2012 NHIA Annual Conference & Exposition

Concurrent Sessions—Sales & Marketing Workshop

sales Sales & Marketing Workshop

 

Thursday, April 26

sales24-F. Taking Flight! Mastering the Four Behavioral Styles That Can Transform Your Career, Your Relationships…Your Life (Part I)

 

  • Complete a self-analysis using the "DiSC" quadrant behavioral assessment tool that is based on the work of Dr. William Moulton Marston—enabling you to raise your own awareness about the degree to which each of the four major "personality styles" (Dominance, Influence, Steadiness and Conscientiousness) are reflected in your style of communication and interaction.
  • Learn your behavioral style "blend"—your own unique mix of primary and secondary behavioral styles—and how to strategically apply your distinctive behavioral style "wisdom" to dramatically improve your effectiveness at work.
  • Engage in dynamic, interactive exercises that will allow you to experience and better comprehend your own style, as well as the styles of others.

Faculty: Daniel Silvert, BA,Vice President of Learning & Development, Team Builders Plus, Marlton, NJ

Note: Attendees who wish to receive 2.0 pharmacy or nursing continuing education contact hours for session 24-F must also attend Session 28-G (Part II), for which they will receive an additional 1 contact hour for a total of 3 contact hours for both sessions. No partial credit can be awarded if only one of these two sessions is attended without the other.


sales28-G. Taking Flight! Mastering the Four Behavioral Styles That Can Transform Your Career, Your Relationships…Your Life (Part II)

 

  • Receive a simple framework for quickly assessing any team and understanding potential strengths and blind spots—learning how to read people's styles and unlock the secret to how best to work with them.
  • Determine how to reveal the hidden drivers that form our likes and dislikes about the people we work with—and how to adapt your behaviors to improve communication with your co-workers and customers.
  • Foster your ability to value differences in others, building trust and respect both within your organization and with external customers alike.

Faculty: Daniel Silvert, BA, Vice President of Learning & Development, Team Builders Plus, Marlton, NJ

Note: Attendees who wish to receive 1.0 pharmacy or nursing continuing education contact hours for session 28-G must also have attended Session 24-F (Part I), for which they will receive an additional 2 contact hours, for a total of 3 contact hours for both sessions. No partial credit can be awarded if only one of these two sessions is attended without the other.


sales32-H. Cultivating a Service-Rooted Partnership Between Your Sales and Intake Teams

 

  • Apply personality-based assessment tool results to the teams in your organization—distinguishing and appreciating each group's differing strengths and the role these strengths play in achieving shared customer service outcomes.  
  • Grow your ability to build empathy between teams by introducing them to the responsibilities and challenges they face in the performance of core job duties.
  • Examine strategies for gathering teams together to formulate realistic expectations for customer service deliverables that everyone can agree to.

Faculty: Cheryl Gast Whitaker, Customer Services Manager, Infusion Therapy, Johns Hopkins Home Care Group, Baltimore, MD