Let TLC Show You How to Navigate the Market
Sales professionals need a clear understanding of the complex managed care market to succeed. Managed care curricula from TLC train your sales team on how to navigate this changing environment, interact intelligently with providers, and employ proven pull-through strategies.
TLC's best-in-class training tools and curricula are designed to teach sales professionals how to analyze the market, locate key decision-makers, identify needs, and practice overcoming objections. Learners build and practice selling skills in real-world managed care scenarios.
TLC's managed care curriculum—a first in the industry—provides comprehensive grounding with Selling in the Managed Care Market Place–a five part series; Volume 1–The Market Today, Volume 2–Putting Your Knowledge to Work, Volume 3–Managed Care Pocket Dictionary, Volume 4–In-Field Reminder, and Volume 5–A Coaching Toolkit for District Managers.
| Career level: | Basic |
| Audience: | Sales representatives, sales managers, and hospital and managed care specialists |
| Deliverable: | Handbook with exam and answer key |
An introduction to the managed care market
This handbook equips your sales team with the knowledge needed to build winning selling strategies in the managed care environment. Managed Care Handbook, Volume I delivers an in-depth look at the fundamental concepts behind managed healthcare. It explains the various MCO models, answers key questions, reveals market trends, and examines formularies and cost controls. It also provides insight into the motives that drive managed care stakeholders—including payers, plans, providers,
and patients.
| Career level: | Basic |
| Audience: | Sales representatives, sales managers, and hospital and managed care specialists |
| Deliverable: | Handbook with exam and answer key |
Hone your sales team’s pull-through skills
A companion volume to Managed Care Handbook, Volume I, this application-based workbook provides sales representatives with the opportunity to use information from their own accounts to complete a variety of written exercises. These exercises reinforce pull-through skills, including how to investigate the marketplace, conduct a needs analysis of physician accounts, devise strategies and tactics to overcome physician objections, and manage compelling events, such as mergers and new competition. Additional market segments covered include long-term care facilities, physician organizations, and PBMs.
Selling in the Managed Market Place:
| Career level: | Basic |
| Audience: | Sales representatives, sales managers, and hospital and managed care specialists |
| Deliverable: | Handbook |
Master managed care terminology with one source
This portable, easy-to-use volume describes key terms used in health economics, pharmaceutical care, MCOs, legal issues, and more. An excellent resource for anyone who is involved with managed care, Managed Care Terminology will ensure your sales team understands and correctly uses even the most obscure acronyms. Two versions are available: one for pharmaceutical sales professionals and one for medical-device sales professionals.
| Career level: | Basic and advanced |
| Audience: | Sales representatives, hospital and managed care specialists |
| Deliverable: | Handbook with exam and answer key |
This self-study handbook helps sales representatives walk hospital corridors with purpose, confidence, and the skills needed to sell effectively. Sales representatives, district managers, and account managers learn what they need to succeed in the vitally important hospital-selling environment. The handbook includes information on the roles of providers; how hospitals are structured, operated, and managed; integrated health systems; hospital reimbursement; buying decisions; and quality utilization.
| Career level: | Basic and advanced |
| Audience: | Sales representatives, hospital and managed care specialists |
| Deliverable: | Workshop |
This one-day training program offers a chance to learn and practice the skills needed to achieve and surpass hospital sales forecasts. Sales professionals learn proven sales strategies and tactics and explore the mechanics of the hospital: the players, structure, financing, contracting, and more. Key topics include the role and emergence of integrated systems, the mechanics of hospitals, key players, and selling pathways.
| Career level: | Continuing education |
| Audience: | Sales representatives |
| Deliverable: | CD-ROM |
This exciting CD-ROM and Web-based training product places sales representatives in real-world situations where they engage in information-gathering simulations and sales calls with physicians. This tool provides sales representatives with the opportunity to practice their investigation, planning, and strategic skills; strengthen their knowledge of the managed care environment; and improve their ability to sell effectively.
| Career level: | Advanced |
| Audience: | Sales representatives |
| Deliverable: | Workshop |
Capitalize on your hard-won formulary victory by learning how to use a 12-step selling process that achieves pull-through success. This one-day workshop provides insight into managed care customers and their economic needs and financial incentives. It teaches critical skills, such as economic positioning, information analysis, investigation, and qualifying. The selling process that sales professionals learn can be implemented the day after the workshop.
| Career level: | Advanced |
| Audience: | Sales managers |
| Deliverable: | Workshop |
Keep your sales people and managers on
the same page
Ensures that both district sales managers (DSMs) and their sales representatives have a solid understanding of managed care and pull-through selling strategies. For sales representatives, the program focuses on real-world selling situations and a managed care profiling methodology that can be applied to everyday selling. For DSMs, it reinforces understanding, offers a way to tailor lessons to the needs of each representative, and helps the DSMs learn to build productive relationships with representatives.
| Career level: | Basic |
| Audience: | Hospital and managed care specialists |
| Deliverable: | Handbook with exam and answer key |
Profile MCO needs and develop strategies for building market share
This thorough, in-depth reference for account managers focuses on MCO structure, operations, and finance. This handbook provides practical, need-to-know information for hospital and managed care specialists and sales professionals who call upon them. It outlines the knowledge and skills needed when interacting with MCOs, teaches steps for profiling MCO needs and identifying key decision-makers within MCOs, and delivers the information needed to understand what MCOs look like and how they operate. This valuable reference can serve as a stand-alone learning text or a companion to The Strategic Account Management Workshop: Understanding MCO Finances.
| Career level: | Basic |
| Audience: | Sales managers |
| Deliverable: | Workshop |
Strengthen your relationship with MCOs
Provides your account managers with the essential information and skills they need to build relationships with today's MCO decision-makers. Can serve as a stand-alone learning experience or a complement to The Strategic Account Management Handbook: Understanding the MCO Customer.
| Career level: | Continuing education |
| Audience: | Sales managers |
| Deliverable: | Workshop |
Teach your team to manage every account
for maximum success
Equip your sales team with the skills it needs to extract the most value from every account. This day-and-a-half workshop gives sales representatives the skills required to analyze accounts, maximize sales, and uncover potential new sales opportunities. The workshop teaches a practical process for negotiating the often-complex process of selling in the managed care market. Salespeople leave the program with the ability to develop major accounts more effectively–leveraging strengths, maximizing opportunities, facing competition, avoiding costly mistakes, and emphasizing long-term account relationships.
