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Text To Join!
Now anyone can join our email eNewsletter list simply by texting TAPLLC to 22828 and follow the texted instructions!
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A Successful Sales Manager Is A Great Sales Coach
One of the biggest challenges regional sales managers face is the lack of time to deal with all the management, coaching, sales strategy and operational tasks their job demands of them. This scarcity of time is compounded as the size of their sales teams and territories grow. Many sales managers are time challenged due to an inefficient process of jumping into high value opportunities or accounts and acting on behalf of their salespeople to clean up account issues, take over difficult contract negotiations or close business.
These sales managers fall into this pattern since they themselves are former "A-player" salespeople who pride themselves on their sales skills and find it difficult to adjust to the role of manager and coach. Much like the coach of a sports team, a good sales manager must have a process for coaching their sales team from the sidelines, rather than jumping onto the playing field and running the play themselves.
Great sales coaching translates into having a process for interrogating the reality of an account or opportunity. Most salespeople are trained to look for positive account signals such as a clinical champion with strong interest in their product. Unfortunately, the salesperson often ignores the challenges that may exist in the account, such as an administrative stakeholder that is a strong advocate for the competition or a committee that ties its buying decisions to an existing GPO contract...
Click here to read the full article
Click here to read last month's article "Identifying a Successful Hospital Salesperson"
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Join us for this important discussion on Tuesday, February 26, 2013, from 1:00 PM - 2:00 PM EST Click here to registerThe new Accountable Care laws are shifting the healthcare marketplace from a volume-driven market to a value-driven one. Readmission Reductions, Value-Based Purchasing, ACOs and Bundled Payment Initiatives create new demands on hospitals and doctors who in turn make demands on device companies. These demands will often result in downward price pressures on your product, exclusive Requests for Proposals (RFPs) and limited supplier contracts. - Is your company prepared for these new competitive dynamics?
- Do you thoroughly understand how each of these Accountable Care initiatives will impact your sales process?
- How will your company be impacted even if your specialty isn't one of the first three selected by Medicare (AMI, HF and Pneumonia)?
Join us for this complimentary, 60-minute webinar we will discuss: - The key Accountable Care initiatives impacting device companies.
- Determine how your company will be impacted by the new regulations.
- How to analyze the Episode of Care that your products impact.
- How to identify and communicate the value you bring to your customers through the use of Targeted Messaging.
- Methods for optimally engaging clinical relationships in the partnership process using Clinical Champion Evaluation.
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CMS approves over 500 participants in Bundled Payments. When do the RFPs start coming?
CMS has approved over 500 different hospitals and physician groups to participate in its Bundled Payment Initiative. Each of the entities will have an opportunity to provide care to patients for specific procedures and receive a single, bundled payment for the episode of care.
In my experience working with bundled payments, healthcare providers immediately look to device companies to reduce their prices, in order to achieve their revenue targets. This presents an opportunity to device companies to proactively negotiate "discounts" in exchange for some kind of "exclusivity" in order to participate in the Bundled Payment Initiative with the provider.
In the past, such as under CMS' ACE Demonstration Project, device companies that failed to act proactively were subjected to aggressive RFPs to drive down the prices of their devices. There are many different strategies to proactively address this new initiative and will likely be the subject of some of our future webinars.
CMS has set up an extensive website to educate the public on the Bundled Payment Initiative and even includes a searchable map to show you the various providers approved to participate in each state. I recommend that you take a few moments to read the site and familiarize yourself with the providers in your marketplaces.
Click here to view the Bundled Payment Initiative searchable map.
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Martin Gold Discusses a New Women's Health Benefit in Bloomberg BusinessWeek
 Working Moms Need More Than Subsidized Breast Pumps
Pumping at work isn't pretty. It involves taking a foghorn-like device into a tiny, depressing room, attaching it to your aching breasts, and sitting for 20 minutes while your co-workers check items off their to-do lists. Facebook Chief Operating Officer Sheryl Sandberg has famously bragged about pumping while on conference calls during her time at Google (GOOG). Katrina Alcorn, a Web consultant in Oakland, Calif., describes a more common scenario: Her company didn't have a lactation room, so she sat in a toilet stall to pump. Alcorn stored her breast milk in the office fridge. "Once, a co-worker sent an e-mail to the entire 40-person office complaining about the 'bodily fluids' in the refrigerator," she says. "It was tempting to give up breast-feeding altogether."
A good electric pump can cost $300 and is essential if you plan to breast-feed after maternity leave. In mid-October, my moms' message board lit up with some good news for put-upon pumpers: The Affordable Care Act requires private insurers to cover the cost of a...
Click here to read the BusinessWeek article
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Are You a Medical Device Sales Manager? Join Our LinkedIn Group
 The LinkedIn Medical Device Sales Management group is a community for all levels of sales management in the device industry to network and share ideas and best practices with their peers.
This group is strictly for regional, area director and VP level sales managers in medical device (implantable and capital equipment), diagnostic, tissue engineering and other medical technology related industries.
Within this group we will share updates and ideas on issues related to direct and indirect sales force management, recruiting techniques, economic sales tools and resources, managing hospital value analysis and technology management review committees and new regulatory initiatives affecting hospital and physician customers.
Click here to learn more and join the group
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Martin Gold and Jay Spielvogel Technology Access Partners LLC Ph: 845-596-6508 www.TAPLLC.com |
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