angles - what lands the second meeting.

Packs / wk

26

→ 2nd meeting

62%

06 · Service

Call Transcripts to CRM Notes & Follow-ups

PCP-liaison call recordings summarized into CRM fields, next steps, and PCP follow-up - same day, no patient identifiers in transcript or summary.

Calls / wk

100

Auto-CRM coverage

94%

07 · Service

Pipeline Hygiene Reports

Weekly hygiene flags stale referrals, missing prior auth, aged-out visits - currently flagging cardiology + GI lead time at 18 d vs 12.

Stale referrals

180

Hygiene score

86%

08 · Service

Win/Loss Analysis Synthesis

Referral-pattern shift analysis - which PCPs ramped, which dropped, why - themed by service line, geography, and competing group / ASC for the liaison team.

PCPs analyzed / qtr

640

Top loss reason

Lead time

09 · Service

Battle Card Generation

Live battle cards for 6 in-market competing groups + 4 ASCs - refreshed from public hires, payer-contract moves, scheduling-access intel, and lost-referral patterns.

Cards live

10

Cadence

Bi-weekly

10 · Service

Territory & Account Segmentation

Tiered referring-PCP plan by referral volume, service line, and geography - top-80 get senior liaison, long tail gets digital-portal nurture.

Active PCPs

640

Liaisons

12 + 4

11 · Service

Commission Calculation Workbooks

Liaison + provider productivity comp tied to wRVU + collections + referral-volume - full audit trail, MGMA-banded, with split-credit math handled across clinics.

FTE in plan

120

Rule sets

6

12 · Service

QBR Deck Automation

Per-region QBR decks assembled from referral volume, payer mix, net collection, and access metrics - what regional ops walks through every quarter.

QBRs / qtr

12

Days to draft

2

What you get · every week & every month

Concrete deliverables, not just dashboards.

Deliverable

Weekly referring-physician outreach pack

Coverage, top-80 PCP touch-cadence, stalled referrals, geography gaps - what the liaison team walks through with the practice operations VP Monday morning.

Deliverable

Monthly referral-pattern analysis

Per-PCP referral patterns themed by service line, lead-time impact, and competing-group share - input for liaison territory plan and service-line ops.

Deliverable

Quarterly payer-contract review

Rate parity, denial pattern, and contract-renewal posture for all 4 commercial payers - refreshed quarterly with cardiology + ortho rate-action recommendations.

Deliverable

Always-on internal QBR + scorecards

Live referring-PCP scorecards, payer rate-parity dashboard, and service-line collection trends - refreshed daily on the COO + RCM director desktop.

Healthcare · Sales & Revenue Operations

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