RECOGNIZING THE IMPORTANCE OF MANAGED CARE FIELD TRAINING AND PULL THROUGH ACTIVITIES FOR DIAGNOSTICS
Includes 1 Hour Windows Media Video File and PowerPoint presentations for immediate download.
It is thought that securing a positive coverage policy from a payer clears the pathway for sales to capitalize on the decision. At the time of the decision, the sales team is charged with utilizing the traditional sales channels to penetrate the market. What we often encounter, unlike our pharmaceutical partners, is that the sales team does not focus on developing and implementing managed care pull through activities. Our discussion will focus on pull through strategies and tactics that can be implemented to leverage the decision to inform clinicians with the goal of increasing sales in a particular market. We also will walk through a case study that demonstrates the approaches, the tools and the methods can lead to success.