No man is an island.
But…
There’s a good chance your physician liaison sure feels like they are on one.
Practice Leaders are busy leading practices. Doctors are busy taking care of patients.
And that’s how it’s supposed to be.
The problem is that often leaves a physician liaison floundering around with little to no direction or heading in the wrong direction all together.
Sure, they may be working hard. But are they working on the wrong things? Or even the right things at the wrong time?
How does a busy and growing practice offer a liaison the support they need?
Since there is more than one answer to this question (and this is an article not a book), we’ll focus on the first priority for any successful physician liaison.
Training, training, and more training.
Does your liaison know where to go? Do they know when to go there?
Do they have the skills necessary to be successful in their role?
Did you know…
- According to Forbes, 55% of salespeople lack sales skills.*
- It takes 10 months or more for a new sales rep to be fully productive.*
- 84% of sales training is lost after 90 days.*
- Every dollar invested in sales training returned $29 in incremental revenue.*
If you want your liaison to confidently deliver the message you want customers to hear, invest in their training.
And the training never ends.
No matter how good you are or how long you’ve been in the business, you can always get better.
Physicians and clinical staff continue to refine their skills through continuing education. Practice Leaders attend conferences and workshops.
Shouldn’t your liaison, the face of your practice, receive ongoing training for their role?
Heck, as a 20-year veteran who’s benefited from some of the industry’s best training, I still work with coaches and mentors. And guess what? I learn something new every single day.
If you want to continue to grow your referral volume and strengthen your referral relationships, don’t let liaison training be an afterthought.
Right now, you may be thinking that you don’t have the time, expertise, or resources to train a liaison.
Truth be told… that’s how it’s supposed to be.
You’re busy focusing on what you do best and that’s running a busy practice.
Here’s another truth bomb…
You also have too much at stake not to provide ongoing training and support for your liaison.
They are the face of your practice, and you want to feel confident they are representing the practice well and spending the right amount of time in the right places.
If you’re ready to invest in developing your physician liaison so you can maintain a laser focus on making your practice the best it can be, check out the Physician Liaison Elite Performance Boot Camp.
