Driving Market Access into the Future

  • Vicki Colman, LEO Pharma,
  • Donna Thomas, Informa Training Partners

Treatment decision making is rapidly shifting from individual physicians to a diverse set of institutional customers, from hospitals to integrated care entities, and from payers to pharmacy benefit managers. The pressure to deliver greater value is driving this evolution. Has your organization adapted its training strategy to align with these changes? Are you looking for ways to help customer facing functions, such as field and institutional sales and account managers to work more effectively together?

In this highly interactive workshop, facilitators will share their tactics for training sales representatives to think like account managers, account managers to work with field sales, and institutional representatives to strategize across the care continuum to serve their most complex customers more effectively. Participants will discuss their experiences with training a diverse set of sales professionals to collaborate to forge productive long-term customer relationships.

  • Date:Wednesday, June 5
  • Time:8:30 AM - 9:30 AM
  • Room:Ft. Worth 5
  • Location:Ft. Worth 5
  • Session Type:Interactive Discussion
  • Submitter Name: Welna, Kelly
  • Submission Date (CST): 09/01/2019 12:30
  • Session Level: Beginner
  • Submitter Email: kwelna@informatp.com
  • Session Length: 60 Minute Workshop
  • How are you planning on keeping the learners engaged during this presentation?: Participants/facilitator share lessons learned, best practices. Flip charts, table discussions, scenario-based questions, and job aids at tables.
  • Learning Objective 1: Identify key competencies needed for a cross-functional sales approach
  • Learning Objective 2: Describe how to align internal stakeholders when developing and executing a cross-functional curriculum
  • Learning Objective 3: Explore options for best in class training to prepare customer facing teams to work most effectively
  • What is the topic your workshop will cover and how is it relevant to the industry?: Tactics for aligning training professionals across the sales continuum to think cross-functionally to serve diverse customers across settings.
Vicki Colman
LEO Pharma
Donna Thomas
Informa Training Partners