Selling in a Dynamic Hospital Environment. March 17, 2017

Transcription

1 March 17, 2017

2 New Resource Available: Selling in a Hospital Environment The emodule highlights important topics to successfully sell in a hospital environment such as: Factors influencing hospital selling Typical hospital structure Steps to maximize your selling success

3 Speaker Profile: Jeffrey Farber, MD, MBA, FACP, CPE CEO, Mount Sinai Care Senior Vice President, Chief Medical Officer for Population Health, Mount Sinai Health System Expert on accountable care and new payment models

4 Speaker Profile: L. David Harlow, III, PharmD Assistant Vice President for Professional Services and Chief Pharmacy Officer, Martin Health System Former Regional Director of Pharmacy Operations at Carilion Clinic Experience in retail pharmacy ownership, home infusion, and pharmacy benefit management

5 Speaker Profile: Michelle O Connor, MEd, CMR President and CEO, CMR Institute 23 years of leadership in delivering innovative learning solutions Board member, Life Sciences Trainers and Educators Network (LTEN)

6 Moderator Profile: Laura Ramos Hegwer 23 years writing about healthcare Writes for Healthcare Financial Management, Healthcare Executive, Healthcare Cost Containment, Journal of AHIMA, and other industry publications Former magazine editor covering sales and training in the life science industry

7 Question for the audience: Why are you attending this webinar today? A. I am new to hospital sales. B. I am experienced in hospital sales but wanted a refresher. C. I am responsible for training hospital sales teams. D. I am not in hospital sales or training just interested.

8 How are hospitals changing their staffing, leadership, and departmental infrastructure to improve care and efficiency, and become more innovative? Organizational Changes More employed physicians More centralized decisionmaking Addition of population health management (PHM) staff Development of innovation offices, venture capital funds

9 What are the sales implications? Sales Implications MDs incentivized to use pathways Fewer decision-makers Need to position products for OP care Opportunity to partner on innovation

10 What are the training implications? Training Implications Need resources on improving access Training on selling evidencebased medicine Need to develop team s business acumen Training for selling above the doc

11 Question for the audience: How do most hospitals control their pharmacy costs? A. Using cost-accounting strategies B. Designating preferred products on their formulary C. Using pathways in the electronic health record (EHR) D. Engaging in value-based contracting E. All of the above

12 What tools/strategies are hospitals using to influence physician prescribing habits and manage pharmacy costs? Preferred Products on Formularies EHR-based Pathways Cost- Accounting Pharmacy Costs Value-Based Contracts

13 Will any of these tools and strategies likely extend to affiliated physicians in outpatient settings? Hospitals/ IDNs Employed Physician Groups NextGen ACOs Other Care Models (APMs, etc.)

14 What can sales professional do to optimize their success in a hospital selling environment? Be Competent Stay Focused on Value Profile the Hospital Connect with the Right People

15 Question for the audience: What topic is your company focused on most when training your hospital sales team? A. Business acumen B. Market knowledge C. Selling skills D. All are equally important

16 What can trainers do to optimize their team s success in a hospital selling environment? A High-Value Hospital Sales Professional Has Local Market Knowledge Finds Mutual Goals Conveys ROI Holds Own in the C-Suite Positions for Triple Aim/PHM Possesses Business Acumen

17 QUESTIONS?

18 Thank you for attending the webinar For more information, please contact CMR: CMRinstitute.org