Weekly Newsletter - 11.06.2024

CPAC Backs FTC's Efforts to Regulate Pharmacy Benefit Managers

Sales may be shifting rapidly with AI, but some core principles remain essential for success. Sales enablement expert Roderick Jefferson shares insights on what it takes to build a high-performing sales team that thrives in a tech-driven world.

  • Hire Right: Beyond skills, look for cultural fit. AI can assist by analyzing traits that predict long-term fit and adaptability.

  • Onboard Like a Pro:

    • Orientation to company values

    • Role-specific training with a technical focus

    • Leadership involvement to reinforce learning

  • Prioritize Continuous Learning: Sales reps need to stay sharp. Ongoing training, certifications, and knowledge-sharing help develop expertise. AI tools can personalize learning to fit each rep’s style and needs.

  • Equip Reps with the Right Tools: An intuitive, updated knowledge system and a feedback loop ensure reps have access to what they need, when they need it.

πŸ“₯ For deeper insights from Roderick Jefferson on effective onboarding and "everboarding," download the full ebook from Roderick Jefferson and Hive Perform.

INDUSTRY INSIGHTS πŸŒ

The Conservative Political Action Conference supports the Federal Trade Commission's investigation into pharmacy benefit managers, highlighting their role in increasing drug costs and harming patient access. The FTC's report emphasizes the need for reform to enhance competition and transparency in the healthcare system, benefiting consumers.

POLL πŸ“ƒ

Share your thoughts with us πŸ‘‡

With the election outcomes potentially shaping healthcare policy, which area do you believe will have the most immediate impact on healthcare sales strategies?

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INDUSTRY NEWS πŸ“°

Tenet Healthcare's Q3 results exceeded expectations, boosting its 2024 outlook. The company reported $472 million in net profit, driven by hospital sales and strategic portfolio realignment. Revenue reached $5.12 billion, with strong growth in ambulatory services. Tenet plans continued investment in high-acuity services and strategic acquisitions.

GE HealthCare's third-quarter profits exceeded expectations, rising 25% year-over-year, driven by lean initiatives improving margins. Revenue was nearly flat, with strong U.S. sales offset by weak China performance. The company adjusted its profit projections upward, while revenue growth is expected at the lower end of its forecast.

EVENTS πŸ“†

Discover how to keep your sales team growing with sales enablement expert Roderick Jefferson from @Roderick Jefferson & Associates.

When: Nov 13, 2024 (Wednesday), 2 PM ET / 6 PM GMT

Learn to:

  • Leverage AI for personalized sales coaching

  • Build a culture of ongoing learning and development

  • Implement data-driven strategies to boost sales performance

Sales Intelligence is a Contentive publication in the Sales & Marketing division