7 Can’t Miss Training Updates

7 Can’t Miss Training Updates

A Trainers Guide To Preparing Your Sales Team

With an unprecedented volume of policy updates and market developments, you may feel like it’s impossible to determine what matters most to keep your training programs current – let alone design the right curriculum for each customer-facing role in your organization. CMR Institute engages with a network of industry experts and is committed to providing accurate, unbiased, and relevant content to help our clients succeed. We are committed to updating our content within five business days of a significant change in the market.

Below is a guide of 7 Can’t Miss Updates for Trainers to consider when preparing sales teams in 2019. For each update, learn what’s new, why it matters for your sales team, and access a FREE CMR demo offering market access training and value based training to effectively prepare your sales teams this year.

To learn more about these resources, or to enroll in the full course, contact CMR at solutions@cmrinstitute.org or call 1.800.328.2615.

Update 1: ACA In 2019

In December, a Texas judge ruled the ACA was unconstitutional because the penalty for the individual mandate was repealed by the Tax Cuts and Jobs Act of 2017. Currently, the ACA remains in effect while many states appeal the ruling.

7 can't miss training updates: A Trainers Guide To Preparing Your Sales Team

Update 2: New Rules For ACOs

CMS offers new ACO participation options for providers that are driving them to two-sided models, which put ACOs at risk for losses. Sales teams need to be aware that the ACOs in their regions may be in flux over the next few years and also think about long-term partnership strategies.

7 can't miss training updates: A Trainers Guide To Preparing Your Sales Team

Update 3: New Bundle Initiative

The government’s 2013 Bundled Payments for Care Improvement Initiative has ended and been replaced by BPCI Advanced. Unlike the previous model, BPCI Advanced counts as an advanced alternative payment model under MACRA.

7 can't miss training updates: A Trainers Guide To Preparing Your Sales Team

Update 4: Medicare Part D In 2019

The Bipartisan Budget Act of 2018 (BBA) closed the “donut hole” or coverage gap a year earlier than planned under the ACA, so enrollees’ out-of-pocket costs for brand drugs in the coverage gap will decline from 35% in 2018 to 25% in 2019.

7 can't miss training updates: A Trainers Guide To Preparing Your Sales Team

Update 5: What's Ahead For Specialty

A growing percentage of the drugs sold in the United States are specialty pharmaceuticals. CMS has proposed eliminating rebates that pharmacy benefit managers (PBMs) on Part D plans receive from manufacturers, including specialty drugs like biologics. Commercial plans could follow suit.

7 can't miss training updates: A Trainers Guide To Preparing Your Sales Team

Update 6: Biosimilars Action Plan

Last year, the FDA released the Biosimilars Action Plan, which created more incentives for innovation while modernizing regulations. Sales teams should expect increased competition and should focus on strategies they can use with payers and providers to protect market access when selling for or against biosimilars.

7 can't miss training updates: A Trainers Guide To Preparing Your Sales Team

Update 7: More MACRA

MACRA’s Quality Payment Program (QPP) provides two distinct paths for physicians and practitioners to be paid under Medicare. If your team doesn’t keep up with these changes, they may not be able to establish mutually beneficial goals, which are essential for creating meaningful partnerships.

7 can't miss training updates: A Trainers Guide To Preparing Your Sales Team