Focus Magazine - Spring 2015 - 40
SELLINGSKILLS
* Inspect what you expect across the sales cycle. Perform
a regular review of what is being monitored. Determine
if specific behavioral expectations for business planning,
sales messaging, healthcare professional interactions and
follow-up activities have been set. Monitoring can help
position and reinforce behavioral expectations when
examples are provided that include what can and cannot
be done across the sales cycle.
* Monitor data and behavior. Other sources of data that
provide information on customer interaction should be
monitored regularly, i.e., call notes, requests for
information and interaction with physician-owned
distributorships (for anti-kickback violations). ese
data sources are increasingly used by the government
during investigations and provide a more complete
picture of field activities.
* Broaden the focus of monitoring to benefit
the business. Going above and beyond
the focus on criteria for traditional
compliance monitoring will give
the commercial organization
additional and useful data.
is will determine if there is
alignment between corporate
goals, performance
management and
monitoring criteria.
Consider including
desired competencies
and skills.
40
* Ensure effective reporting and follow-up procedures
are in place. Reporting should be designed to monitor
trends and enable rapid response to potential compliance
issues. Additionally, automated follow-up procedures
will help close the loop on identified issues, reduce the
workload, and limit the risk of manual steps.
In Conclusion
In summary, field-based monitoring is a critical
tool/process used to reduce compliance risks. However, it
also provides an organization with the opportunity to
reinforce behavioral expectations across the sales cycle and
is beneficial to the overall business.
rough broadening monitoring criteria and
implementation efforts, a guaranteed result will be a more
fully integrated and successful commercial
operation. I
Dr. Wendy Heckelman is president
and founder of WLH Consulting, Inc.
Email Wendy at
wendy@wlhconsulting.com.
FOCUS | SPRING 2015 | www.L-TEN.org
http://www.L-TEN.org
Focus Magazine - Spring 2015
Table of Contents for the Digital Edition of Focus Magazine - Spring 2015
Focus Magazine
From the President: New Year, New Directions
Table of Contents
Table of Contents
Guest Editor: Having a Seat at the Table
Directions: It's Time to Change
Front of the Room: 'Today Kind of (Stinks)'
Neuroscience: A Neuro Checklist
Orchestrating Internal Partnerships at Jazz Pharmaceuticals
Learning in Changing Times: 5 Trends in Life Sciences Learning
The Anatomy of a Sales Effectiveness Initiative
Reimagining Customer Training
Member Solutions: Networking: Creating Career Connections
Next-Generation Leadership
Emerging Trends and Social Media
Field-Based Monitoring: Mitigating Risk, Maximizing Success
Virtual How: Gamification 2.0
Ad Index
Focus Contacts
5 Questions with Ken Blanchard
Focus Magazine - Spring 2015 - Intro
Focus Magazine - Spring 2015 - Focus Magazine
Focus Magazine - Spring 2015 - Cover2
Focus Magazine - Spring 2015 - 3
Focus Magazine - Spring 2015 - 4
Focus Magazine - Spring 2015 - From the President: New Year, New Directions
Focus Magazine - Spring 2015 - 6
Focus Magazine - Spring 2015 - Table of Contents
Focus Magazine - Spring 2015 - 8
Focus Magazine - Spring 2015 - Table of Contents
Focus Magazine - Spring 2015 - 10
Focus Magazine - Spring 2015 - Guest Editor: Having a Seat at the Table
Focus Magazine - Spring 2015 - 12
Focus Magazine - Spring 2015 - Directions: It's Time to Change
Focus Magazine - Spring 2015 - 14
Focus Magazine - Spring 2015 - Front of the Room: 'Today Kind of (Stinks)'
Focus Magazine - Spring 2015 - 16
Focus Magazine - Spring 2015 - Neuroscience: A Neuro Checklist
Focus Magazine - Spring 2015 - 18
Focus Magazine - Spring 2015 - Orchestrating Internal Partnerships at Jazz Pharmaceuticals
Focus Magazine - Spring 2015 - 20
Focus Magazine - Spring 2015 - 21
Focus Magazine - Spring 2015 - 22
Focus Magazine - Spring 2015 - Learning in Changing Times: 5 Trends in Life Sciences Learning
Focus Magazine - Spring 2015 - 24
Focus Magazine - Spring 2015 - 25
Focus Magazine - Spring 2015 - The Anatomy of a Sales Effectiveness Initiative
Focus Magazine - Spring 2015 - 27
Focus Magazine - Spring 2015 - 28
Focus Magazine - Spring 2015 - 29
Focus Magazine - Spring 2015 - Reimagining Customer Training
Focus Magazine - Spring 2015 - 31
Focus Magazine - Spring 2015 - Member Solutions: Networking: Creating Career Connections
Focus Magazine - Spring 2015 - 33
Focus Magazine - Spring 2015 - Next-Generation Leadership
Focus Magazine - Spring 2015 - 35
Focus Magazine - Spring 2015 - Emerging Trends and Social Media
Focus Magazine - Spring 2015 - 37
Focus Magazine - Spring 2015 - Field-Based Monitoring: Mitigating Risk, Maximizing Success
Focus Magazine - Spring 2015 - 39
Focus Magazine - Spring 2015 - 40
Focus Magazine - Spring 2015 - Virtual How: Gamification 2.0
Focus Magazine - Spring 2015 - 42
Focus Magazine - Spring 2015 - 43
Focus Magazine - Spring 2015 - Ad Index
Focus Magazine - Spring 2015 - Focus Contacts
Focus Magazine - Spring 2015 - 5 Questions with Ken Blanchard
Focus Magazine - Spring 2015 - Cover3
Focus Magazine - Spring 2015 - Cover4
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