"Every problem is a gift. Without problems, we would not grow."
Anthony robbins

Four Strategies for Breaking Into Medical Sales...

"What is the the best way to get into medical sales?"... a question we get all the time. The truth is, there is no simple answer. Industry changes and the economy have certainly made it more challenging. Generally speaking, there are a few pathways that most people follow to break into the industry.

The PROS and CONS of each are listed below…

1) Start in business-to-business sales and migrate over after 1-3 years – Most young people don’t like this answer because it takes some time, but it is probably the BEST route for your career (long term). Twenty years ago, recent college grads were told to “Go sell copiers at Xerox for 2 years and then you will be ready”. Well, the company names have changed a bit, but the principles still apply. My suggestion for most people right out of college is to gain experience in one of the following industries/companies…

  • HR Solutions / Payroll – ADP, Paychex, Paylocity, Paycom
  • Uniform / facility services – Cintas, Aramark, Unifirst
  • Printer/Copiers – Ricoh, Canon, Konica Minolta, Lanier, Xerox, Sharp
  • Food & Beverage – Gallo Wine, Southern Glazers, Frito Lay (Pepsi), Hershey
  • Home improvement - Sherwin-Williams, Pella Windows/Doors
  • Business services – Staples Business Advantage
  • Enterprise Rent a Car

Whether it is these exact companies (or something similar), the goal here is to get multiple years of sales training in Outside Sales with a reputable company. Medical companies tend to “mine talent” from these organizations, so there is a clear pathway to get interviewed/hired.

  • PROS: When it comes to sales training and the actual “blocking and tackling” of building sales skills, the B2B companies are still the best. Sales skills learned here can be applied to multiple industries.
  • CONS: It takes time. You need to plan to go somewhere and STAY for at least 18-24 months. Bouncing around from one B2B company to the next might hurt your chances of getting hired.

2) Find a “junior” position with small local medical distributor – While this appears to be a shortcut into the medical sales world, most of these positions are not true sales jobs. They are often “tray runner” roles which include delivering supplies. Yes, you are getting some exposure into the hospital and/or the operating room, but usually these positions involve running a lot of errands (not really selling anything). There is often high turnover with these companies.

  • PROS: Gaining some exposure, learning the landscape and basics of medical equipment.
  • CONS: Low Compensation, No real sales training or development. Limited opportunities for promotion.

3) Attend Medical Sales College – This is an 8–12 week training program that teaches anatomy, surgical techniques, operating room protocol, and specifics of some surgical procedures. Although the curriculum has been slightly altered in recent years, most of the training revolves around Orthopedics, Spine, and Trauma. A student wishing to go into other specialties (Gyn, Urology, CV, GI, Plastics, ENT, General Surgery, etc) should fully understand these limitations.

There is NO shortage of differing opinions on the value of medical sales college. There are employers that love their graduates (because someone else has paid to train them). On the other hand, there are companies that simply aren’t interested. The knock on these candidates is that they don't understand outside sales... they only have basic clinical training.

  • PROS: Advertised 84% placement rate into a job upon graduating from the program. Solid foundation of knowledge for Ortho or Spine roles.
  • CONS: Cost is between $15,000 - $18,000. Most graduates only land junior level roles, many of which often fall into the “tray runner” category mentioned in the previous paragraph. Attendees should NOT expect a 6-figure territory manager role to be offered upon graduation.

4) Working in a doctor’s office or hospital - Although there are situations where this can certainly help, it is NOT a strategy that can stand on its own. There are 14 million healthcare workers in the United States, and most of them are NOT being recruited for medical sales jobs.

For this plan to work, a person should be actively seeking ways to get involved in sales related activities. For example, I spoke to a candidate recently who volunteered to do referral marketing (in her off hours) to promote the practice she worked for. Over the course of a year, she had conducted over 75 marketing lunches, giving her some sales experience to discuss in interviews.

  • PROS: Working in the medical field should provide a lot of networking opportunities. A savvy jobseeker can build knowledge while creating contacts with prospective employers (ie. schmoozing every rep that walks in).
  • CONS: This might take some time. Need to find ways to differentiate yourself from others. Staying in a role like this for too long (more than 3 years) can sometimes become a disadvantage.

In conclusion, all of these pathways will require some hustle and networking. There is NO SHORTCUT into a top tier medical sales role. The person who opens the most doors is the person who continues to build contacts and relationships. Great networkers often find themselves in the right place at the right time.

All Blogs In This Collection
avoid these rookie mistakes when hiring your sales team

Avoid These Rookie Mistakes When Hiring Your Sales Team

Hiring errors by new sales managers - 6 common traps to avoid.

Read more
job interview mistakes for millennials

Six Missteps that are Tripping Up Millennials in the Job Search

These Rookie Mistakes make you look less experienced when interviewing. Chase down your next job the right way.

Read more
medical sales interview tips - authenticity in an interview

The Power of Authenticity in an Interview

Using Authenticity to your advantage while interviewing. Why it works!

Read more
breaking into medical sales without a lot of experience

Four Strategies for Breaking Into Medical Sales...

How to get into medical sales, a guide for young professionals without a lot of experience

Read more
interviewing sales tips - avoid these topics

Using these phrases in interviews... WATCH OUT.

Be careful not to say too much in an interview. These phrases can lead to trouble.

Read more

The Art of CLOSING in a Job Interview

Closing tactics when interviewing for a sales job - Do's and Don'ts

Read more
Assessing your own company and where they stand in the medical industry

How Secure is Your Job? 7 Simple Questions to Ask

Assessing your own company, Are they still growing?

Read more
Ask impactful questing at the end of an interview. How to stand out and get hired.

Interviewing for a new sales job? Four ways to ask impactful questions (and get hired).

Ask impactful questing at the end of an interview. How to stand out and get hired.

Read more
toxic work culture - red flags during interviews. Watch outs while interviewing

Five Ways to Spot Bad Corporate Culture While Interviewing

Red Flags during the interview process that might be warning signs of a bad corporate culture

Read more
how to not lose candidates during interview process. Close more good salespeople

5 Reasons Managers Lose Good Candidates During the Hiring Process

Losing candidates during the interview process? 5 things managers should do to close more top-notch sales people

Read more
Fired - you can recover

Showing Resilience after being laid off (fired) - how to bounce back!

Recovering after being fired, how to handle it and prepare for your next job

Read more
Improve your medical sales resume by avoiding these common mistakes

Medical Sales Reps...avoid these 8 resume pitfalls

Improve your medical sales resume by avoiding these common mistakes

Read more
the-top-5-fears-that-paralyze-medical-sales-reps

The Top 5 Fears that Paralyze Medical Sales Reps

Don't let fear prevent you from finding your next great opportunity in medical sales. Common fears that prevent us from advancing our careers

Read more
stock options and start ups in medical technology

Evaluating Stock Options and Start-ups in the Med-Tech Sector

Understand start-ups and stock options in med-tech sector. Basic questions of a typical stock options “package” that is commonly offered with start-ups.

Read more

Using GLASSDOOR to "research" your next medical sales job? ...get real.

Use caution when using online company reviews (like Glass Door) to research your next medical sales job

Read more

Interviewing?...The old 30/60/90 planner needs to go away.

When interviewing for you next medical sales job, Be bolder and more creative with your planners

Read more

Looking for your next medical sales job...Enroll in Networking 101.

Building a strategy for networking in medical sales to chase down your next job Differentiate yourself old-fashioned way... NETWORKING

Read more

Embracing the dreaded "feedback" during job interviews

When a recruiter provides you with feedback, understand that they are trying their hardest to HELP YOU GET HIRED.

Read more

Hiring Managers...Your leadership starts in the first job interview.

A manager's leadership skills and professionalism should be obvious to candidates during the interview process. Courteous managers attract better talent.

Read more

Wearing scrubs (or a golf shirt) to a job interview...BAD IDEA!

Don't hurt yourself in the job search with the wrong attire. Wearing a business suit is still the way to go.

Read more
Job interview Tips for Medical Sales Reps

Avoid finishing second in the job interview process.

Going the extra mile rather than wondering what you should have done to land your dream job.

Read more
Linked In Logo

7 Deadly Sins of LinkedIn...For Medical Sales Reps.

As the job market gets more challenging, the look and feel of your LinkedIn profile is more important than ever. Even if you are not a big social media person, your LinkedIn profile is a vital part of your digital brand and the “storefront” that recruiters and managers use when “shopping” for new talent.

Read more
Resume writing

Top 10 Things Your Resume Should Include

Looking for some basic information about writing a resume to make it stand out among the rest? Check out these following resume writing tips to learn how to develop each section for maximum success.

Read more