Continuing Education
Sunday, March 1
1:45- 3:15 p.m.
4-A Becoming an Expert Sales Person: Advancing Beyond Beginner Status
Faculty: Alison Cherney, MBA, President, Cherney and Associates, Brentwood, TN
1.5 Contact Hours
ACPE # 207-999-09-105-L04-P
- Learn what it takes to become a superior infusion therapy sales rep.
- Identify the strategies and tactics needed to become a top performer.
- Evaluate tools that contribute to sales success, including relationship building and territory organization.
OBJECTIVES:
- Recognize specific business areas that are of interest to customers
- Identify novel relationship building strategies
- Evaluate the organization and improvement opportunities of sales territory organization
Monday, March 2
10:45-11:45 a.m.
8-B Recruitment and Retention of Quality Sales People
Faculty: Jim Tanner, PA, CPIC, Regional Vice President, Byram Healthcare, White Plains, NY
1.0 Contact Hours
ACPE # 207-999-09-113-L04-P
- Improve your ability to recruit and retain quality sales professionals to increase top and bottom line revenues, beginning with time-tested recruitment and interviewing techniques.
- Examine the impact of comprehensive orientation and training programs on the success of the sales professional.
- Learn how to retain critical sales staff through attention to motivation factors, impact of market analysis and collaboration with other members of the home infusion team.
OBJECTIVES:
- Determine appropriate method for new Sales hire recruitment and evaluation of potential candidates.
- Understand new Sales candidate post hire orientation and training requirements key to sustained success
- Describe a cohesive market analysis and set defined realistic and obtainable growth goals
- State specific strategies intended to augment sales force, job satisfaction and retention, and their potential impact on infusion revenue.
- Validate the need for a commitment between sales and operations to sustain a culture of support and unified success.
3:15-4:45 p.m.
12-C The Art of Listening: A Real-World Look at Understanding and Improving Your Most Important Sales Skill
Faculty: Rocco Consiglio, Vice President, Strategic Corporate Business, Innovatix, New York, NY
1.5 Contact Hours
ACPE # 207-999-09-117-L04-P
- Identify the difference between listening and actually hearing what customers are saying.
- Participate in an interactive session that will examine what makes a good listener—and what improving your listening skills can mean for your business.
- Walk through real-world strategies to enhance listening skills—enabling you to truly understand what is being communicated.
OBJECTIVES:
- State the difference between hearing and listening.
- Demonstrate the three steps involved in active listening.
- Verbalize the importance of articulation in the message that is heard.
Tuesday, March 3
10:45-12:15 p.m.
16-D Bridging the Great Divide Between Ops & Sales: Infusing Sales Mentality Into Your Ops Team
Faculty: Robin Banner, RN, CRNI®, Regional Manager, Infusion Partners, Knoxville, TN; Tracy Collins, RN, Infusion Partners, Knoxville, TN
ACPE # 207-999-09-125-L04-P
- Understand the differences between the sales and operational teams and what motivates each team member.
- Review valuable techniques for bridging that divide, and bringing the ops and sales staff together around a common goal.
- Learn how to create a strong, healthy, competitive team that provides “Knock Your Socks Off’ customer service.
OBJECTIVES:
- Describe differential characteristics of sales and operations teams.
- Review tools and techniques that equip the entire team to sell.
- List practices that encourage an enduring, successful team.
2:45-4:15 p.m.
20-E Throwing Your Dog a Market Analysis Bone: Rejuvenating Your Infusion Business!
Faculty: Dave Grady, BA, Owner and Consultant IV Therapy, Big Sky IV Care, Kalispell, MO
1.5 Contact Hours
ACPE # 207-999-09-129-L04-P
- Explore new opportunities to expand your existing infusion business through market analysis.
- Learn how to forecast market potential and develop new clinical and marketing strategies.
- Review strategies for assessing ability of the team to implement new clinical programs or services, and the financial viability/cost of new initiatives.
OBJECTIVES:
- Assess existing market to find infusion business/pharmacy opportunities.
- Forecast market potential and determine fresh clinical and marketing strategies.
- Reassess current capability to implement new clinical programs or services.
- Determine financial viability of implementing new services/clinical programs.
4:30 -5:30 p.m.
24-F Creative Use of Resources For Marketing Infusion Therapies
Faculty: Jon Adair, RPh, MS, Regional Access Manager, Cubist Pharmaceuticals, Lexington, MA
1.0 Contact Hour
ACPE # 207-999-09-133-L04-P
The focus of sales personnel in the home infusion industry centers around the growth of business from referral sources who utilize the products and services supplied. In all cases, the products include medications, which create innovative opportunities for collaboration between pharmaceutical and home infusion companies. This presentation will reflect upon these opportunities, as case studies of successful collaborations between local and regional companies are presented. Challenges facing the industry will also be addressed from a collaborative, problem-solving perspective.
OBJECTIVES:
- Identify the opportunities that exist for collaboration between Pharma and the home infusion industry.
- Understand the common interests of sales personnel that are universal across all organizations
- View specific examples of how current organizations are using collaborative efforts to benefit both industries
Wednesday, March 4
9:15- 10:45 AM
28-G Program Selling: Productively Involving Clinicians in the Sales Process
Faculty: Marianne Duda, MS, RD, LDN, CNSD, National Nutrition Program Manager, Walgreen’s/Option Care, St. Petersburg, FL
1.5 Contact Hours
ACPE # 207-999-09-139-L04-P
Exchanging lab coats for suit coats can be an intimidating prospect for clinicians when introduced to the world of alternate site sales. The unfamiliar process of marketing our service can be a source of anxiety for clinicians more accustomed to being the target of a sales pitch. This session will provide nurses, pharmacists, dietitians and other clinicians a basic understanding of the sales call process, and offer tips on increasing their comfort level when interacting with potential referral sources. The role of the Account Manager versus that of the clinician will be delineated and a collaborative effort for successful sales explored.
OBJECTIVES:
- Define the role of the clinician during the sales call process.
- Name two ways clinicians assist the sales effort during daily activities.
- List three ways that account managers can facilitate effective collaboration with clinicians for optimal sales activity outcomes.
11:00-12:00 p.m.
32-H Sales 101: How to Effectively Work a Hospital
Faculty: PJ Sant’Eufemia, BS, Senior District Manager, Chartwell, PA, Pittsburgh, PA
1.0 Contact Hours
ACPE # 207-999-09-143-L04-P
- The majority of home infusion patients begin their course of treatment following discharge from a hospital. Consequently, it’s critical that sales representatives understand the hospital as a tremendous source of referrals, and manage it accordingly. This presentation will:
- Review techniques and goals applied in identifying key decision makers and the basic referral process of the hospital account;
- Outline a strategic approach to the physical facility that will maximize the sales representative’s time spent on-site;
- Describe account saturation with value-added services such as case management teams, Advisory Board opportunities and regular upper level meetings.
OBJECTIVES:
- Identify the referral process in hospitals.
- Verbalize understanding of referral integration as it pertains to revenue streams.
- Implement account saturation techniques.
2:00-3:00 PM
36-I Using Reporting and Management Tools to Define Sales Success!
Faculty: Kelly Aldridge, BSW, Area Vice President, Air Products Healthcare, Conshohocken, PA
1.0 Contact Hours
ACPE # 207-999-09-148-L04-P
Managing a sales territory and team requires consistent communication and management of data to ensure market growth. This session will identify tools for the sales manager to understand trends in the business, track and manage the performance of the sales team and determine resources necessary to create accountability for goal and revenue attainment.
OBJECTIVES
- Identify reporting tools to manage trends in your business.
- List methods for monitoring and developing the performance of your sales team.
- Outline techniques to manage the process of sales goal attainment.