Oncology Clinical Pathways Training Improves Oncology Business Acumen

Three out of five oncologists use clinical pathways to guide their patient care, according to the American Society of Clinical Oncology (ASCO). So when the majority of your customers follow pathways, it is vital that your oncology sales representatives understand how these evidence-based treatment protocols work: from what pathways include to how pathways are developed and operationalized.

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The Link Between Clinical Pathways in Oncology and Value-Based Care

As the industry moves away from fee-for-service to value-based payment, clinical pathways will likely become even more significant to oncologists prescribing your products. That’s because clinical pathways are designed to help standardize care to improve clinical and financial outcomes.

For oncology sales representatives, clinical pathways can either serve as headwinds or tailwinds to their selling efforts. Research suggests that clinical pathways in oncology can have a significant impact on oncologists’ prescribing habits. For example, one study published in the Journal of Oncology Practice found that selections of a leading colorectal cancer drug dropped from 93.5% to 18.1% when a clinical pathway suggested a substitution.

Three New Oncology Sales Training Resources on Clinical Pathways

To help your oncology sales team understand the impact of clinical pathways in their territories, we’ve developed a new suite of oncology sales training resources. A part of our flexible and customizable learning library, this suite includes three eBriefs on the following topics:

With this suite of oncology sales training eBriefs, your sales team will be better prepared to position their product in an increasingly competitive market — whether that brand is “on pathway” or “off pathway.”


Oncology Business Acumen Training Resources at the Ready

You don’t have to keep up with all of the changes in the oncology market on your own. At CMR Institute, we offer a wide range of off-the-shelf, oncology sales training courses designed to build your sales team’s oncology business acumen. This includes a new resource on the Impact of COVID-19 on your Oncology Customers. We are also developing new sales training resources on oncology utilization management strategies.

Reach out to us at (800) 328-2615 or at solutions@cmrinstitute.org to discover how we can help your oncology sales team sell in a market increasingly influenced by clinical pathways, as well as other forces that can affect market access and value-based selling.

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