September 18, 2018 | Blog

How Well Does Your Team Understand the Changing Healthcare Community?

In today’s cost-conscious environment, it’s not just the physician who determines which product a patient receives. Beyond the individual prescriber, other stakeholders influence the decision, including payers and patients themselves. As technology and other emerging trends transform how patients receive their care, the marketplace can be increasingly difficult for healthcare sales professionals to navigate.

As trainers and learning and development leaders, how confident are you that your current training resources can help the sales team you support answer these four questions?

  1. Why are healthcare providers integrating?
  2. In many markets, providers such as hospitals, physician practices, and other healthcare organizations are forming various types of partnerships to compete in a challenging marketplace. And it’s not just about saving money. These partnerships make it easier for providers to coordinate patient care, broaden the range of services provided, and build their market share.

The different types of provider alliances—including IDNs, ACOs, and CINs—are detailed in CMR Institute’s recently updated training course, Current Trends in Healthcare.

  1. What factors are increasing consumer purchasing power in healthcare?
  2. One factor is the effect of online retailers such as Amazon. Consumers are beginning to expect the same kind of service and convenience from healthcare providers and health plans that they receive when purchasing other services.

This “Amazon effect” is just one of several factors driving consumerism that is covered in the updated training course, Employers and Individual Consumers as Healthcare Purchasers.

  1. What pressures are hospitals feeling in today’s dynamic environment?
  2. One of the main pressure points for hospitals today is the shift to less costly outpatient care, which is being driven by payers. Less invasive medical advances have also contributed to the expansion of outpatient services—and the growing number of empty inpatient beds. To help protect their margins, many hospitals are expanding their reach into outpatient services.

The updated training course on Hospitals—Accreditation, Types, and Key Personnel offers valuable insights on this shift to outpatient care and other key trends in the hospital environment.

  1. What technologies are providers using to support patient-centered care?
  2. Telehealth, which improves access and convenience by enabling clinicians to consult virtually with patients, is one of the emerging digital technologies that can support patient-centered care. Payers are coming around to this technology as well—a growing number of commercial insurers are reimbursing providers for telehealth visits, and Medicare and Medicaid are following suit.

Learn about three other patient-centered technologies in the updated course on Patient-Centered Care.

Training for Success

Do you think your sales team would hesitate to answer any of these questions? Then consider adding these or other recently updated training courses to your sales training curriculum. These engaging and accessible training courses provide a broad look at the decision-makers in healthcare and the key trends that are shaping their mindset.

Click the links to learn more about these training courses covering The Evolving Healthcare Community:

Or reach out to us at to get more details on these current training modules.


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