SELECTION & TRAINING

HMS has in-depth experienced hospital/physicians relations sales training and sales management personnel who will be permanently assigned to your hospital.

HMS will identify qualified candidates for the HSR position and refer these candidates to hospital management for approval and final selection. The HSR will be your employee - accountable to hospital management.

Your HSR will be “in the field” making calls on physicians 90 days after being selected by administration.

The 90-day in-house training, prior to making physician calls, is sequenced and structured to maximize: product knowledge, physician background, target physician selection and initial time and territory management. HMS Regional Managers are on-site every two weeks to maximize training and to keep hospital management informed of the training progress.

All physicians to be called on by the HSR will be selected by hospital administration. HMS and the HSR together, using hospital data, will identify and submit for approval a list of “splitter” and “zero admitter” physicians with the rationale as to why a particular physician would be considered as a target for the sales effort. Along with the physicians targeted for increases, we also will place equal emphasis on loyal physicians on whom the HSR will call in an effort to maintain loyalty.

All strategies for physician calls or contacts are approved by administration prior to making calls on any physician, whether target or loyal.

HMS MEASURABILITY

All measurement of target physician activity incorporates your hospital data. Target physicians’ prior and current utilization activity is determined from your records.

Our HSR Program provides structured and sequenced formats which require authorization at every key point. No action is taken without prior approval by hospital management. There are weekly, monthly and quarterly reviews and evaluations with management, all of which are followed up in writing, and hospital administration’s consent is required for the next steps.

HMS developed a copyrighted computerized tracking mechanism to provide precise measurability of results (using your hospital’s statistics) from the onset of the HSR Program.

The philosophy of HMS is to share risk with our clients with minimal capital investment. Therefore, it is in our best interest to see that the Program is executed efficiently and in a professional manner producing additional admissions on a short, intermediate and long term basis.

ONGOING PROFESSIONAL SALES MANAGEMENT

In any effective sales program it is of paramount importance to have proven sales management techniques to maximize and maintain production. The  HMS Regional Manager assigned to your hospital will conduct monthly onsite field sales training and management with the HSR.

HMS also provides other physician relations programs and enhancements for your hospital’s existing and future service lines.

Our HSR Program is multidimensional and positioned to be several levels above the “detail” type sales representative. Our sales approach is consultative in nature producing measurable results in the short term as well as the long term.