October 28, 2016 | Blog

Understand New Payment Models and Payer Strategies and the Impact on their Customers

Do your commercial teams understand new advanced payment models?

To effectively position their products and services, commercial sales teams must understand new CMS-driven payment models such as MACRA, 340B, Value-Based Care, Bundled Payments, Pay-for-Performance Models, and MIPS and how these new reimbursement strategies are affecting their customers including providers, health systems, and payers. Understanding how these payment models could affect how your products are utilized are critical considerations for developing 2017 business plans and customer strategy.

CMR’s recent survey reveals that 76% of users reported that our training enhanced their ability to change customer’s decisions regarding their product.

In order to change a customer’s decision, sales professionals must be equipped with knowledge that provides understanding of the key issues affecting prescribing and purchasing decisions.

CMR has the resources and application tools related to new payment models and payer strategies that your teams need to be market relevant and prepared for changing customer needs. We also stay on top of these topics daily so you can rest assured that your sales teams are receiving the latest information as these payment models continue to evolve.

Check out our free resources related to this topic area:

  • Tool: Key Concepts to Know About MACRA – This law is radically changing how physicians receive payment from the government for treating Medicare patients. Here are some key concepts you need to know as you consider how your sales force can better serve physicians bracing for new pressures on their practice.
  • Partnering with Payers Business Planning Tool – Business acumen and customer insight are two of the most important competencies for account managers who call on payers. These skills help account managers forge lasting relationships focused on achieving mutual goals with their customers. This application tool is designed to help you better understand the needs of your accounts so you can confidently make the business case for a potential partnership with a health plan or a pharmacy benefits manager (PBM).

CMR has more than 300 eModules and other training tools that can be customized and blended to create a unique and tailored training solution for your organization.  Download our FREE training resource that includes a planning tool with content from three key areas required for successful account planning and management.

This is the second topic in a series of three centered around evolving your training strategy to bring the results and ROI that you need in 2017. Read more about this series HERE.

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