Sales Success Framework
Required understanding of products, services and disease states.
What is Clinical Knowledge?
Priority chronic therapy provided, primarily, out of the two Center of Excellence.
What is IVIG (IV Immunoglobulin)?
Person(s) that work with CAE and patient registration to ensure referral pull through for chronic therapy patients.
Who is a CPL (Chronic Practice Liaison)?
The system in which all information gathered on a sales call should be documented.
What is SellingPoint (Salesforce)?
Application that each individual team member can use to analyze their IntelliPoint data on demand.
What is Microsoft Excel?
Ability to make decisions and communicate unique solutions in a way others are able to understand.
What are Human Skills?
Local pharmacies sites where medication compounding is completed.
What are CMCs (Care Management Centers)?
Team responsible for ensuring that the referral is complete before submitting for authorization or initiating services for a new patients.
Who is Patient Registration?
The most important step before arriving at or making a sales call.
What is pre-call planning (research)?
Team that provides external and internal data analyses to sales team members.
What is Sales (Commercial) Analytics?
Fundamental knowledge of account management, process understanding and sales methodology.
What are Selling Skills?
Application necessary on mobile devices to receive referral status notifications.
What is Scan & Sign?
Only group(s) of acute sellers that should be providing direct patient education and referral pull through assistnace.
What are care transition team members (CTS, CTC, CTE)?
The question that should end all customer encounters.
"What patient can I help you with today?"
Business intelligence platform that provides daily overview of point attainment for seller via multiple views and summary pages.
What is the IntelliPoint (Sales Performance Tracker)?
What is Territory Planning?
Option for patients to access AIS in spite of transportation obstacles.
What is Uber Health?
OCH owned nursing network of highly skilled infusion nurses available to see patients in-home in a variety of hard to access areas.
What is Naven Health?
The minimum accomplishment you are willing to walk away from a sales call with.
What is a secondary call objective?
Tool used to gather market intelligence and guide seller's towards opportunity.
What is DHC (Definitive Healthcare)?
Understanding of market trends, payer landscapes and the growth opportunities in your territory.
What is Business Acumen?
An infusion suite that has an on-site provider.
What is an AIC (Ambulatory Infusion Center)?
Person responsible for insurance authorization submission and internal updates.
Who is the Patient Registration Benefit Coordinator?
Required step after call is completed to assess commitments, next steps and information obtained.
What is a post-call analysis?
Accounts with high market potential and current referral rates to OCH are segmented here.
What is Segment C (Strategic Growth)?