Leading The Journey
2023 Developmental Meeting
HOUSTON, TEXAS
A FOUNDATIONAL EXPERIENCE
Taking steps toward “living life” again
Mary Tom
Donald
Living by our values... every day!
We must consistently challenge ourselves and each other to be better today than we were yesterday!
High-impact
Clinical Selling
Identify a patient profile and anchor to it multiple times
• Ascertain the HCP’s treatment goal
High-impact
Account-based
KEY BEHAVIORS
Engage with Averitas counterparts at the right time (Ways of Working)
High-impact
Territory Management
Maintain a balance of active accounts across all archetypes
Multiple Applications, Assessment, Ongoing
• 3 months of relief, 4 times per year
Leverage HCP advocacy with all office stakeholders
Focus on P1 and P2 accounts with >25 appropriate patients
Identify and address barriers for utilization proactively
• What is holding you back from putting more appropriate patients on QUTENZA?
Prioritize accounts to operationalize quickly
• Train accounts on utilizing MQC
• Have multiple champions trained on QUTENZA application
Increase reach and frequency with highpotential accounts
• Strengthen execution
• Optimize teamwork
• Identify repeatable performance accelerators
We must challenge ourselves to:
• be open minded to new ideas ... to new ways of working,
• be ok being uncomfortable at times.
Together, we participated and shared, we challenged and were challenged and, ultimately, we supported one another in development.
Effective Territory Management by our Top Performers create durable, sustainable accounts ... which allows them to focus on growing their business.
