Marketplace Basics: Understanding the Managed Care Marketplace
The Marketplace Basics: Understanding the Managed Care Marketplace Curriculum explains the forces driving the growth of managed care, the methods used by MCOs to contain costs and control utilization, and tactics that sales professionals can use to gain access to prescribers, overcome formulary and reimbursement-related objections, and pull-through their products. This curriculum contains a handbook, a quick reference guide, and a workshop.

Navigating the Managed Care Marketplace
Using an engaging global mapping theme and design, this eLearning course teaches learners the basics of managed care and how to sell their products in a managed care environment. The course introduces learners to key stakeholders in managed care, explains how managed care plans control costs, and examines how managed care policies may influence the actions of both physicians and pharmacists. This course also provides learners with information on how to anticipate and handle customer objections to help ensure that physicians write their products when appropriate and that pharmacists fill those prescriptions as written. Ultimately, learners walk away from this course knowing how to customize sales calls to their local managed care environment, discuss and effectively position their products, and build trust and credibility with their customers.

Selling with Formulary Restrictions
Managed care plans impose several types of formulary restrictions in an effort to discourage physicians and patients from using specific products in situations where there may be less expensive treatment options. This curriculum provides sales professionals with the knowledge and skills they need to minimize the potentially negative impact these restrictions have on their sales. The curriculum contains a workshop and a quick reference guide.

Making the Total Office Call
Successful sales professionals call on the total office, not just the physician. This workshop provides an inside perspective on the inner workings of a physician office in a managed care environment. It also focuses on how to gain access to and build trust and credibility with each member of the physician office (receptionist, office manager, nurse, and physician) and become a valuable resource to the entire team.

Selling to Group Practices
This workshop provides participants with a strategic process for selling to group practices. Through a customized case study, participants learn how to profile their accounts, determine customer needs, and then develop a strategic plan to increase product performance.

Bridging the Generation Gap with Physician Customers
Clear communication and matching the message to the physician’s needs are imperative to being a successful sales professional. Through the use of video, sales professionals learn about communication styles from the physician’s perspective, in this interactive workshop. Participants learn how to tailor their messages and strategies for calling on physicians from each of the four generations (Veterans, Boomers, Xers, and Millennials).

Business Acumen for Sales Representatives
This workshop teaches sales representatives business acumen skills: researching and assessing the impact of marketplace trends on their territories; reading and analyzing their sales and managed care data to pinpoint business opportunities and target physicians at the territory level; and creating appropriate messaging for those targeted physicians to leverage these business opportunities.

Calling on Retail Pharmacy
Educating sales representatives on how to make pharmacy calls can be instrumental to their success since the pharmacist can influence which product is dispensed. This curriculum helps prepare your sales representatives with the information and skills needed to pull-through your products at the point of sale. This curriculum contains a handbook, a quick reference guide, and an eLearning course.

Selling Specialty Products in a Changing Marketplace
This handbook provides insight into reimbursement challenges unique to specialty products. By having a good understanding of reimbursement, sales professionals can integrate messaging into their sales calls to address the challenges.

Understanding Managed Care for Medical Device Professionals
The Understanding Managed Care for Medical Device Professionals Handbook explains the forces driving the growth of managed care, the methods used by MCOs to contain costs and control utilization, and tactics that sales professionals can use to gain access to customers, overcome objections, and pull-through their products.

Current Trends in Pay for Performance
Pay for Performance (P4P) is a developing trend in healthcare reimbursement that changes the way that health plans reimburse providers and has the potential to improve the quality of patient care. This eLearning program will give pharmaceutical sales professionals confidence and credibility to discuss P4P programs with their customers.

Government Regulation of Healthcare
This eLearning course examines the impact that legislation, regulations, and healthcare policy all have on the pharmaceutical industry. It describes the role of the federal government in healthcare legislation, regulation, and policy and discusses the impact of the federal government on the pharmaceutical industry and its customers. It also provides an overview of the Centers for Medicare and Medicaid Services (CMS) and the Food and Drug Administration (FDA), two important and powerful federal regulatory bodies, and their role in recent and ongoing reforms.

Healthcare for Diverse Populations
This eLearning course introduces the concept of cultural competence and discusses its importance to healthcare today. It outlines the market drivers and forces behind cultural competence, including background information about the changing demographics of healthcare. The course presents clinical targets to improve healthcare for diverse groups. It also illustrates the challenges and successes of various initiatives in the healthcare industry to implement programs to address diversity.

Financial Dynamics of Hospitals
This workshop provides hospital sales professionals with an understanding of the financial pressures facing hospitals and how to collaborate with their customers on solutions to the financial challenges in their hospital accounts.

Financial Dynamics of Long-Term Care
Financial pressures affect many of the decisions that Long-term Care (LTC) Facility and Long-term Care Pharmacy Provider (LTCPP) accounts make on a daily basis. It’s necessary to understand these financial pressures from the account’s viewpoint and be able to respond with solutions that help alleviate those pressures. The Financial Dynamics of Long-term Care Workshop demystifies this marketplace segment to provide the financial insight LTC account managers need to effectively partner with their accounts.

Formulary Ups and Downs
The Formulary Ups and Downs board game provides hospital sales professionals with a fun and educational game that focuses on obtaining formulary approval for their products within the hospital setting. By answering questions, players proceed through the steps of the formulary approval process.

Gaining Hospital Formulary Approval
The Gaining Hospital Formulary Approval Curriculum gives hospital sales professionals an understanding of how formulary decisions are made and the steps in the process. This curriculum includes a workshop, a quick reference guide, and the Formulary Ups and Downs Game.

Group Selling Dynamics
The Group Selling in the Hospital Curriculum teaches hospital sales professionals about different types of group selling events within the hospital setting and provides strategies for planning and conducting an effective group selling event. This curriculum contains a handbook, a quick reference guide, and a workshop.

Institutional Selling: Decoding the Hospital
The Institutional Selling: Decoding the Hospital Curriculum provides hospital sales professionals with an overview of the hospital marketplace, key customers, the formulary approval process, and strategies for driving utilization within their hospital accounts. The curriculum contains a handbook, a quick reference guide, a workshop, and the Formulary Ups and Downs Game.

Selling in the Long-term Care Marketplace
The Selling in the Long-term Care Marketplace Curriculum provides long-term care sales professionals with an overview of the long-term care marketplace and strategies for building trust and credibility and driving product utilization. This curriculum contains a handbook, a quick reference guide, and a workshop.

Strategic Thinking for Hospital Representatives
The Strategic Thinking for Hospital Representatives Curriculum teaches hospital professionals how to be strategic versus tactical in managing their accounts. This curriculum contains a handbook and a workshop.

Account Management: Understanding the Business of Managed Care
This handbook provides account managers with information on MCOs, how to build credibility with key decision-makers, how to gain and maintain formulary approval for their products, and how to strategically partner for long-term success.

Managing Your MCO Accounts
This workshop provides account managers with the tools they need to identify key MCO decision-makers and their needs, strategically develop solutions based on those needs, and build trust and credibility with their MCO accounts.

Executive Sell: Gaining Access, Realizing Goals
This workshop provides account managers with an understanding of what is important to executive-level decision-makers at MCO accounts, how to gain access, and how to collaborate on solutions that will help them meet their business objectives.

Financial Dynamics of Managed Care
This workshop focuses on helping account managers understand the financial pressures MCOs face, the effect those pressures have on their pharmaceutical product decisions, and how to build credibility and effectively partner with their accounts.

Strategic Thinking for Account Managers
This workshop provides account managers with a process to becoming strategic versus tactical in profiling their accounts, determining their customers’ needs, and developing plans to build credibility and maximize product performance.

Healthcare for Diverse Populations
This eLearning course introduces the concept of cultural competence and discusses its importance to healthcare today. It outlines the market drivers and forces behind cultural competence, including background information about the changing demographics of healthcare. The course presents clinical targets to improve healthcare for diverse groups. It also illustrates the challenges and successes of various initiatives in the healthcare industry to implement programs to address diversity.

Government Regulation of Healthcare
This eLearning course examines the impact that legislation, regulations, and healthcare policy all have on the pharmaceutical industry. It describes the role of the federal government in healthcare legislation, regulation, and policy, and discusses the impact of the federal government on the pharmaceutical industry and its customers. It also provides an overview of the Centers for Medicare and Medicaid Services (CMS) and the Food and Drug Administration (FDA), two important and powerful federal regulatory bodies, and their role in recent and ongoing reforms.

Working Together to Get Results
This workshop focuses on strategies to help sales and account managers work together on pull-through initiatives to improve product sales and market share.

Business Acumen for Managers
This workshop teaches sales managers how to profile their district to identify managed care business opportunities within representative territories, and then effectively coach representatives to capitalize on the opportunities.

Coaching Through the Generation Gap
This video-driven workshop is designed to help sales managers understand the unique characteristics, concerns and needs of Boomer, Xer, and Millennial sales representatives and apply that understanding to how they motivate, coach, and evaluate their performance.

Fire Them Up: Motivating Your Tenured Representative
This workshop provides sales managers with the skills to identify what motivates their tenured representatives, coach with an eye on those motivators, avoid complacency, and quantifiably improve performance.

Working Together to Get Results
This workshop focuses on strategies to help sales and account managers work together on pull-through initiatives to improve product sales and market share.

Training Through the Generation Gap
This video-driven workshop is designed to help trainers understand the unique characteristics, concerns, and needs of Boomer, Xer, and Millennial sales representatives and provides tips on how to create engaging training for each of these audiences.