Pam Marinko Presents:Strategic Business Acumen:
Training Your Sales Team on the Reimbursement Pathway

Today’s specialty and hospital reps are being asked to change their sales approach – target more stakeholders who have very diverse needs. Sales leadership constantly provides their teams with more data, tools, and resources. In turn, they expect better and faster sales results. Training’s challenge in this situation is to provide the framework to interpret all of this sales, market, and competitive data in a way that fuels sales strategy and performance at the representative level. In the era of healthcare reform, all of these inputs define the reimbursement pathway – that is how patients get access to medications and how physicians get paid.Understanding the reimbursement pathway and how it influences prescribing and fulfillment decisions is an essential element of today’s sales strategy. Both acumen and selling skills need to be “re-framed” around this decidedly business to business (B2B) set of market influences. Our approach is based on two key premises: doctors have “drivers” built into the decision process based on their reimbursement contract when most clinical indicators are equal; an the basic design of how the pharmaceutical drug benefit will be administered has built in indicators that predict prescribing and product use behaviors. Armed with the right information and the know-how to convey clinical AND business value, sales professionals will be in position to deliver increased sales in this new reimbursement-based market. To unlock this value, training leaders must present a clear roadmap from traditional sales models to one that leverages the right information on the reimbursement pathway.

Track

Selling Skills Development

Time and Location

Wednesday, 9:30am - 11:00am, St. John's 24

Learning Objectives

Participants will learn to:

• Understand the changing institutional healthcare environment, including customer perspective, reimbursement pathways, and how they impact the sales representative.
• Identify the most critical training objectives around the “reimbursement pathway,” focusing on initiatives with the greatest business impact.
• Populate an action planning worksheet and prepare to complete a training roadmap for representatives to respond to the changing marketplace effectively and confidently.
• Develop a value proposition for sales leadership and marketing that supports the need to train sales representatives to the “reimbursement pathway” (objectives based on 2-step premise).