“No outcome, no income,” says Dr. David Nash, founding dean of the nation’s first graduate school of population health. He joins Brad Ansley of SPI Health to explore the emergence of population health and the implications for healthcare suppliers. They cover the buyer’s perspective on changing health system needs, shared-risk contracting and new selling dynamics.
Regulatory change and industry consolidation have lead pharma companies to shrink their sales teams by 20% or more. This causes many to ask “Are healthcare sales representatives providing value in today’s healthcare environment”?
Are Pharmaceutical Makers Becoming Outcomes Companies
“Everyone in the U.S. [pharmaceutical industry] is, if not contemplating, actively taking strategic efforts to either mitigate and/or attempt to bear the risk,” says Dr. Ploszay whose team leads global efforts to leverage digital disruption as an organic and inorganic growth opportunity.
At #LTEN2018 Sales Performance International and Philips Healthcare hosted an interactive workshop led by Director of SPI Health, Brad Ansley, SPI Senior Sales Consultant Nick Maslanka and Mandy Dunnuck, Director, Leadership Development & Selling Skills at Philips. Learn how SPI helped Philips establish a unified sales process across an entire sales organization in just 12 months.
We started in 2014 to bring the responsible sales people of the entire organisation together just to make a decision, if we are on the same line, if we want to go the same way to integrate the sales program so sales has the same meaning for all over the world.
Most external third parties tell you a lot about what and why but what I liked about SPI was the focus on how. So really putting in the key enablers, a process structured methodology, a process for success, that focused on value. The fit seemed very complementary to what we were looking for.