Selling in a Dynamic Hospital Environment

Selling in a Dynamic Hospital Environment

March 17, 2017

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


Speaker Profile:

• 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

Jeffrey Farber, MD, MBA, FACP, CPE


Speaker Profile:

• 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

L. David Harlow, III, PharmD


Speaker Profile:

• President and CEO, CMR Institute• 23 years of leadership in delivering innovative

learning solutions• Board member, Life Sciences Trainers and

Educators Network (LTEN)

Michelle O’Connor, MEd, CMR


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

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.

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 decision-

making• Addition of population health

management (PHM) staff• Development of innovation

offices, venture capital funds

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

What are the training implications?


• Need resources on improving access

• Training on selling evidence-based medicine

• Need to develop team’s business acumen

• Training for selling “above the doc”

Training Implications



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

What tools/strategies are hospitals using to influence physician prescribing habits and manage pharmacy costs?


Pharmacy Costs

Cost-Accounting

Preferred Products on Formularies

EHR-based Pathways

Value-Based Contracts

Will any of these tools and strategies likely extend to affiliated physicians in outpatient settings?


Other Care Models (APMs,

etc.)

NextGenACOs

Employed Physician Groups

Hospitals/ IDNs

What can sales professional do to optimize their success in a hospital selling environment?


Be Competent

Profile the Hospital

Connect with the

Right People

Stay Focused on Value



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

What can trainers do to optimize their team’s success in a hospital selling environment?


A High-Value Hospital Sales Professional…

Has Local Market

KnowledgeConveys ROI

Positions for Triple

Aim/PHM

Finds Mutual Goals

Holds Own in the C-Suite

Possesses Business Acumen

QUESTIONS?


Selling in a Dynamic Hospital EnvironmentThank you for attending the webinar

For more information, please contact CMR:844.790.3021

[email protected]

mailto:[email protected]

Documents

Selling in a Dynamic Hospital Environment