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where we cover interesting and relevant news, insights, events, and more related to the health care industry and pMD. Most importantly, this blog is a fun, engaging way to learn about developments in an ever-changing field that is heavily influenced by technology.

POSTS BY TAG | Sales



Recipe for Success


Reader discretion is advised - do not read this blog on an empty stomach! 

The Perfect Chocolate Chip Cookies


If we compare the pMD sales process to the recipe for the perfect chocolate chip cookie, what common ground can be found in the steps needed to reach a successful outcome?


Preheat oven to 350 degrees Fahrenheit:

All good cookies start with prep work. A new member of the sales team always starts by “finding their way around the pMD kitchen.” While preheating may only take ten minutes in a real kitchen, at pMD, a new baker spends months working closely with other, more seasoned, sales team members. Laying a good foundation is the key to any good recipe. Without preheating the oven, nothing gets baked.

Mix butter, sugar, vanilla, and eggs in a large bowl. Stir in flour, baking soda, and salt:

Practice makes perfect! You can think of each ingredient like a step in our learning process here at pMD. We carefully measure the ingredients and then add them in one at a time. We even modify our “recipes” slightly depending on a potential client’s product interest. For example, cooking up a charge capture demonstration requires a different set of ingredients than preparing to speak with a practice interested in clinical communication.

At pMD, we don’t throw new folks into the kitchen without equipping them with the proper cooking tools. Our team members are fully supported and start by engaging with smaller opportunities first. Eventually, they work their way up, adding each learned ingredient one step at a time, until they’re ready to try the full recipe on their own -- with their own twists and flair, of course!

Stick the spoon in and try the raw cookie dough… hmmm, something is missing. 

Ahh, I’ve figured it out. CHOCOLATE CHIPS! Add chocolate chips into the dough and mix well. Bake 12 to 15 minutes or until light brown. Cool slightly. Remove from cookie sheet to wire rack. Cool.

You can preheat the oven and follow each step correctly, but if you forget a key ingredient, it will soon be obvious that something is missing. pMD’s sales department is focused on working closely with the marketing and operations departments to achieve the best results. This allows us to better align our product offerings with customer needs and to streamline the implementation process. It’s essential for a successful sales team to work collaboratively with other departments so that we never miss a key ingredient. There’s no such thing as too many cooks in the kitchen in this case!

pMD’s culture is all about teamwork. Just as the perfect cookie needs all of its ingredients to mix together, when the sales department succeeds, everyone at pMD does - and we share that success. We would be doing ourselves a disservice if we operated in siloed departments and expected the whole team to win. 

So what is the perfect recipe? This is really a trick question. Each recipe is different. If you ask 10 people to cook their perfect chocolate chip cookie, you will get 10 different cookies. While they follow a similar successful blueprint, recipes are tweaked over time based on feedback and tastes.

I recommend eating these cookies with a tall glass of milk!

 

Find out more about pMD's suite of products, which includes our MIPS registry, charge capture, secure messaging, clinical communication, and care navigation software and services, please contact pMD.





At pMD, we have a foundation that has been built from over 20 years of experience working with employees with various backgrounds and working with customers from varying specialties and experiences. Throughout our 20 years in the industry, we’ve established a structure to ensure that our process to obtain new customers and keep existing ones happy is standardized, effective, and as efficient as it can be. Even after 20 years, we continue to stay open to learning new and better ways to improve our already proven process. This leads me to the question: what happens when an idea or plan doesn’t go the way you expect? Does it mean you’re set up for failure? No. In fact, sometimes when things don’t as planned, it might actually be for the better. So make lemonade with those lemons.

Recently, I was involved in an implementation that didn’t go as I had originally planned and it turned out to be one of the best implementations I had ever been a part of. One of our customers had been using pMD for a number of years for one of their many specialties. And for the past two years, we have been trying to expand our usage to other specialties within this large organization. As a team, we discussed what additionally we could provide to the already existing specialty to ensure their continued success with pMD, providing more leverage to expand to their other groups. We set out a plan to do some heavy customer outreach and made sure we spoke with not only the administration but, more importantly, with the providers themselves to get their feedback on how pMD was working for them so far. After all, they’re the ones who would know best on how the system is working. Through close account management, we were able to implement new, robust features to the existing group and get our foot in the door to finally expand to a new group.

Why was this implementation then so special? It started at the top. Leadership was heavily involved in the vetting and implementation of pMD. We followed our best practice of learning about the group and their workflow as well as speaking with and presenting to leadership and their physician champions. We were on the right path to go live with this new specialty group by the end of October. They expressed interest in wanting to do a trial run with a smaller subset of physicians and provide feedback before going live for the entire group. This process lasted 1-2 weeks before getting the green light to go live with the entire group. We also received feedback and made the appropriate adjustments with the idea that we were still on track to implement the new group by the end of October. However, when we discussed the go-live date, the group wasn’t comfortable to move forward with that timeframe because of scheduling conflicts and additional questions they had about the system. While it was a frustrating time for our team, we eventually came to implement the new group officially in December (over a month after the initial target date of October 2018). Surprisingly, after all the prior obstacles, the implementation went about as smoothly as any implementation I had ever been a part of.

A smooth implementation isn’t a result of magic. Leadership with this group took those extra weeks to very clearly communicate to their providers and staff as to why they were making the transition to pMD. When we came on-site the first week of December, we weren’t met with surprised looks or confused faces. Everyone we worked with was prepared and understood the ‘why’ behind the process. In the span of four days, our team was able to successfully get over 30 providers using pMD without a hitch.

It takes strong leadership and clear communication for new ideas to mature and to be adopted. Much like this implementation, pMD does the same. When our strategy doesn’t always necessarily go as planned, we adapt, we communicate the ‘how’ and ‘why’, and then we move forward with those changes. This implementation was also a great example of how pMD continues to grow its brand, starting from a long-time customer and expanding into its surrounding community. Since the implementation, we’ve added several more providers and expanded the use of a new product, pMD® Clinical Communication™, within this organization. So when things don’t go as planned, remember that better results might even come out of it.

Find out more about pMD's suite of products, which includes our MIPS registry, charge capture, secure messaging, clinical communication, and care navigation software and services, please contact pMD.









Here’s a fun fact about me: before I started my career in health care technology sales, I was changing lives in other ways - I was a teacher. I hear a lot of shock when I talk about my career path, and how I could have made such a drastic shift. I mean, clearly the roles of sales and teaching are night and day, right? Well, not really, actually. I have found that the very characteristics that made me a great teacher - empathy, compassion, and being a good listener - really correlate strongly to my day-to-day sales role. There is one such trait that I have found to be even more critical in both my teaching role and my role at pMD: agility.

What does it mean to be agile? Quite literally, it means having the ability to move quickly and easily. As a pMD employee, especially on the sales team, it is imperative we are able to be agile. We must be able to shift our focus quickly, become product experts at the drop of a dime, relate what we know back to a practice’s current obstacles, and give our developers the ability to innovate while feeling confident the sales team will be able to show value in the new products they are building. Here’s an example of agility in action:

When I first started at pMD a little over 2 years ago, we really had 2 core products: pMD® Charge Capture™ and pMD® Secure Messaging™. It took me a while to understand and articulate the intricacies and value of those two products, but I eventually got into a groove. I was in my comfort zone. Suddenly there was talk of expanding our product line. Our customers needed more from us and we needed to rise to the occasion. Thus, we also became a MIPS Registry.

Now, if you aren’t sure what MIPS is, let me tell you that becoming knowledgeable enough to sell a MIPS registry product is no small feat. Many MIPS registries are exactly just that. They do not have other product lines they are selling simultaneously. At pMD, we were expected to know how MIPS reporting differed for an infectious disease practice versus a hospitalist group and so on, all while continuing to sell our existing product suite. Did the sales team complain and throw our hands up in defeat? Hardly! We were agile, quickly moving to learn all we could about MIPS, and providing our customers and prospective customers with the insight they needed to make an informed decision.

This agility has helped us to “go with the flow” as we continue to expand our product offering. A couple of months ago we added additional products to our product suite, such as pMD® Clinical Communication™, pMD® Care Navigation™, and pMD® Clinically Integrated Network™, to serve the needs of today’s health care market. We as a sales team have been at the forefront of explaining these products to our prospective practices and helping to communicate feedback to our developers. This allows us to grow as members of the pMD team, learn from industry best practices, and reshape pMD’s business priorities by listening to the market. While being agile can at times be challenging, it is also what keeps our day-to-day exciting because who is satisfied with the status quo?

Find out more about pMD's suite of products, which includes our MIPS registry, charge capture, secure messaging, clinical communication, care navigation, and clinically integrated network software and services, please contact pMD.