Recently, I was asked for guidance on training workshops for sales reps, focusing on basic Managed Care issues. Not an uncommon need. I was able quickly to find a great fit among my preferred partners. Having previously been more immersed in the world of technology-based training, I have been pleasantly surprised to see the wealth of “live” training workshops from my partner network that I can now recommend to my clients.
There are several aspects to Managed Care training to consider, including:
– Basic knowledge of the key terms and concepts (some of this can be done via pre-work)
– The impact of Managed Care on the physician practice, and how to promote product with formulary issues in mind
– The impact of the Medical Modernization Act (esp. “Part D”)
– Strategic thinking in dealing with institutional sales
Of course, there are also more advanced workshops as well for reps who focus solely on MCOs.
If you have a need for updated Managed Care training, contact me at info(at)impactiviti.com and I’ll be glad to provide guidance and make the appropriate connections for you.