Selling to hospitals – new Medicare reimbursements

Selling to hospitals

As a rule, we don’t post news articles in the Sales Training Connection, but this one caught our eye.

In earlier posts, we talked about the importance for sales people to develop business acumen as well as the importance of quantifying the value your solution brings to your customer. Well, here’s an added wrinkle for medical sales …

New Medicare guidelines will pay hospitals based on the care required for each patient after they leave the hospital. The Medicare system is preparing to track spending on millions of patients in the Medicare system, especially within the first 90 days after being released from a hospital. For instance, if a patient needs little follow-up care, hospitals would be rewarded. If expensive care is necessary within the first 90 days, hospitals could be penalized.

The new measure – “Medicare spending per beneficiary” – was designed to promote cost savings and improve hospital efficiency, but many of the nation’s hospitals say the measure is unfair because they have little control or knowledge of what happens to patients after they are discharged.

Medicare is set to begin tabulating results in July, although the financial impacts won’t be felt until October 2012.

Which brings us back to selling. Given this change in Medicare reimbursements, what are the implications for selling in the medical space? What are the key concerns of clinicians and administrators? And, what role can your solution play in helping hospitals deal with these changes to Medicare?

Check out other posts on sales effectiveness at the Sales Training Connection.

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About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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