Special Live Audio Conference 
April 10, 2008

Training and Motivating Staff Essential to
Your Physician Sales and Service Program

Register/Order Now

What elements are essential in hiring and keeping the best and brightest employees for your organization’s physician sales and service efforts? What kinds of incentives are most important? How do you go about training personnel? Hear from the experts and get answers to such questions as:

What is the profile of a successful sales versus service rep? How do you recruit to get the right competencies and skills? What’s teachable and what’s not?

What kind of training and management support should you provide to new hires? Field observation? Joint calls? Classroom hours? Feedback? Service line immersion?

What will your staff need to operate efficiently, in terms of cars, laptops, and software?

If money isn’t available as an incentive, what else can you use to motivate and reward staff? Trips? Gift certificates? Awards dinners? Paid time off? Planning retreats?

 

 

  Thursday, April 10, 2008
1:30-3:00 Eastern Time
12:30-2:00 Central Time
11:30-1:00 Mountain Time
10:30-12:00 Pacific Time

Sponsored by Strategic Health Care Marketing
A Health Care Communications' Information Resource

Bring your whole team for one low price!

• The must-haves and best recruitment, training, and motivational practices of successful programs. Hear details from a national survey just completed by Strategic Health Care Marketing and Corporate Health Group, a firm that specializes in physician sales and service. You’ll learn what your colleagues report as working, such as screening for talent and training for skill. You’ll also get down-to-earth advice from a seasoned expert on such topics as performance management systems and incentive compensation packages.

• How a Clearwater, FL, system retooled its practices in a challenging health care market. BayCare Ambulatory Services redesigned its sales focus, structure, and incentives to generate an annual volume growth rate of over 10 percent. It did so with a clear definition of position accountabilities and competencies, a change in the way it interviewed people to fit BayCare’s needs, and a focus on training and integrating new hires in the organization.

• How a Saginaw, MI, system coordinates sales, service, clinical expertise, and operations to deliver results. Covenant HealthCare focuses on recruiting staff with specific backgrounds. It retains talent by keeping representatives tightly focused on the outcomes they were hired to produce, immersing them in internal operations/service lines, and extensively involving them in field work.
  

WHO WILL BENEFIT

This special audio conference will benefit anyone who’s interested in strengthening their physician sales and service efforts and achieving organizational goals.

• Physician Relations, Sales, and Service Directors
• Marketing and Planning Executives
• Business Development Directors
• Service Line Managers
• Financial Officers
• Operations Executives
  

SPEAKERS

Carolyn Merriman, President, Corporate Health Group, East Greenwich, RI

Karen Schafer, Manager of Physician and Referral Relations, Covenant HealthCare, Saginaw, MI

Laurie Slater, Director of Business Development, Ambulatory Services, BayCare Health System, Clearwater, FL

HOW THE AUDIO CONFERENCE WORKS

1. After you register, you will receive an e-mail confirmation with details on how to participate in the audio conference. You will be given a toll-free number and an ID password/PIN that will give you access at 1:30 p.m. Eastern time on Thursday, April 10, 2008.

2. There is no limit on the number of people on your team who can listen to the audio conference from one speakerphone dial-in connection. However, each phone line requires a separate registration.

3. You will receive presentation materials in PDF via e-mail. Make copies for every member of your team.

4. Listen to the audio conference while you follow along with the presentation materials.

5. You will have an opportunity to ask probing questions during the last 20 minutes of the conference.

WRITTEN MATERIAL

Audio conference attendees will receive written presentation materials.

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