News & Press Releases

Healthcare Account Management – Enable sales teams to drive revenue

March 9, 2016 – Our Healthcare Account Management program is tailored to help representatives, key account managers, and strategic account managers prosper in the complex healthcare selling environment.

The shift to multi-stakeholder decision-making in healthcare is responsible for the increased focus on one of the most desired competencies for sales representatives – account management. Unfortunately, the talent pool is short on sales professionals that embody the characteristics of a successful account manager. As a result, sales leaders are finding that they must shift their development plans to include account management competencies in order to be successful in the healthcare market.

According to KPMG (2015), “Life sciences companies face increasingly high demands from payers to prove the value of their products in terms of improved patient outcomes and lower costs. This requires not only clinical and analytical rigor, but increased focus on account management and strategy. This is a significant part of the commercial model for the pharma, biotech, and medical device sectors, which need to evolve to compete in the future.“1

Our Healthcare Account Management program brings a programmatic approach that enables sales teams to drive revenue by understanding who the key stakeholders are and their individual value drivers. Sales professionals who attend engage in critical thinking designed to help them improve customer relationships, sell collaboratively, and create a shared vision of the brand-specific solutions that they can provide to solve critical patient or organizational issues.

Intended Audiences

New business models, like Integrated Delivery Networks (IDNs), mandate that all sales representatives possess account management competencies to be successful. Healthcare Account Management is designed for sales professionals and teams that manage and/or sell to accounts. This includes members of the team who may be virtual. The practical exercises performed leverage real account information provided by attendees. The following key roles should anticipate an increased proficiency in critical sales competencies related to healthcare account management:

What is included in the Healthcare Account Management program?

Program Objectives

Healthcare Account Management enables life sciences account teams:

Pre-Workshop Preparation

Healthcare Account Management begins with a set of five MicroLessons to familiarize participants with essential concepts of healthcare account management. To further prepare participants for the workshop and to leverage sales enablement technology, participants are asked to provide account-specific information and watch a video tutorial related to cloud-based automation tools.

Interactive Application Workshop

Healthcare Account Management is a hands-on application workshop, facilitated by a highly qualified life sciences consultant. Each SPI Healthcare Account Management facilitator has been certified to rigorous standards, and they each bring over a decade of life science industry sales experience to ensure their credibility and enhance facilitated discussions. Alternatively, SPI can certify client instructors for in-house delivery and coaching, at the client’s option.

Workshop Topical Agenda

Healthcare Account Management is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led workshop is a two-day, highly interactive program, and incorporates in-classroom application exercises and tools.

Instructional Materials

The Healthcare Account Management workshop is designed with adult learning principles in mind. The program’s instructional materials facilitate participant understanding by using a mix of media to transmit and reinforce key learning points. SPI provides full-color training content in electronic interactive workbooks, for use on participants’ mobile devices or laptop computers, as well as color reference charts, animated presentations, and video content, where appropriate.

Day 1

Day 2

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