1. GPO Relationships
Every national account executive should have a reliable source of GPO relationships for their IDNs. It seems so straightforward, but it’s not. You probably know the GPO relationship for all your current customers, but how do you find out the GPO for an IDN that’s been newly assigned to you with whom you don’t have any business?
Oftentimes this information resides with a supplier’s sales operations team, and the national accounts executive needs to email someone and say, ‘Hey, who is this IDN’s GPO?’