Physician Relations Sales Training

Simply having a field team does not ensure referral success. Leaders work hard to find the right people for the role, but without solid talent development the results are varied. Consistent, ongoing training creates high performers who use engaging and intentional messaging to truly connect with physicians and the practice. Our proven tools and techniques are customized for you and your team and led by a certified sales instructor.

 Training Venues

  • Onsite: The ideal training is offered to the full team at your location and customized to your needs. This is perfect for teams with five or more attendees
  • Destination Training: The best option for a solo rep who has joined a previously trained team or for smaller teams. These sessions are offered twice a year or as needed. 
  • Virtual Training: If circumstances make the other options a challenge, we’ll come to you in a virtual classroom setting

Which option works best for your situation? If you have questions or would like to set up a time to talk reach out at: info@barlowmccarthy.com. 

    No matter how skilled or experienced, every team needs ongoing professional development to stay at the top of their game:

    • Sales 101: B/Mc’s most popular session. The curriculum takes liaisons through each step in the relationship sales cycle and it is offered in a motivating, interactive way. Topics include: how to improve face-to-face interactions, gatekeeper techniques, questioning methods, good messages, managing objections and closing.
    • Scenario Skill Building: Field staff learn best through interactive experience. This training promotes critical thinking, problem solving, and collaboration through custom-designed scenarios that are provided by the field team. It is a highly interactive training program.
    • Advanced: Your best liaisons benefit from ongoing training to enhance their field effectiveness. Advanced sessions are ideal for teams that have excelled in the Sales 101 techniques and are ready to apply innovative skills to engage with the physician and the practice. This course makes sense when the team is ready to become a consultative partner with physicians.
    • Sales Planning: Taking a line from the adage, “Plan your work, work your plan,” this workshop offers step-by-step actions to craft a successful sales plan.
      Sales managers and physician relations representatives are energized by professional development that is focused on their personal needs.

      Leader Development Tools

      Our passion is helping new and existing program leaders develop their teams and gain personal satisfaction in the role. Offerings include:

      • Field Manager Intensive:From hiring to talent development and focus, this formal training session provides insights on everything the leader needs to build and maintain a high-performance field team
      • Team Building:Development and exercises to promote teamwork and team-based performance
      • Customized Coaching: We provide personal coaching with leaders of every level to develop the program, their skills, manage their talent or enhance their impact internally

      Liaison Development Tools

      B/Mc offers personalized coaching for liaisons.

      • Field Ride-alongs: The physician relations rep almost always works independently with the physician audience, so the opportunity for observation is often limited. We ride along in real time to observe, coach and encourage with the goal of advancing an individual’s relationships sales performance to the next level
      • Liaison Coaching: Even the best talent benefits from personalized coaching. A series of coaching sessions with the B/Mc consultant can be used for: orientation to the role, problem-solving and visit success, internal relationship strategies, or skill development. The sessions are virtual and customized to meet the current need.
      Our one-day intensive strategy session is a cost-effective way to stimulate thinking and explore new ideas and solutions. Each session is customized and includes pre-meeting research, onsite interviews and collaborative planning to:

      • ​Determine how your current physician relations model aligns with best practices for the industry
      • Detail the organization’s need for referral relationships, present and future state
      • Explore ideas for connecting with internal and external stakeholders
      • Sharpen existing strategies and define the practical process to achieve success
      • Promote critical thinking about new opportunities for the physician relations team
      • Develop an implementation roadmap for advancing existing and new ideas

      Most healthcare leaders are not “sales” types. Effective physician relationship team members are. We are too. We help you find, hire and develop the right kind of talent for your team. Here’s how:

      • Objective assessments of the existing team
      • Help with hiring including: Identification of prospects, interviews, and sales skill assessment tools
      • Onboarding, one-on-one coaching, ongoing training, and performance evaluations

      Learn more about how we can help you develop and improve your talent on our Team Talent page.

      Our Expertise

      Physician Retention/Leakage

      Continuity of care is a top concern for today’s healthcare leaders. Whether it’s attrition of new recruits or concerns about specialty referrals staying within the network, the ultimate goal is keepage and engagement of the right physician talent.

      Learn More

      Physician Recruitment

      Recruiting a strong pipeline of physician talent is the cornerstone of a strong hospital or medical practice. Physician recruitment teams play a critical role and high performance recruitment teams are vital to success.

      Learn More

      Mystery Shopping

      Sometimes unique challenges need a fresh set of outside eyes to unemotionally and objectively test, accurately record, and report key facts. Only then can effective solutions be developed and implemented.

      Learn More

      From the Blog

      Physician Relations Blog

      Embracing Challenges: A Path to Growth and Learning

      By: Susan Boydell | sboydell@barlowmccarthy.com The role of a physician relations field rep or leader is woven with a myriad of challenges, each presenting an opportunity for personal and professional growth. By facing and overcoming these challenges, we truly...

      Making the Boss Look Good

      By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Are you a team player? I bet we all answer an emphatic “Yes!” when asked that question.  But, does the answer change when we expand “team” to include the broader organization and more senior leaders? Lifting up...

      Everyday Grace in the Field Staff Role

      By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com On occasion, we all have one of “those” days where it seems that people just feel compelled to push our buttons. Admittedly, some of us might have more ‘pushable’ buttons than others! Our roles have high...

      Practice Marketing Blog

      Why Storytelling is Beyond Marketing

      By: Jeff Cowart, MAH | jcowart@barlowmccarthy.com One of the associations representing marketers nationally offers storytelling skills development. The organization begins its course description with this definition: “Capture peoples’ imagination and interest by...

      The Vaporous Storytelling of Healthcare

      By: Jeff Cowart, MAH | jcowart@barlowmccarthy.com Recently we came across this communication from a healthcare system to its patients or consumers or customers or external stakeholders, or whatever label your health system prefers to describe the people who choose you...

      Positioning Against Active Inertia

      By: Jeff Cowart, MAH | jcowart@barlowmccarthy.com The inflexibility and even arrogance of holding current position when evidence of threat or opportunity is substantial is perhaps the most common characteristic of failure for companies, products, leaders, causes,...

      Shark-like Practice Marketing

      By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com When I saw this quote on LinkedIn, I just loved it. Of course in the case of practice marketing the “chase” and “bite” need to be expressed a bit differently! But if we look closely there is some wisdom here that...

      6 Practice Marketing Basics that Set the Course for Success

      By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Marketers can be heard moaning, “Just add it to the list…” Teams of excellent health system marketers are now up to their elbows in one-off needs of employed practices, tri-fold brochures, requests for...

      Let's solve this.

      And let's do it on your timeline and within your budget.