To win in the marketplace, Life Sciences companies must effectively achieve results and develop access with large organized customers – whether they are larger integrated hospital systems or regional/national payers. Leading the charge for customer engagement efforts are Account Managers (AMs). The same skills that make someone a successful sales representative, or even a district […]
Culture of Collaboration: Challenges and Best Practices for Account Team Collaboration
According to the Institute for Corporate Productivity, more than two-thirds of organizations include “collaboration” as one of their core values. Collaboration is not just a luxury within an organization. Research indicates that collaboration correlates with higher levels of market performance, leadership effectiveness, innovation, and creativity. As the healthcare marketplace continues to consolidate with larger organized […]
Account Management Training for Specialty Drugs
Specialty drugs are one of the fastest-growing segments in the pharmaceutical industry. Innovative therapies can support patient care and yield far better outcomes. However, even with improved outcomes, there is added scrutiny by payers to contain costs and ensure proper utilization. Learning and development professionals supporting dedicated specialty pharmaceutical companies or divisions within larger global […]
Key Account Organizational Diagnosis to Improve Field Force Effectiveness
A large animal health company sought to understand why there was huge variability in performance with its key account teams throughout the US. The client asked WLH to identify the root causes and provide recommendations for further action planning.
Defining an Account Management Strategy for Life Science Companies
Many life sciences companies have become increasingly more reliant on account executives to target large, complicated healthcare systems and payers. These sales professionals are on the front line attempting to bring innovative solutions to large organized customers and are tasked with calling on C-suite and Director-level stakeholders to uncover needs, identify systems’ level opportunities, and […]
Coaching Account Management Skills
Field leaders who are responsible for directing sales, reimbursement, and medical teams face a greater need to “expand their toolkit” in order to provide useful coaching to team members on their account management skills. Today, customer-facing roles need more knowledge about evolving business models, the managed care environment, and the ever present pressures to increase […]
Connecting the Dots: 10 Lessons Learned for Creating an Account Management Mindset
Have you noticed that your customer-facing employees have a more difficult time “connecting the dots” when executing against larger organized customers? This idiom describes one’s ability to understand the relationship between different ideas, experiences, and trends and is critical to strategic planning and effective field force execution. Life sciences leaders and learning organizations are becoming […]
Best Practices for You and Your Strategic Account Management Strategy
Life science companies recognize that treatment decisions are increasingly being influenced by a sizeable number of stakeholders across very large, complex healthcare delivery systems rather than by individual physicians alone. Therefore, many organizations are relying on their strategic account management (“SAM”) strategies to optimize access, drive utilization across health care systems, and provide solutions related to […]
Executing a Key Account Management Strategy
Life sciences companies can no longer rely on the “one-to-one” or “sales representative to physician” model to drive growth. Treatment decisions are often made by various stakeholders across large and complex healthcare and government institutions. They face the challenge of improving patient outcomes while simultaneously reducing associated costs. Therefore, decision-makers need solutions that address quality […]
Executing a Key Account Management Strategy: The Transformative Role of Learning and Development
Life Sciences companies can no longer rely on the one-to-one sales representative to physician model to drive growth. Various stakeholders across large and complex healthcare delivery systems and payers are making decisions which influence treatment options. “The healthcare environment is becoming increasingly more complex with many different stakeholders. We need Account Managers who can navigate […]