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Sales Buzz

Fall 2015

In this issue:
Medical, Dental, and Indigo Performance to Quota
Sales Wins and Significant Retention Wins & Saves
are Now Online
A Day in the Life of a Rating Team Celebrity

Summer Programs
Finishing the Hike
Fantastic Four Completes the 2015 Presentation
Credentialing Experience
How Our Intern Spent Her Summer in Sales
Career Strategies

Recognition Round-Up
Municipal Account Service Had a Superb Open
Enrollment
Celebrating National Customer Service WeekEarly
Celebrating the Dog Days of Summer with Indio the
Indigo Dog
Get to Know the Sales Achievement Winners

Associate Milestones
Welcome to Sales
Distinguished Years of Service
In Case You Missed It
Check Out these Sales in the NewsLine Articles

Sales Training,
Communication & Proposals
Partnering for Results

Medical, Dental, and Indigo Performance to Quota


Interested to know how Sales performance is to date? Sales keeps track of all Medical, Dental, and Indigo
Performance to Quota in all market segments so be sure to check out these numbers below.
Medical New Sales Performance to Quota August 2015

Sales Area

Subscribers Actual

Subscribers Quota

Performance to Quota

Commercial Markets Group

23,688

24,454

96.9%

Individuals

3,366

4,304

78.2%

Direct Pay Senior

21,682

20,475

105.9%

National

730

4,900

14.9%

Municipal / MIIA

4,198

5,238

80.1%

Labor

476

0.0%

Total

53,664

59,847

89.7%

Subscribers Actual

Subscribers Quota

Performance to Quota

Commercial Markets

18,568

16,595

111.9%

Direct Pay Dental

2,268

2,721

83.4%

National

2,500

NA

FEP

Municipal / MIIA

545

800

68.13%

Labor

712

100

712.00%

22,093

22,716

97.3%

Dental New Sales Performance to Quota August 2015

Sales Area

Total Dental

Medical Retention Performance to Quota YTD August 2015

Sales Area

Dec 14

Aug 15

Ret %

Aug 15

Ret %

Performance
to Quota

Commercial
Markets

482,451

457,129

94.8%

460,036

95.4%

99.4%

National

338,040

334,155

98.9%

331,407

98.0%

100.8%

FEP

58,658

58,712

100.1%

58,417

99.6%

100.5%

Municipal /
MIIA

85,964

83,299

96.9%

81,756

95.1%

101.9%

Labor

42,187

43,162

102.3%

42,413

100.5%

101.8%

Indigo

875

314

35.9%

875

100.0%

35.9%

1,008,175

976,771

96.9%

974,904

96.7%

100.2%

Total Group
Medical

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Sales Buzz Fall 2015

Dental Retention Performance to Quota YTD August 2015

Dec 14

Aug 15

Ret %

Aug 15

Ret %

Performance
to Quota

Commercial Markets

224,738

214,285

95.3%

211,235

94.0%

101.4%

National

103,880

73,647

70.9%

71,897

69.2%

102.4%

FEP

2,609

3,816

146.3%

3,518

134.8%

108.5%

Municipal / MIIA

34,245

33,649

98.3%

33,183

96.9%

101.4%

Labor

13,001

13,184

101.4%

12,613

97.0%

104.5%

378,473

338,581

89.5%

332,445

87.8%

101.8%

Sales Area

Total Dental

Indigo Sales Results to Quota 2015

Month

Goal

Actual

January

$5,000,000

$5,427,241

February

$600,000

$53,914

March

$600,000

$1,743,656

April

$600,000

$829,225

May

$600,000

$677,960

June

$600,000

$1,481,299

July

$600,000

$3,541,612

August

$600,000

$542,496

September

$600,000

$554,129

October

$600,000

November

$600,000

December

$600,000

YTD

$15,000,000

$14,851,522

Sales Wins and Significant Retention Wins & Saves are Now Online
Did you know that Sales keeps track of all new sales including medical, dental and ancillary as well as significant
retention wins and saves? You can now find these outlined on the Sales site by clicking the links below.
Sales Wins (Medical, Dental and Ancillary)
Significant Retention Wins & Saves

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Sales Buzz Fall 2015

Its always interesting to hear about what makes each role in the Sales Division different. Below is the next installment
in our series called A Day in the Life of

A Day in the Life of a Rating Team Celebrity


to consider adding BCBS dental. She has also sold 2
of the 3 prospective new dental accounts I ran for her
yesterday. Cathy Allen and Adam McCullough are taking
no prisoners in their quest to show all their brokers that
they are doing a disservice to their accounts if they do not
show them a least a couple of our finely tuned medical
products. As a result of their hard work, both of them
have sent over a whopping four requests, each needing
a wide variety of both lower- and higher-deductible PPO
and HMO plans.

By Duane Tynes
7:23 AM My streak of 749
consecutive days lives on. I pat
myself on the back before stumbling
out of bed and rushing into the
bathroom for a shower in my terribly
out-of-date bathroom.
7:59 AM I burst through the front door, one shoe untied
and head straight for my car. As I am pulling out of the
driveway, I realize I forgot my lunch on the kitchen table.

1:00 PM Time to fuel the machine. I bite into a nice


smoked honey turkey, cheese and avocado Panini, wash
it down with a Poland Spring sparkling raspberry lime
water, and even slip in a few chocolate-covered pretzels
to keep the old blood sugar up.

8:02 AM After successfully retrieving my lunch, I climb


back into my car and head onto the jungle the ancient
Mayans call 93 South.

1:30 - 4:30 PM More of the same. However, it


seems our senior plans (Medex 2, Medex 3, etc.) are the
flavor of the hour. I carefully adjust the censuses, create
the rate for the sub, then fire them off to the AEs for
approval, which I get back in record time. Then I send the
request to UW for approval and voila: top notch coverage
for subs over 65.

8:28 AM After re-lacing my shoes of the day, I am in


full sprint through the doors of OED, nodding to security
and dodging small children along the way.
8:30 AM I hit the power button on my computer.
8:35 AM

I am finally able to input my log-in info.

8:36 AM I think to myself why in the world have I not


told IT about this horrible log-in process yet.

4:30 PM As shocking as it may seem, I am able to


leave on time. After taking a few deep breaths to collect
myself, I make my descent down to say goodbye to Willie,
then my ascent up to my car (always an ascent; I cant
imagine what time the people who park on the bottom of
the lot get here).

8:39 AM My desktop appears!


8:42 AM Outlook is open and I am ready to crush any
rates and renewals lucky enough to cross my path.
9:00 - 9:30 AM Account tracking begins. I send off
all requests sitting in my SCM queue, and then begin a
list of accounts that I will have to check-in on 5 days from
now. This is also the time when I will check in on any
request I sent 5 days prior, assuring everything is in order
and/or completed.

7:00 PM I arrive at the gym and demolish some


weights (which I am sure is zero shock to anyone who
has seen me considering Ive been told my physique
slightly resembles that of Arnold Schwarzenegger in his
prime).

9:30 AM - 1:00 PM Game time. This is what you


dream of at nap time when youre just a little guy/gal.
Renewals are coming in in droves, with Alana Pietrosanto
and Jennifer McGinnis locking in 99.7% of the accounts
that come across their desks. Lesha Manchester is
sending over dental rates like teeth are going out of style.
Already this morning shes gotten three new accounts

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Thank you to Duane Tynes for sharing his insights into the
role of a rating team celebrity. If youre interested in sharing
what makes your role in Sales different, please contact
Sara Blackerby at sara.blackerby@bcbsma.com.

Sales Buzz Fall 2015

Summer Programs
Finishing the Hike
Congratulations to the 2015 Blue Hike graduates: Rory Joyce, Michael KaplanBie, Philip Rebello, Tiffany Rice, Julie Scansaroli and Michael Steinhardt!
On July 9, 2015, a graduation ceremony was held for these graduates who
were driven to learn more about the Sales Account Executive role within multiple
market segments as well as roles outside of Sales in areas such as Care
Concierge and Product Management.
How does the program work?
The Blue Hike Program is an associate-driven and leader-supported program
that offers participants the opportunity to learn about a department of interest by
participating in team meetings and three job shadows to learn more about the
day-to-day functions of the area.

Pictured are: Back row Scott McLaughlin and


Theresa Tillmon (Blue Hike Program Team), Philip
Rebello, Angela-Avellani-Oddi, Rory Joyce, Jamie Wile
and Julie Scansaroli. Front row Michael Steinhardt,
Patricia Crossen, Gloria Paradiso, Tiffany Rice and Sara
Blackerby (Blue Hike Program Team)

Programs like these are only as successful as the work that the candidate puts
into them. This years participants used every opportunity to ask questions of their hosting leaders and their team
members. Each participant now has an expanded network of contacts in the company.
What was new for Blue Hike in 2015?

Every year the Blue Hike Program Team looks for ways to enhance the program and drive personal accountability for
completing the process. This year, the program was enhanced to recognize the Sales Associates who engage with the
program participants and give them front-row access to the ins and outs of their roles. This means that each Sales Associate
who partnered with a Blue Hike participant was awarded 1 hour of training credit for each job shadowing activity.
A special think you to this years Hosting Leaders: Angela Avellani-Oddi, Steve Dion, Patricia Crossen, Sue McGowan,
Scott Meehan, Gloria Paradiso and Steve Shay.

Fantastic Four Completes the 2015 Presentation Credentialing Experience


Congratulations are due to Michael Steinhardt, Patrick Curran, Andrea Cannata,
and Kendra Dunkerley who recently completed the Sales Divisions 2015
Presentation Skills Credentialing Program.
The Presentation Credentialing experience provides learning in a variety of ways:
classroom training, self-directed learning activities and presentations to a panel.
The results each participants scores improved by an average of 20%!
Coaching is critical
The participants improvement is a direct reflection of their commitment and
accountability. Its also a tribute to the support and guidance provided by the
candidates coaches during the program. Special thanks to Yvonne Howard, Julie
Scansaroli, William Rowbottom and Ken Mostone for this invaluable assistance.
The hard work pays off

Pictured are: Program coaches Ken Mostone and Bill


Rowbottom; program sponsor MaryJo Coady (Senior
Director of Account Service) and the program leader,
Michael Reynolds (Sales Training Manager) with the
graduates, Michael, Andrea and Patrick. (not pictured:
program graduate Kendra Dunkerley and program
coach Julie Scansaroli)

At the end of the Presentation Credentialing experience, each participant is awarded with 21 hours of training credits.
This year we are also giving our program coaches 5 hours of training credit to recognize and reward their leadership
and commitment to supporting these candidates.
Are you interested?
The Presentation Skills Credentialing program is a great example of how we help our associates to grow in a skill
that not only serves them well in their current role but in any future capacity they may choose. If youre interested in
learning more about this amazing program and personal growth opportunity, please talk to your leader.
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Sales Buzz Fall 2015

How Our Intern Spent Her Summer in Sales


Did you know that this past summer Sales hosted a Communications Intern to ramp up the engagement channel?
Julie Nickerson, a double major in business management and public relations/marketing communications at Simmons
College joined the Sales Division in May. Julie was thrilled to have the opportunity to work for Blue Cross Blue Shield
of Massachusetts, after applying to over 40 internships and interviewing with more than 15 different companies at the
age of 20.
Julie recently picked up a minor in health care management and knew that an internship at Blue Cross was just the
opportunity she needed to steer her career in the right direction. I loved being able to apply what I learned in the
classroom to real life, and to see how Blue Cross is changing the field of health care in such a progressive state. It was
fascinating to be a part of it.
Her main focus within the Sales Division was associate engagement and you may have seen some of her emails this
summer asking you to share your summer vacation and activity plans or your favorite summer book suggestion. I
really enjoyed promoting corporate campaigns like Catalyst Fund and adding in the Sales spin as well as participating
in Sales Sound Bytes. I think its one of the best ways to stay informed on the constantly changing industry.
Julie was able to join the Sales Division through her participation in the You@Blue Summer Internship Program, which
offers a variety of events and professional networking opportunities, including a lunch with CEO, Andrew Dreyfus.
When Julie left in August to go return to school she said, This is a dream job and I can see myself here in the future. I
really enjoyed working alongside smart and enthusiastic people and I will miss them all dearly.

Career Strategies
These days our workplace environment is constantly changing and its increasingly important to stay up to date on
workplace etiquette and ways we can build our emotional intelligence (EQ) and relationship savvy.
In this edition of the Sales Buzz, we are introducing the Career Strategies section where you can find engaging articles
on current career topics in the news to help advance your career. Be sure to check out these helpful tips by clicking
on the links below.
Networking Secrets
Business Etiquette Tips

Recognition Round-Up
Municipal Account Service Had a Superb Open Enrollment
The Account Service Consultants (ASCs) on the Municipal Account Service
team were recently recognized for their support to the Municipal Sales team
during the July Open Enrollment season. These ASCs assisted with the
renewal of 150+ accounts and the addition of two new accounts: the City of
Pittsfield and the City of New Bedford.

Pictured are: Tiffany Rice, Erin Castagnozzi, Don


Cummings and Jay Swanson. (Not pictured: Bill
Rowbottom and Greg Rodriguez)

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Sales Buzz Fall 2015

Celebrating National Customer Service WeekEarly


National Customer Service Week is usually celebrated the first week of October. As we all know that is Sales busiest
time of year, so the Account Service & Sales Operations leadership team, led by Deb Doherty, decided to celebrate
early.
The week of September 14 18 was selected as Account Service & Sales Operations National Customer Service
Week with the theme of Everyday Heroes. Throughout the week, associates were able to participant in events that
celebrated the hard work they do every day to go above and beyond for their customers, Sales partners, and the
company. Sales Senior Leadership and the Account Service leadership team used the events throughout the week
as a way to say thank you through videos, personalized thank you emails, an after-hours bowling party and the first
ever BCBSMA Spirit Day.
National Customer Service Week culminated in a luncheon hosted by the Account Service & Sales Operations
Leadership team on Friday, September 18th. Mark Pisano took the stage to present the Spirit of Service award
winners who were nominated for the awards by their peers in recognition of their spirit of service and their dedication
to being Everyday Heroes.
Rich Greenhalgh also joined in the fun and presented the winning team from Spirit Day. The winning team was
based on the associate from the team who either wore the most blue on Spirit Day or wore blue in the most inventive
fashion. The winning team was announced as Commercial Markets 100+ thanks to Nicole Johnston who showed her
BCBSMA spirit by wearing a blue snuggie on Spirit Day!
The luncheon ended with closing remarks from Patrick Gilligan, Executive Vice President, commenting on the
dedication of the Account Service & Sales Operations teams and his pleasure at being able to celebrate them during
National Customer Service Week.
To view a photo slideshow of the National Customer Service Week events, click here.
And dont forget to check out the Everyday Heroes videos in our Video Archives by clicking here.

Celebrating the Dog Days of Summer with Indio the Indigo Dog
The 2nd Quarter 2015 Recognition Awards were presented on September 3, 2015 during the Quarterly meeting.
Rich Greenhalgh kicked off the meeting celebrating the dog day of summer by introducing Indio the Indigo Dog and
showing a remix of the Who Let the Dogs Out? music video interspersed with photos of Sales Division associates
with their beloved dogs.
You can view the full list of Quarterly Recognition award winners and a photo slideshow on the Sales site under the
Sales Achievement Awards section. Get to Know the Sales Achievement Winners
Would you rather
Each spring, the Presidents Club, Winners Circle, Pinnacle and T.E.A.M. award winners are selected for the previous
year. And each year, we ask those winners fun and insightful questions to help you get to know more about them. For
the 2015 Sales Buzz edition were playing a quick round of Would you rather with the winners. Lets see what a few
of the winners would rather

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Sales Buzz Fall 2015

With Susan Langlois, Beverly McGrath, Jennifer McGinnis, Kevin Bucelewicz and Michael Grimmett
Would you rather watch either Star Wars or Star Trek?

Beverly (the original)


Kevin
Michael

Susan
Jennifer

Would you rather travel by plane, train or automobile?

Susan
Beverly
Jennifer
Kevin

Michael

Would you rather go to the theater or a movie?

Beverly
Jennifer
Kevin

Susan (with my son)


Beverly
Michael

Would you rather win the lottery or find your perfect job?

Beverly
Jennifer
Kevin
Michael

Susan

Would you rather swim in a pool or the ocean?

Susan
Beverly
Kevin
Michael

Jennifer

Watch for more about the Presidents Club, Winners Circle and Pinnacle Award winners in future editions of the Sales Buzz.

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Sales Buzz Fall 2015

Associate Milestones
Welcome to Sales
June

Salve

Benvenuto

Ho geldin Bonvenon

welkom
Bem-vindo
selamat datang
hogeldiniz

byenvini

Bienvenido

Vtej

Vlkommen

Tervetuloa
kuwakaribisha Aloha Bienveniu

mirseardhje

Willkommen

Bine ai venit

Christopher Minerd
Consultant, Sales Business Solutions
John Martin
Sales Executive, Commercial Markets New Sales
Maggie Stokinger
Account Service Consultant, National Accounts
August
Andrea Bonham
Account Executive, Consumer Retail Sales
Susan Birtwell
Account Executive, Inside Sales

Distinguished Years of Service


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15 year

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Dannces
iele

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ye

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Stev
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15 ye

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Grac s:
Dua e
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10 years:

Adrienne
McGrath

dr AnFoxe on
lom
So

15

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Be La 30 ye
au ur
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ga
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ye ea

10 yea

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:
Eliza
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years:
10
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In Case You Missed It Check Out these Sales in the NewsLine Articles
June 2015
Sales mid-year market update

July 2015
Mapping out Sales success

Major marketing

Specialty Benefits:
Its our specialty!

Blue Cross welcomes back


Patrick Gilligan
Sales Win:
Student Blue makes the grade

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August 2015
Muni Health Choice Law
major victory

Sales goes green


with enrollment eKits

Sales Buzz Fall 2015

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