Business Acumen is the new differentiator for companies that sell to the healthcare community

SCOTTSDALE, Ariz. - March 10, 2013 - PRLog -- Today’s healthcare environment demands a new type of sales professional to meet the ever-changing industry challenges. Hospital professionals want “account managers” who are business literate and can navigate through the new normal. These individuals must have a working knowledge of the function and operation of a hospital, and thrive and grow in a world of uncertainty. Account managers must have keen insight and the ability to articulate how their product and/or service provide measurable results to support the clinical and financial proposition to the key buying influences.

We call it “Hospital Business Acumen” and it requires a special type of sales professional- one that has market, business and product knowledge, along with insight, logic and mental agility. These business skills are recognized by hospital professionals when a salesperson demonstrates four (4) key competencies:

1.       Financial Literacy to navigate through the new payer scenarios

2.       Market Insight on how ACOs are rapidly changing the healthcare landscape

3.       Operational Understanding and application of lean processes

4.       Comprehension of how metrics are used to measure hospital performance

That’s why Strategic Dynamics, an innovative sales training firm who is dedicated to accelerating revenue performance across the health care continuum, has recently announced a, Selling Within Hospitals™: Business Acumen program.  

“The healthcare sales professional of today needs to be viewed as a trusted advisor and a strategic partner; otherwise they risk being seen simply as another commodity seller with limited value. Hospital Business acumen provides a significant advantage to sales professionals who have embraced this new dynamic,” says Tom Williams, Managing Director and Founder of Strategic Dynamics.

Selling Within Hospitals™: Business Acumen is available with or without a sales simulation to enhance learning and retention. Sales simulations are specifically designed and crafted for each organization based on real world hospital situations and current business challenge’s that sales professionals encounter on a daily basis.  

Armed with this incredible knowledge today’s sellers will be able to develop a comprehensive strategy that will make them Comfortable in the C-Suite, Confident with purchasing committees and Convincing with clinicians. This is a great opportunity for sales professionals to prevent commoditization and become a strategic and respected business partner with hospital customers.

To learn more about Selling Within Hospitals™: Business Acumen, contact Thomas J. Williams at (480) 488-3639,    TWilliams@StrategicDynamicsFirm.com or visit http://www.strategicdynamicsfirm.com.