Focus Magazine - Summer 2013 - 38

VIRTUALHOW

Data, Trends & Insights Impacting
the Future of Training
By Ken Sher

HEALTHCARE REFORM TRAINING CHALLENGES
FIGURE 1

Healthcare
Reform Training
Who receives
training on
Healthcare
Reform?

FIGURE 2

100%
50%
50%
40%
25%
25%

Healthcare Reform Training
Who receives training on Healthcare Reform?

Key Trends & Advisory Insights
We surveyed 43 organizations representing
more than 42,000 sales people, to learn what
life science companies see as the key trends
impacting the future of training. This is a
sampling of our findings.

Healthcare Reform Training
Challenges
Rapid industry changes and healthcare reform
have caused many organizations to reevaluate
their selling approach and the proper training
38

Account Managers/Executives
District/Area Managers
Regional Directors
Other
Medical Liaisons
Sales Representatives
Access Reimbursement Specialists 10%

of representatives for this new environment.
This change has impacted how curricula need
to be designed and delivered to address
changes in selling skills, business acumen and
the tools and technology that support these
processes. The Affordable Care Act and
healthcare reform are driving change, and
sales representatives need to be able to
successfully address access challenges,
changes in reimbursement and other nonproduct issues in order to bring added value to
their customers. To address these new
challenges, many organizations have focused

their initial training efforts on senior
leadership and key positions within the market
access teams. (Figure 1)
Since healthcare reform is quickly reshaping
the way healthcare is delivered in the United
States, we delved more deeply into who
receives training across all managed care
segments. Based on survey results, we see a
shift towards non-product/disease state
training to increase impact in the areas of
Managed Care, Medicare, Medicaid and ThirdTier Selling. (Figure 2)
FOCUS | SUMMER 2013 | www.spbt.org



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Focus Magazine - Summer 2013

Table of Contents for the Digital Edition of Focus Magazine - Summer 2013

Focus Magazine - Summer 2013
From the President: Why Does Innovation Matter to Training?
Contents
Guest Editor: The Importance of Training Analytics
Front of the Room: Focus on Intention
Conference Recap
Merck's Global Learning Transformation
Building a World-Class Training Organization
Neuroscience and Learning: Lighting up the Brain
iPad Training: The NFL Playbook
3D Models for Marketing Medical Devices
Tactical or Strategic?
Is Your Elevator Pitch Ready?
Virtual How
Member News
World-Class Training Pull Through
Ad Index
Focus Contacts
5 Questions: 5 Questions with ... Dan Pink
Focus Magazine - Summer 2013 - Intro
Focus Magazine - Summer 2013 - Focus Magazine - Summer 2013
Focus Magazine - Summer 2013 - Cover2
Focus Magazine - Summer 2013 - 3
Focus Magazine - Summer 2013 - 4
Focus Magazine - Summer 2013 - From the President: Why Does Innovation Matter to Training?
Focus Magazine - Summer 2013 - 6
Focus Magazine - Summer 2013 - Contents
Focus Magazine - Summer 2013 - 8
Focus Magazine - Summer 2013 - 9
Focus Magazine - Summer 2013 - 10
Focus Magazine - Summer 2013 - Guest Editor: The Importance of Training Analytics
Focus Magazine - Summer 2013 - 12
Focus Magazine - Summer 2013 - Front of the Room: Focus on Intention
Focus Magazine - Summer 2013 - Conference Recap
Focus Magazine - Summer 2013 - 15
Focus Magazine - Summer 2013 - 16
Focus Magazine - Summer 2013 - Merck's Global Learning Transformation
Focus Magazine - Summer 2013 - 18
Focus Magazine - Summer 2013 - 19
Focus Magazine - Summer 2013 - Building a World-Class Training Organization
Focus Magazine - Summer 2013 - 21
Focus Magazine - Summer 2013 - 22
Focus Magazine - Summer 2013 - 23
Focus Magazine - Summer 2013 - Neuroscience and Learning: Lighting up the Brain
Focus Magazine - Summer 2013 - 25
Focus Magazine - Summer 2013 - 26
Focus Magazine - Summer 2013 - 27
Focus Magazine - Summer 2013 - iPad Training: The NFL Playbook
Focus Magazine - Summer 2013 - 29
Focus Magazine - Summer 2013 - 3D Models for Marketing Medical Devices
Focus Magazine - Summer 2013 - 31
Focus Magazine - Summer 2013 - Tactical or Strategic?
Focus Magazine - Summer 2013 - 33
Focus Magazine - Summer 2013 - 34
Focus Magazine - Summer 2013 - 35
Focus Magazine - Summer 2013 - Is Your Elevator Pitch Ready?
Focus Magazine - Summer 2013 - 37
Focus Magazine - Summer 2013 - Virtual How
Focus Magazine - Summer 2013 - 39
Focus Magazine - Summer 2013 - 40
Focus Magazine - Summer 2013 - Member News
Focus Magazine - Summer 2013 - World-Class Training Pull Through
Focus Magazine - Summer 2013 - 43
Focus Magazine - Summer 2013 - Ad Index
Focus Magazine - Summer 2013 - Focus Contacts
Focus Magazine - Summer 2013 - 5 Questions: 5 Questions with ... Dan Pink
Focus Magazine - Summer 2013 - Cover3
Focus Magazine - Summer 2013 - Cover4
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