First, I am very sorry that I have not written an article in almost two years since starting this blog. I have been very busy with a new career in Medical Sales and a new baby that has taken a lot of my time (in November of 2009 I decided to leave b2b sales recruiting for medical sales). After all this time, I believe it is time to re-engage with my readers to share my new experiences/thoughts.
To begin, finding the right medical sales opportunity was not an easy task. It took diligent planning, researching, and interviewing to find the right position that met my financial and professional needs (all of the things that I have written about in the past). In my position, I sell capital equipment and disposables into the operating room and associated clinics. This position has been extremely rewarding due to the impact that our organization makes on patient care (we are the industry leader), my personal/professional growth, and the experience to work in the operating room with physicians. I am positive that my training in B2B sales prepared me for a successful transition to Medical Sales.
Overall, I am very happy that I made this transition and believe that this is the first post of many to come on my experiences in this new role.
Happy Hunting,
Sales Gossip
- Understand why you want medical/pharmaceutical sales: If you are looking to get into this industry, you need to know exactly why you have decided to make the change. It might be money, job stability, travel, life style, passion for the product/company, or an aptitude for science. Whatever it is, this must be your motivation! During an interview a hiring manager will ask you why you want medical/pharmaceutical, because they know that most candidates don’t really understand why they want to get into the industry or what it takes to sell in this environment. This is a tough industry and if the hiring manager doesn’t think you are passionate about the position, they will pass. Make sure your answer reflects your values and more importantly, how they line up with the opportunity/company. You can do this by researching the organization, speaking with sales representatives and doctors from the industry, and working with a sales recruiter for detailed information. For coaching, please e-mail me at cox_victor@hotmail.com.
- Interview, Interview, Interview: In order to get into the industry you will need to interview as frequently as possible. If you are truly passionate about making a switch and have the ability, then don’t get discouraged if you get a couple of no’s (we all know that the more no’s you get the closer you are to a yes!). Again, if you are getting interviews, the toughest part is over (if you are not getting interviews, this is a different story). Get aggressive in your job search and go on Medreps/ LinkedIn to start building your sales recruiter rolodex for future opportunities. I have placed individuals into a medical sales position who have been trying to get into the industry for years.
- Create a brag book: Medical/pharmaceutical companies are looking for top sales performers who have documentation of their accomplishments (brag book). Make sure you take your time and create a binder that includes your resume, documentation of your accomplishments/rankings, pictures of your awards, sales training certificates, letters of recommendation, etc. A well prepared and presented brag book will separate you from other candidates.
Landing a medical/pharmaceutical position is no easy task and takes relentless preparation and patience. If you are truly motivated to get into the industry and have the ability, focus on why you want the position, research the opportunity, and bring your “A” Game to the interview (your brag book)!
Happy Hunting!
Sales Gossip
Recently I was asked about questions to ask during a final interview. Here are some ideas:
- Can you take me through your career path with (company)?
- Where do you see the company in 5-10 years?
- What are your expectations for top performers?
- Do you feel I exhibit these characteristics?
- Would you describe your top sales person?
- From what you see so far do I fit that mold?
- Based on our conversation, am I what you are looking for in a territory manager?
- At this point do you have any hesitations on recommending me for this position?
- Were do we go from here; furthermore, when do I start?
Happy Hunting,
Sales Gossip
Recently one of my readers sent me an overview from a Medical Sales Field Ride. This might be helpful to some of my readers who are looking into medical sales or is putting together a medical sales field ride summary for a hiring manager. Clearly this person understands the position and what it takes to me successful in medical sales.
1. Relationship building is extremely important to being successful in this role.
2. You must be outgoing, confident, and educated in order to make recommendations.
3. Get the Doctors buy-in and then go to purchasing.
4. Be accessible to your accounts and always follow up a soon as you can.
5. Communicate effectively with all levels of staff.
6. Excellent product knowledge is important to credibility.
7. Observe as many cases as possible and make sure OR Managers know that you want to be involved.
8. Stay positive and handle issues as they come.
9. Understand your competition and understand how to clinically sell against them.
10.Don’t let your territory manage you.
11. Know your competition and how to sell against them.
12. Plant seeds with your doctors about your products and have a reason for taking their time.
13. Always be closing and moving forward relationships.
14. Have fun with your Doctors and Staff!
Happy Hunting,
Sales Gossip
Recently I was asked by a sales candidate if I could supply them with example questions to ask during an interview process. Here is a quick cheat sheet that might help get you prepared and land your next sales opportunity (medical or b2b)!
1) What are you looking for in a successful candidate?
2) What are the top three sales objectives you would like to see accomplished and in what time period?
3) What is the most difficult challenge a person will face in this position?
4) What is the company doing to remain ahead of your competitors (reference products, financials, etc)?
5) What is your time schedule for filling this position?
6) Is the position vacant now? If so, why and for how long?
7) What are the most immediate needs in this position over the next few months?
What expectations do you have for this position long-term?
9) Can this position lead to other career opportunities? If so, what type of positions?
10) What is the next step in the hiring process?
11) Do you have any hesitations about moving me to the next stage of the process?
Happy Hunting,
Sales Gossip
I am currently interviewing for a medical sales job and I really want the position. How can I separate myself from other candidates?
As I have stated before, this is an employers market and sales positions are extremely competitive right now due to the shrinking job force. You will definitely need to bring your “A” Game to the interview, which includes more than just showing up. First, you need to be prepared with your brag book, 30-60-90 business plan, and the real reason you want to get into medical sales. Once you have this taken care of, it is time to separate yourself from other candidates (no gimmicks). Typically, companies love qualified candidates who love them; a serious candidate does their research on the organization and understands the position fully. Here are a few ideas on how to separate you from other candidates early in any interview.
1. Visit Current Clients: The best way to learn about a company is to speak to the people who use the products on a day to day basis. If you are interviewing for a medical sales position then you need to track down a doctor to see if you can observe a case or get some feedback on what they like about the company you are interviewing with (process, products, etc). You can do this for just about any sales position out there. This shows your dedication to the position and gives you a better understanding of the company.
2. Outline Your Field Ride: If you have the opportunity to go on a field ride, then you need to take meticulous notes throughout the day about the position, sales cycle, products, process, etc. By taking notes and asking good questions, you can show the hiring manager that you truly understand the positions and responsibilities. You can also send your outline to the hiring manager prior to the second interview or bring it with you.
3. Ask Inteligent Questions: Most hiring managers close interviews with, Do you have any questions? This is your opportunity to pounce with articulate questions that show your business acumen. Don’t use this time to get information you already know. Ask about long term business goals for the company (big picture), career track, or something you read on their website/annual report/business journal. Asking good questions is one of the keys to being a successful sales person, so it shouldn’t be any different during an interview.
Good luck in your next interview and happy hunting!
Sales Gossip
Here is a post from a guest blogger who is currently a recruiter. We all know that candidates often choose a role based on a thousand factors. For example pay, long term opportunity, commute, benefits, culture, and many other (just as important) issues make decisions between opportunities difficult. We often get a chance on the phone or in person to sell the opportunity to our candidates, but in many cases, the decision is made at home, where the influence of husbands and wives, mothers and fathers, friends and colleagues further complicates the issues. As candidates try to explain the pluses and minuses of a role, an offer letter is often all a candidate has to reference a job’s details.
That’s where the power of email comes in.
Through email, we now have a means to reach deeply into a candidate’s thoughts. Unlike phone calls, so easily dismissed, a carefully crafted email can reinforce all the reasons why your opportunity is the candidate’s best choice. It can be easily shared with the influencers in a candidate’s life, and a personally written message (delivered instantly) helps to further create a bond that often makes the difference between difficult choices. We have many, many victories that we know have been won by the power of the pen, and I urge you all too fully utilize this great tool in the closing process!
Not only is this good for other recruiters to use to help reinforce opportunities, but it is also good for candidates. Candidates should request that the sales recruiter provide the benefits of the opportunity if they haven’t already. This will help immensely with your decision and help you explain the opportunity better to your other halfJ.
Happy Hunting,
Sales Gossip
Two years ago I planted a Cherry Tree in front of my daughter’s bedroom window so she would have flowers to look at in the Spring Time. To my surprise, my 4 year old son was upset that the tree I planted in front of his window, a Japanese Maple, did not produce flowers in the Spring. He insisted that I plant a tree in front of his window that was exactly like his sister’s. However, instead of reasoning with him and explaining that both trees have special attributes, I made the mistake of telling him that his tree had magic powers.
The first thing that came out of my mouth was that his tree would grow cupcakes on his birthday. It was just like in Ghostbusters when Gozer asked them to think of a form that would destroy the world and Ray thought of the Stay Puft Marshmallow Man; it just popped out. My wife couldn’t believe that I said this and I said, “He will never remember.”
Six months later, the day before his 5th birthday, he woke up, walked out into the living room and said, “I am so excited that my tree is going to grow cupcakes tomorrow.” I was shocked and got a told you so look from my wife. Nevertheless, we had to figure out how to get cupcakes to hang from the tree (see picture of fishing line with toothpicks on bottom of cupcakes).
When he woke up on his birthday, the first thing he did was go outside and make sure that he had cupcakes hanging from the tree. When he walked outside, his eyes lit up and he screamed to his sister, “My tree grew cupcakes and yours only grows flowers awesome!” I knew then that I made a big mistake and that this was going to be a big problem with them. So what did I do? Like all reasonable people do, made sure my daughter’s tree grew cupcakes on her 7th birthdayJ.
My point to this story is that I did a horrible job of managing the expectations of my own children. Unfortunately, my wife and I are going to have to hang cupcakes on those trees two times a year until they are either sick of them or I cut the trees down. In business, we sometimes create a cupcake tree with our sales people and promise things that are either unattainable or pie in the sky.
Managing the expectations of your sales people is extremely important in these tough times. In my experience, I have seen a lot of companies sell cupcake trees and it has been disastrous for retention and moral if they never see it. At the end of the day, they may not want to hear that their tree doesn’t grow cupcakes, but it will make for an open and honest relationship.
Happy Hunting,
Sales Gossip
Based on my last post, I received inquiries regarding an example of a resignation letter. Here is a letter that I have used personally and referred professionally. It is positive and outlines your intentions. Good luck and hope this helps! Sales Gossip
May 19, 2009
Direct Manager
Title of Manager
Current Company
Dear ______,
I am writing you today to officially tender my resignation from ______ effective Monday ________ with my last day being _______, 2009.
This was a very hard decision and one that I did not take lightly, but I have an amazing opportunity to ______________________.
The past _____ years at ________have been very fulfilling and have provided me with excellent experience. I cannot say enough about all the people I’ve encountered in my years of service with the company and have enjoyed my time with you as my manager. Your leadership has been very welcoming and I have appreciated all your personal and professional advice over the past few months.
If I can be of any assistance during this transition, please let me know.
If you have any questions, please ask. Thanks again for everything.
Sincerely,
Name
Phone
Resigning from a position is never easy. Whether you loved the job or despised it, you should always leave on a high note and resign tactfully. Sometimes this is hard to do, but if you keep it simple and professional, you shouldn’t have any issues or burn bridges.
A termination letter should be a one page, to the point document that informs your employer of your decision to terminate employment. The letter should be made out to your direct supervisor and give a termination date (usually two weeks from date on letter). You should also briefly thank your employer for your experiences and your current manager for the leadership provided. Regardless of how you really feel, this letter will be included in your file and it should be a positive one (see link to example). In fact, leaving tactfully can be a major benefit to you.
Keeping a resignation simple and professional can lead to references from that employer, future business opportunities, and eligibility for rehire. All of these things are important to consider when terminating because you never know what the future holds for your new career. You should also consider that you will still need the employer to cooperate with you for at least two weeks once you do submit a letter of resignation.
Once you submit your two week notice (standard timeline for termination) you should immediately gather all pertinent separation information. Make sure you understand the benefits that are offered upon termination of employment for example the COBRA, 401K Roll-Over, and Employee Stock Purchase Plan or Grants Policy. Check with payroll to see how much vacation or sick pay you have accrued and make sure that this going to be paid out upon termination. Also make sure you understand what items need to be returned to your employer and if applicable, the guidelines for a non-compete. Finally, print off or get all W-2 information/the last 3 pay-stubs and sales documentation (awards, rankings, percent to quota, letters of recommendation, etc.) from your employer for future position. Gathering this information during your last two weeks of employment is much easier than having to go back once your employment has been terminated.
In conclusion, resigning from a position can be a scary, yet exciting time. However, if you keep it simple and professional parting ways with your current employer should be a straight forward and a positive experience.
Happy Hunting,
Sales Gossip