Sales Guide: Power of Process Professional

The following has been put together to sell the Power of Process with. The tools are listed first, followed by what it is, how it works and how we communicate it to the market.


USE THESE TOOLS TO SELL


Our training courses have evolved from standalone courses to an integrated certification.

Previously we sold standalone courses and programs that range from 4-5 days at a time. From feedback, we were able to devise an integrated certification called the "Power of Process Professional", which incorporates lab management, all the Power of Process courses and workplace integration.

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WHAT ARE WE SELLING

What exactly is the Power of Process Professional™?

Note that this is not how we sell it, but what we're selling!

 

1.

Lab expert

A person who really understands lab operations and can use process to influence performance of people, technology, infrastructure and materials.

2.

Certification

They receive a certification that comprises of Lab Management Online, PoP Pioneer, Champion and Master, and execute workplace assignments.

3.

One year program

It takes place over one year within a laboratory and allows the lab to align staff with strategic objectives and enable the workforce to drive performance.

 

WHAT ARE WE SELLING

What can you learn from it?

This is what the individual learner would get from completing the Power of Process Professional.

 
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Gain a big picture perspective

Understand the role of the lab int he macro environment.

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Understand the lab "business"

Grasp lab operations, the levers to drive performance and how to influence quality results and financial sustainability.

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Lead the lab and apply innovative methodologies and tools

Use a toolkit of leading edge performance methodologies and technologies to drive performance.

 

WHAT ARE WE SELLING

What does the lab get out of it?

There are significant benefits to the lab when implementing the Power of Process Professional.


Achieve strategic objectives

The course allows learners to understand their role in the lab and how the lab fits into healthcare (and beyond). This helps them understand how to add value beyond their immediate context.



Run cost-effective operations

It helps staff understand what drives revenue and cost in the lab and how to better management. This is underpinned by a solid understanding of management fundamentals.


Deliver consistent quality results

Having the right processes in place allows for people and technology to work together more effectively.

Long-Term Return on Investment

Workplace integration allows for the lab to get much more value. Monthly payments reduce their risk.


WHAT IS THE COURSE ABOUT?

The Blackboard Blueprint

The whole Power of Process Professional can be summarised into a blackboard. The three core benefits have been derived from this PROGRAM (big picture, lab operations management, leading edge tools and methodologies).

 
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WHAT ARE WE SELLING

The Marketing Message

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HOW DOES IT WORK?

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Working together

 
 
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LEARNING RESPONSIBILITIES

  • Provide what’s needed to sell

  • SME

  • Deliver on sales

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REGIONAL RESPONSIBILITIES

  • Market prospecting

  • Closing sales

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MUTUAL RESPONSIBILITIES

  • Drive the pipeline

  • Deal tactical planning

 

Working together… next steps

 
 

CAPACITY BUILDING WITH EACH TEAM (LED BY A SALES CHAMPION)

  • Full product understanding

  • Detailed process to sell it

  • Sales messageHooks

  • Using the tools

  • Dealing with objections (sales guide/FAQs)

 
 
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