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How to get into the mind of
administration--to translate your clinical message to a meaningful
business dialogue and increase your sales to health care organizations as
a result….
If you find that
communicating with administration is always something that management
tells you to do, but no one seems to understand how to do…don’t worry.
You are not alone. And here are a couple of reasons why:
The majority of our training in new hire sales school (and after
graduation, as well!) is focused on product. We have never been taught the
business language of administration.
Maybe you used to be a nurse or a biomed engineer. Now you are being told
to call on the people who used to be your bosses boss. That can be very
scary.
You are so busy running CME events and in services that it is almost
impossible to find the time to add in a new activity.
Over the last 24
months, I have spoken with senior executives in hospitals and long-term
care facilities all over the world. I have done ride-a-longs with reps and
have interviewed senior managers in medical companies. Here is what I
found out:
Why you must get in
front of admin, today.
Health care trends
and how to capitalize on them.
That the value you
provide may have nothing to do with what you sell.
Why some
organizations take action and why some do not.
How the P and T
committee’s objectives, individual’s objectives and administration’s
objectives may differ and why.
The job
responsibilities of these administrators and how their performance is
measured in their organizations.
Administrators are
people too and will respond to us if we speak their language-- rather
than ours.
