How a 306090 Interview Plan Got Me the Sales Job!

Sales-Job-Interview (2)I wanted to share this with you–this job seeker used a 306090 Day Interview Plan and got the sales job on the spot.  They didn’t even interview the other candidate.

Peggy, these are the kind of emails you love! Just last weekend, I bought your 30-60-90 Day Sales Plan for an upcoming interview this past week. I appreciate your encouragement, assistance, tips and template. The sales position was down to two final candidates. I was the first to interview.

For the interview, I was to make a presentation, present a 90 day sales plan, and have a sales call scripted out. I was pretty set on the presentation and sales script, but I was a little nervous about the 90 Day sales plan. I found your site online, and was convinced it was going to help me.

Well, Peggy, it more than worked! They were so blown away by the interview, the 90 day sales plan and the vision I demonstrated, they made me an offer right there on the spot. They didn’t even interview the second finalist.

The CEO said, “This is the exact vision and energy I want for my company.”

I don’t think I would have made the impression that I did, if it wasn’t for your guidance.

Thank you again for our brief, but very effective encounter!

Wes R.

If you want to make an impression like this and get the job in your next sales job interview, get my 30-60-90-Day Sales Plan now.



Written by Peggy McKee - the medical sales recruiter
Get top medical sales candidates at PHC Consulting

How to Get Into Medical Sales
Learn how to get into this great field - insider secrets & tips.

30/60/90 Day Sales Plans
Sales plan templates with audio coaching - nail your interview.


Top 10 Clinical Diagnostics Companies for Medical Sales

Top10If you are in a diagnostics job search, be sure to check out Fierce Medical Device’s Top 10 Diagnostics Companies.

Not only does it include giants like Roche, Siemens and Abbott, it has a nice discussion of trends in healthcare and how those affect this arena and the companies on this list.

Definitely worth the read.

(If you’re looking to get hired by one of these top diagnostics companies, dig deep through this blog or check out my How to Get Into Medical Sales.)

 



Written by Peggy McKee - the medical sales recruiter
Get top medical sales candidates at PHC Consulting

How to Get Into Medical Sales
Learn how to get into this great field - insider secrets & tips.

30/60/90 Day Sales Plans
Sales plan templates with audio coaching - nail your interview.


Roche Diagnostics: Chris Gordon & Social Media in Clinical Diagnostics (audio)

Listen to this audio of my interview with Chris Gordon and how he used social media to generate business in clinical diagnostics

ChrisGordon

Chris Gordon

Chris is at Roche Diagnostics (previously at Ventana).  He’s been involved with everything from the technical running of instrumentation to corporate accounts to regional sales management.

This audio has Chris talking about how he’s encouraging his sales reps to include social media in their sales arsenal to get in front of the C-suite level and boost sales.

Click on the bar below to listen:

 

Enjoy!  (Thanks, Chris!)

Find Chris Gordon on Facebook

Find Chris Gordon on LinkedIn

 



Written by Peggy McKee - the medical sales recruiter
Get top medical sales candidates at PHC Consulting

How to Get Into Medical Sales
Learn how to get into this great field - insider secrets & tips.

30/60/90 Day Sales Plans
Sales plan templates with audio coaching - nail your interview.


How to Get Into Medical Device Sales

Caucasian blond businesswoman in suit on white isolated backgrouMedical device sales is one of the highest-paid (see medical sales salaries), highest-prestige sales categories.  This means that competition for these jobs are fierce.  Does it mean you can’t get into medical devices from some other field?  Of course not.  You absolutely can…if you know these 4 things:

1.  Be sure you understand the medical device sales process and cycle.

First, you have to understand the job–read career overviews of medical device sales, and study the typical sales process.  Go to your network and LinkedIn to find people in medical devices to ask for coffee or lunch and ask a few questions (informational interview).  Go back to your network and find someone in medical devices to job shadow for the day, or ride-along with to see what a day in the life of a medical device sales rep is really like.  Figure out how to deal with doctors and surgeons (surgeons are a breed unto their own–be ready).

2.  Have the most current knowledge of what’s going on in the medical devices arena–job market and companies.

Download my list of the Top 100 Medical Companies (it has a section devoted to medical device companies). And look for medical device news:  DeviceSpace is a good source to start with. 

3.  Know what you need to bring to the table.

A medical device sales rep is positioned as the expert on new products and technologies for surgeons, specialists, and executive-level clients in hospital administration, and is often required to be present during procedures in operating rooms.  So not only do you need a scientific background with a strong understanding of mechanical concepts and technology, you’ll need high-level selling skills, high energy, and probably a strong stomach!

If you see that you’re lacking in some area, address it–take classes, read books (SPIN Selling is a great one), or try a field preceptorship (a.k.a. job shadowing or a ride-along) to enhance your knowledge of the job.  Taking this initiative communicates that you are willing to do what it takes to be successful.  (If your problem is a weak stomach, you probably just want to choose another field–maybe healthcare IT.)

4.  Know what it takes to be a stand-out candidate.

  • Find a career coach to hone your skills as a candidate and interviewee.  An objective, experienced career coach can save you a lot of time and frustration in your job search.  Take advantage of it.

There are hundreds of articles on this blog for reading about how to land a job in medical sales, and I encourage you to read them.  The more research you can do into career field you’d like to transition into, the better.  It might not make sense to some people to do that much work before you even get the job, but actually, that’s what’s going to make it more likely that you get the job you want.

Good luck.

 



Written by Peggy McKee - the medical sales recruiter
Get top medical sales candidates at PHC Consulting

How to Get Into Medical Sales
Learn how to get into this great field - insider secrets & tips.

30/60/90 Day Sales Plans
Sales plan templates with audio coaching - nail your interview.


Biotech and Biopharma Sales Salary Report 2014

Business ProfessionalsMedReps.com has released its Biotech Sales Salary Report for 2014.

Biotechnology careers are big.  They include a huge variety of job descriptions, including:  clinical laboratory technologists, biomedical engineers, forensic scientists, medical scientists, biological scientists, and more.  Everything that they use (products, equipment, tests, etc.) has to be understood and sold by biotech sales reps.  This is a lucrative and interesting field with lots of growth potential.

MedReps’ salary report is a great place to start learning about biotech sales careers and whether or not you want to be in this role yourself.

If you are breaking into medical sales, or transitioning to a different area within medical sales, I invite you to come to my free webinar, How to Get Into Medical Sales

In this webinar, I talk about critical things medical sales managers are looking for in candidates, so that you can get interviews and get hired faster, at great companies.

Get more information about the medical sales job webinar here.

MedicalSalesWebinar



Written by Peggy McKee - the medical sales recruiter
Get top medical sales candidates at PHC Consulting

How to Get Into Medical Sales
Learn how to get into this great field - insider secrets & tips.

30/60/90 Day Sales Plans
Sales plan templates with audio coaching - nail your interview.


Pharmaceutical Sales Salary Report 2014

GroupMedReps released its 2014 Pharmaceutical Sales Salary Report.

If you are interested in pharma sales, this is a great report for you, with lots of relevant information for anyone entering pharmaceutical sales.

As in anything else, if you specialize, you’ll make more money.  The report says that specialty pharma reps (who call on medical specialists that treat less common diseases and conditions) make more money than traditional drug reps who call on general practice physicians. 

Check out the salary report and then read my article on How to Get Into Pharmaceutical Sales.

 

 



Written by Peggy McKee - the medical sales recruiter
Get top medical sales candidates at PHC Consulting

How to Get Into Medical Sales
Learn how to get into this great field - insider secrets & tips.

30/60/90 Day Sales Plans
Sales plan templates with audio coaching - nail your interview.


How to Get Into Pharmaceutical Sales

business womanDo you want a pharmaceutial sales job?  Here’s what I would do to get one (knowing what I know as a medical sales recruiter) if I were in your shoes:

Ramp Up Your Resume with Keywords

The first thing you’ve got to do is get those resume keywords that will communicate your interest in pharmaceutical sales (science, biology, chemistry, zoology, nutrition, sales experience, account management, event management, communications, psychology, customer service, and more)

If you do have a technical degree (B.S. in Biology, Chemistry, etc.), you need to get these words on your resume. A lot of times, medical sales recruiters will search using ‘biology,’ ‘chemistry,’ ‘zoology,’ even ‘nutrition,’ because one of our searches was with a company that was very focused on that.

If you don’t have any of the key words you need in your background (like maybe you don’t have a technical degree, then consider doing a preceptorship (aka job shadow, ride-along). Going to work with someone who is doing the job you’re interested in will give you a lot of information you need for your new job and your interview. Put that preceptorship on your resume, and this will give you key words you need (physician, pharmaceutical, etc.). It’s a great talking point, and it shows additional strategy on your part because it shows that you’re willing to do something you won’t get paid for, but that will actually be of assistance.

Write a Good Resume Objective

Your objective needs to be clear. Please don’t put that you want pharmaceutical sales in your objective, because that really pigeon-holes you and possibly gets you overlooked for other positions that are actually quite good, that you might want to be considered for. So maybe you want your objective to be: “Sales position at a growing medical or healthcare company”.

Work Your Contacts (Network)

Use your local/personal network, and use your social media network, like Facebook or LinkedIn. Try to find people who know someone in this area, and simply ask for assistance. Ask for an introduction. Ask for an opportunity to buy someone breakfast, just to talk. Say, “Hey, I’m not looking for an interview…I just want to learn more so that when I do get the interview, I’m more successful and can get the job.

Expand your thinking on this networking thing. Your mom, your dad, aunts, uncles, cousins, teachers, friends….they all have friends. What do they do? Who do they know? Ask questions. People want to help one another. If you ask for assistance, they’ll help you as much as they can. But…you have to tell them specifically what you want them to do. If you just say you need “assistance,” it’s very vague, and it sounds like a lot of work. But if you say, “Look, can I send you my resume? If you can think of 5 people in your network that you think might know someone who would be looking for someone like myself, could you just forward my resume to them for me? I would really appreciate it. If there’s anything I can do to help you, I would be happy to, and I would certainly appreciate this very much. ” Ask specifically for what you want.

Stay in touch with your network. Communicate with them every week or every two weeks. Don’t do it by phone…that becomes a burden. Communicate by email or social media…this way, they can just read it and delete it or go on. That’s OK, because it reminds them of you, and that’s all you need it to do.

When you have an opportunity to interview, you’ve really got to shine. Do your homework. You need to know that company better than anyone else. You need to understand their process. You need to be ready.

If you get the interview and you are asked what you have done to prepare for a sales position, make sure your answer is good. When I say ‘good,’ I mean tell them something. Don’t say, “Well, I haven’t had a sales job yet…how could I prepare for it?” You can do a lot of things. You can read sales books. I love SPIN Selling. Strategic Selling is a very important selling style. You can watch YouTube videos (there are tons of instructional videos available for absolutely free). You can read blogs and online articles that talk about how to be successful in a sales role. You can read a magazine…Selling Power is a very strong magazine.

There are a lot of things you can do to show that you have prepared yourself and boosted your skill sets in order to do this job well, that you’re very serious about the job and that you intend to be successful. If you can communicate this in the interview, you’ll get the job offer you’re looking for.

Want to know more?  I’ve put together a FREE webinar:  How to Get Into Medical Sales. Sign up now.

This webinar will show you the 6 essential steps to transitioning into medical sales, the 4 things you absolutely must say in the interview, and much more.  You don’t want to miss this!



Written by Peggy McKee - the medical sales recruiter
Get top medical sales candidates at PHC Consulting

How to Get Into Medical Sales
Learn how to get into this great field - insider secrets & tips.

30/60/90 Day Sales Plans
Sales plan templates with audio coaching - nail your interview.


Medical Equipment Sales Salary Report 2014

Leader and her teamMedreps.com has released its 2014 Medical Equipment Sales Salary Report.

Are you interested in capital sales?  It’s one of the highest-paying fields in the medical arena.

If you are not familiar with it, capital sales processes are longer, more complex, and more expensive than other areas of medical sales. (See this video that explains capital sales.)

If you are interested in knowing what kind of travel is required, or what experience level earns how much money, check out this Capital Equipment / DME salary report from MedReps.

Get insider coaching on how to get a medical sales job with my free webinar:  How to Get Into Medical Sales Webinar information here.



Written by Peggy McKee - the medical sales recruiter
Get top medical sales candidates at PHC Consulting

How to Get Into Medical Sales
Learn how to get into this great field - insider secrets & tips.

30/60/90 Day Sales Plans
Sales plan templates with audio coaching - nail your interview.


Medical and Surgical Device Sales Salary Report

business team with a businesswoman leadingAre you thinking of getting into medical device sales? 

MedReps had released it’s 2014 Medical and Surgical Device Sales Salary Report, which says medical device salaries are up 5% over last year.

Medical device sales reps earn some of the highest salaries in the medical arena, but it is a tough field to break into.

Check out the salary report, and then read about how you can get a medical device sales job

2014 Medical and Surgical Device Sales Salary Report – See more at: http://www.medreps.com/medical-sales-careers/2014-medical-and-surgical-device-sales-salary-report/#sthash.3rdqdumE.dpuf
2014 Medical and Surgical Device Sales Salary Report – See more at: http://www.medreps.com/medical-sales-careers/2014-medical-and-surgical-device-sales-salary-report/#sthash.3rdqdumE.dpuf
2014 Medical and Surgical Device Sales Salary Report – See more at: http://www.medreps.com/medical-sales-careers/2014-medical-and-surgical-device-sales-salary-report/#sthash.3rdqdumE.dpuf


Written by Peggy McKee - the medical sales recruiter
Get top medical sales candidates at PHC Consulting

How to Get Into Medical Sales
Learn how to get into this great field - insider secrets & tips.

30/60/90 Day Sales Plans
Sales plan templates with audio coaching - nail your interview.


How to Get a Medical Device Sales Job

Young handsome business man, isolated on whiteAre you looking for a medical device sales job? What are the requirements you need?  What will get you an interview and get you hired?

Think about this list of things you need as the legs of a stool.  Hiring managers want as many of these “legs” as they can get under their sales reps, because it makes the rep more stable, more independent, and more successful:

  • Sales Experience (be able to document your results with numbers, dollars, or percentages)
  • Experience in Medical Arena (any science background, or any experience working with physicians, surgeons, hospitals, etc.?)
  • Location (are you in the right location without requiring a relo package?)
  • Technology (do you understand current technology both for the products and for the software you’ll use?)
  • Knowledge of the Call Point (do you understand what it means to work with physicians and/or surgeons?)

Do you need all these legs to get the job?  No.  You can get hired with only one or two, but you’ll have to help the hiring manager see how you are going to develop those other legs in order to be successful.

So let’s say you have no sales experience but you do have a medical background…what you need to do is really sharpen up those sales skills. I really love the book ‘SPIN Selling.’ I think it’s a fantastic book that applies really well to both the job interview as well as the sales task ahead of you once you get the role. So I really want to encourage you to get that book.

You really can learn quite a bit on your own that will help you get a medical device sales job…through sales books, through medical journals, YouTube videos (lots of lectures and training things there), job shadows, and more.  And the initiative you take to learn these things on your own will (all by itself) make a great impression on a medical device sales manager who’s looking for sales reps with a big go-getter quality who will do what needs to be done.

I also have put together a 1-hour webinar where I address the common questions I get from candidates who are trying to break into medical sales.  I encourage you to sign up for it, listen to what I have to say in it and learn the information you will need to make this very important and very exciting transition into a great job that I know you will enjoy. 

How to Get Into Medical Sales Webinar

 MedicalSalesWebinar

 

 



Written by Peggy McKee - the medical sales recruiter
Get top medical sales candidates at PHC Consulting

How to Get Into Medical Sales
Learn how to get into this great field - insider secrets & tips.

30/60/90 Day Sales Plans
Sales plan templates with audio coaching - nail your interview.


Next Page »