Reimbursement Training: Maximizing Sales Force Effectiveness

Every day, your sales reps face reimbursement objections and questions from physicians and their staffs. No wonder. Increasingly, payers are loading more costs onto patients through greater co-payments and co-insurance benefit structures – and changing how physicians themselves are paid for physician-administered drugs. The sales rep’s job is no longer to merely explain a product’s benefits: he or she needs to explain the economic implications as well. And to do that, they need a far greater understanding of managed care than most have today.

Reimbursement training increases sales and the value of the rep’s visit to physicians and staff by:

  • Delivering consistent and well-structured managed care understanding
  • Minimizing sales obstacles and increasing staff loyalty
  • Developing appropriate responses to reimbursement objections
  • Becoming an indispensible resource of financial and benefit understanding for physicians and staff
  • Properly implementing your own reimbursement-assistance programs to support your sales efforts

Reimbursement Intelligence has developed training modules that cover a variety of reimbursement topics for products (reimbursed either through the pharmacy budget or the medical benefit) that include:

  • Oncology Marketplace
  • Drug Distribution
  • Reimbursement in Government Programs
  • Managed Care Basics
  • Coding and Reimbursement

Our team customizes the content based on the needs and objectives of our clients. All learning vehicles allow for structured testing to measure core competencies. We offer a variety of training vehicles to keep sales representatives engaged including:

  • E-Learning – SCORM Compliant
  • Enduring Materials – Training Guides
  • Train the Trainers: Providing training for a company’s own internal trainers to ensure effective delivery of content
  • Live Workshops – Engagement and interactivity
    • Leader and participant guides
    • Reinforce key learnings
    • Case based training and reinforcement
    • Workshops on how to message in different reimbursement scenarios
    • Team game competition on managed care knowledge
    • Formulary challenge breakouts — Role Playing

For more information, please contact Susan Raiola at sraiola@reimbursementintelligence.com or 973 805 2303.