Enhancing Account Management: Impact of Non-Clinical Drivers on Decision-Making

  • Marcy Lantzy, Proficient Learning,
  • Sam Bagchi, CHRISTUS Health System,
  • Bob McBride , Sunovion Pharmaceuticals

Sales teams are always looking for better ways to partner with and provide value to their customers and organizations. With continued changes and complexity in the healthcare marketplace, many decisions are being made using non-clinical factors. Through this workshop, we will evaluate strategies to incorporate real-life customer experts into your learning programs to maximize the benefits they provide to a training workshop. You will see the results and outcomes of a successful implementation of these strategies and hear firsthand some of the outcomes from a health system C-level executive. Throughout this experience, we will lead discussions on key strategies—including content expertise, training implementation and internal stakeholder management—that you can apply in your own training programs.

  • Date:Wednesday, June 5
  • Time:8:30 AM - 9:30 AM
  • Room:Grapevine 1
  • Location:Grapevine 1
  • Session Type:Case Study
  • Submitter Name: Alden, Staci
  • Submission Date (CST): 09/01/2019 10:44
  • Session Level: Intermediate
  • Submitter Email: staci.alden@proficientlearning.com
  • Session Length: 60 Minute Workshop
  • How are you planning on keeping the learners engaged during this presentation?: This will be a case-based approach with opportunities to ask questions to a C-Level executive of a health system in a safe environment.
  • Learning Objective 1: Build a deeper knowledge of non-clinical drivers that impact all levels of an organization
  • Learning Objective 2: Identify ways to train sales professionals in providing value and meaningful solutions on day-to-day issues from a C-Level customer perspective
  • Learning Objective 3: Develop actionable insights through effective account collaboration and management strategies
  • What is the topic your workshop will cover and how is it relevant to the industry?: Non-clinical factors customers consider when making treatment decisions. Companies need to incorporate this into training programs to be successful.
Marcy Lantzy
Proficient Learning
Sam Bagchi
CHRISTUS Health System
Bob McBride
Sunovion Pharmaceuticals