eLearning for Selling in the Long-Term Care Market
Prepare your sales team to position your products in the LTC channel.
Long-term care is a highly specialized market with its own regulations, patient populations, providers, and decision-makers. Success requires focused knowledge and a strategy tailored to this unique environment.
Skye’s Long-Term Care eLearning Curriculum prepares your sales team to navigate complexity, recognize opportunity, and engage the right stakeholders with confidence.
Developed in consultation with Pharmacare Strategies Inc., experts in training pharmaceutical sales professionals for specialty channels, the program includes four targeted modules covering:
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Providers and patient populations
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The regulatory landscape
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Key decision-makers and influencers
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Reimbursement and payment processes
You can also partner with our team of PhD-level experts, educators, and digital specialists to customize the curriculum for your company, your products, and your people.
Our Long-Term Care eLearning program is in use at leading pharmaceutical companies that value:
- Self-guided, self-paced, interactive training that can be accessed by sales team members when and where it’s convenient
- Comprehensive coverage of the characteristics that set the LTC channel apart
- A framework for focusing strategies and coordinating sales efforts across your sales team
Our Long-Term Care eLearning program is in use at leading pharmaceutical companies that value:
Introduction to long-term care
- The definition of long-term care
- Major sectors: informal vs. regulated, residential care options
- Medicare and Medicaid: definitions, programs, certifications, coverage
- Intermediate Care Facilities for Individuals with Intellectual Disabilities (ICF/IID)
- CMS certification process, state operations manual, data collection
Key decision makers
- Prescribers, nursing staff
- Facilities directors, management, consultants
- The resident, family and friends
- Resident care process
- Medicare: details on premiums, co-pays, prescription coverage
Regulatory considerations
- Regulated roles and responsibilities
- Regulation and treatment planning, and medication use
- Minimum Data Set (MDS) and quality metrics
Reimbursement Processes
- Care options, coverage thresholds
- Typical LTC Pharmacy processes
- Reimbursement flows
Introduction to long-term care
- The definition of long-term care
- Major sectors: informal vs. regulated, residential care options
- Medicare and Medicaid: definitions, programs, certifications, coverage
- Intermediate Care Facilities for Individuals with Intellectual Disabilities (ICF/IID)
- CMS certification process, state operations manual, data collection
Key decision makers
- Prescribers, nursing staff
- Facilities directors, management, consultants
- The resident, family and friends
- Resident care process
- Medicare: details on premiums, co-pays, prescription coverage
Regulatory considerations
- Regulated roles and responsibilities
- Regulation and treatment planning, and medication use
- Minimum Data Set (MDS) and quality metrics
Reimbursement Processes
- Care options, coverage thresholds
- Typical LTCPP processes
- Reimbursement flows
Your Company Benefits from our Long-Term Care eLearning
Your sales team will become familiar with the constraints and opportunities in the long-term care market and acquire specialist knowledge that includes:
- Characteristics that make nursing facilities a channel for product sales.
- The relationship between nursing facilities and LTC pharmacies.
- The roles of Medicare and Medicaid in funding long-term care.
- The current impact of federal regulation on LTC treatment decisions.
- MDS quality metrics reported on Nursing Home Compare.
- Key participants and in LTC management and their roles in treatment decisions.
- Impact of Medicare Part A and Part D benefits on medication access.
- Typical prescription processes – and the special cases of durable medical equipment, dual eligible, chronic conditions such as COPD, etc.
Ready to get your sales team started?
Contact us today to access our online long-term healthcare course.
Leading Provider in Healthcare eLearning Solutions
Skye training solutions are at work for leading pharmaceutical and healthcare companies
AbbVie
Baxter
Bayer
Biogen
Daiichi Sankyo
Eli Lilly
Genentech
Merck
Novartis
Novo Nordisk
Ortho McNeil
Pfizer
Shire Pharmaceuticals
Sunovion
Teva Pharmaceuticals
Customize your long-term care elearning project. Contact us today!
LTC Sales Results – What our Customers are Saying:
“With this training our sales people were able to approach the right people with the right positioning”
“With the Skye-Pharmacare eLearning course, our sales team quickly got up to speed on the Long-Term Care channel. There are so many constraints to selling into LTC – the special regulations, price sensitivity, reimbursement policies: with this training, our sales people were ready to approach the right people with the right positioning.”
Ready to get your sales team started?
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