Focus Magazine - Winter 2017 - 25

FEATURESTORY

* Is everyone on the team-including
the field sales team-aware of any
national contracts with the
customer?
* Which value-based payment
models are being piloted in the
customer's market?
* What are the current threats to the
IDN's bottom line? For example, is
the organization a disproportionate
share hospital (DSH) that receives
government payments to care for
indigent patients? If so, how are
DSH payments changing in that
state?

Help Sales Teams Uncover
and Address Their
Customers' Weaknesses
"As a provider, I would like to tell
you that we are ready for value-based
purchasing, but we are not," Ybarra
said.
In fact, most IDNs are not as
automated on the electronic health
record (EHR) as they need to be and
may benefit from initiatives that assist
them in developing efficiencies along
the patient care journey. is will help
them prepare for bundled payments,
gain-sharing arrangements, and other

FOCUS | Winter 2017 | www.L-TEN.org

models being piloted across the
country.
Robert DeVol, director of Premier's
Healthcare Innovators Collaborative,
agreed. "Providers are not trained to
do quality improvement and process
improvement, and not always the best
change leaders," he said.
DeVol added that the MDD
industry can play an important role in
helping support change at the
customer level. Specifically, he believes
MDD companies can apply their
expertise in developing, deploying and
executing national strategies with
provider organizations' need to
standardize care for large populations.
DeVol recommended that trainers
teach sales teams to approach service
line directors or quality improvement
leaders and identify how they can help
solve problems.
"Most of the work by health
systems in newer value-based models
is managed at the quality department
level," he said. Aer connecting with
service line and quality improvement
leaders, sales representatives can reach
out to supply chain leaders and foster
meaningful connections.

The MDD industry can play
an important role in helping
support change at the
customer level.
Offer Timely Content that
Keeps Teams Informed of
Policy and Payment Trends
Trainers should make sure that
sales teams understand emerging
payment models, such as accountable
care organizations (ACOs), bundled
payment initiatives, and the Meritbased Incentive Payment System
(MIPS), created through the Medicare
Access and CHIP Reauthorization Act
of 2015 (MACRA).
"MACRA is the law that
fundamentally transforms our
marketplace," DeVol said. He also
noted that MIPS is a proxy for how
value can be defined in the future and
suggested that trainers work with their
company's policy and government
relations experts or an outside
company that provides content
developed by subject matter experts to
help address these training needs.
To make complex policy and
payment information easier to
understand, Alister Barrow, MHA,
CEO of Assured Lab Services and a
25


http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Winter 2017

LTEN Focus on Training Magazine
From the President: Preparing for Change
Table of Contents
Table of Contents
Guest Editor: Facilitative Training & Mutual Learning Models
Directions: A Time to Reflect and Plan
Front of the Room: Help! I've Got a Big Audience!
Building Account Management Capabilities
6th Annual Medical Device & Diagnostics Trainers Summit
Training Your Sales Team for Today's Changing Customers
Training Reinforcement 101
Sales Simulation Programs that Drive Performance
5 Persuasive Communication Lessons
Do It Yourself In-House Talent Development
Leveraging Simulation-Based Technology in Training
3 Essential Pillars for Competitive Selling
Virtual How: Learning Innovation & Best Practices
Ad Index
Focus Contacts
Meet Your Incoming LTEN Board President
Focus Magazine - Winter 2017 - Intro
Focus Magazine - Winter 2017 - LTEN Focus on Training Magazine
Focus Magazine - Winter 2017 - Cover2
Focus Magazine - Winter 2017 - 3
Focus Magazine - Winter 2017 - 4
Focus Magazine - Winter 2017 - From the President: Preparing for Change
Focus Magazine - Winter 2017 - 6
Focus Magazine - Winter 2017 - Table of Contents
Focus Magazine - Winter 2017 - 8
Focus Magazine - Winter 2017 - Table of Contents
Focus Magazine - Winter 2017 - 10
Focus Magazine - Winter 2017 - Guest Editor: Facilitative Training & Mutual Learning Models
Focus Magazine - Winter 2017 - 12
Focus Magazine - Winter 2017 - Directions: A Time to Reflect and Plan
Focus Magazine - Winter 2017 - 14
Focus Magazine - Winter 2017 - Front of the Room: Help! I've Got a Big Audience!
Focus Magazine - Winter 2017 - 16
Focus Magazine - Winter 2017 - Building Account Management Capabilities
Focus Magazine - Winter 2017 - 18
Focus Magazine - Winter 2017 - 19
Focus Magazine - Winter 2017 - 20
Focus Magazine - Winter 2017 - 21
Focus Magazine - Winter 2017 - 6th Annual Medical Device & Diagnostics Trainers Summit
Focus Magazine - Winter 2017 - 23
Focus Magazine - Winter 2017 - Training Your Sales Team for Today's Changing Customers
Focus Magazine - Winter 2017 - 25
Focus Magazine - Winter 2017 - 26
Focus Magazine - Winter 2017 - 27
Focus Magazine - Winter 2017 - Training Reinforcement 101
Focus Magazine - Winter 2017 - 29
Focus Magazine - Winter 2017 - 30
Focus Magazine - Winter 2017 - 31
Focus Magazine - Winter 2017 - 32
Focus Magazine - Winter 2017 - 33
Focus Magazine - Winter 2017 - Sales Simulation Programs that Drive Performance
Focus Magazine - Winter 2017 - 35
Focus Magazine - Winter 2017 - 36
Focus Magazine - Winter 2017 - 37
Focus Magazine - Winter 2017 - 38
Focus Magazine - Winter 2017 - 39
Focus Magazine - Winter 2017 - 5 Persuasive Communication Lessons
Focus Magazine - Winter 2017 - 41
Focus Magazine - Winter 2017 - 42
Focus Magazine - Winter 2017 - 43
Focus Magazine - Winter 2017 - Do It Yourself In-House Talent Development
Focus Magazine - Winter 2017 - 45
Focus Magazine - Winter 2017 - 46
Focus Magazine - Winter 2017 - 47
Focus Magazine - Winter 2017 - Leveraging Simulation-Based Technology in Training
Focus Magazine - Winter 2017 - 49
Focus Magazine - Winter 2017 - 50
Focus Magazine - Winter 2017 - 51
Focus Magazine - Winter 2017 - 3 Essential Pillars for Competitive Selling
Focus Magazine - Winter 2017 - 53
Focus Magazine - Winter 2017 - 54
Focus Magazine - Winter 2017 - 55
Focus Magazine - Winter 2017 - 56
Focus Magazine - Winter 2017 - Virtual How: Learning Innovation & Best Practices
Focus Magazine - Winter 2017 - 58
Focus Magazine - Winter 2017 - 59
Focus Magazine - Winter 2017 - Ad Index
Focus Magazine - Winter 2017 - Focus Contacts
Focus Magazine - Winter 2017 - Meet Your Incoming LTEN Board President
Focus Magazine - Winter 2017 - Cover3
Focus Magazine - Winter 2017 - Cover4
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