Knowing which factors influence revenues for commercial health plans and pharmacy benefit managers (PBMs) helps pharmaceutical sales reps provide the right mix of solutions to their customers. But reading annual reports and financial statements can be tricky if you’re not a CFO. What’s more, these resources rarely provide a complete picture of a company’s financial health.

And for the short term, payer financials may be especially challenging to decipher, given the impact of COVID-19. For example, many health insurers have reported strong earnings because they have had to pay fewer claims, as patients have delayed care or canceled elective procedures. Whether this trend holds as the country faces additional surges is unclear.

A Training Resource to Help “Read” Your Customers’ Financials

How important are rebates to a health plan’s or PBM’s bottom line? How do commercial plans earn revenue on premiums? What is spread pricing, and how does it affect a PBM’s revenues?

You can find the answers to these and other questions in our new eBrief, “Payer Finances.” This off-the-shelf training resource explains the main sources of revenue and key expenses for payers. It also provides a helpful chart on resources where your sales team can find payers’ financial information, from 10-K forms to rating agency reports to government databases.

A Primer on Payer Finances for Your Learning Curriculum

Keeping track of your customers’ finances will help your sales reps and account managers identify opportunities that will improve their performance. We can help: CMR Institute offers an array of pharmaceutical sales training resources to help your team develop value propositions that take into account a payer’s financial considerations. Our off-the-shelf resources are designed to help you meet your objectives as quickly as possible. 

Contact us (800) 328-2615 or at to find out how we can enhance your sales training curriculum.

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