And you thought our job market was bad…….

October 30, 2008 · Posted in HealthCare Sales, Medical Sales Recruiting · Comments Off on And you thought our job market was bad……. 

Legend has it that famed Antarctic explorer Sir Ernest Shackleton placed the following ad in a London newspaper prior to one of his unsuccessful expeditions to find the South Pole:


As the story goes Shackelton was overwhelmed with applicants.

Makes our job descriptions for medical sales seem pretty cushy, huh?


Job Interview Tip: It’s a Conversation

There are so many dos and don’ts to remember when interviewing for a job in medical sales, pharmaceutical sales, laboratory sales, clinical diagnostics sales, DNA products sales, surgical supplies sales, or biotechnology sales that it can play havoc with your confidence.  One way to lessen your nerves when navigating the job interview process is to think of it less as a test, and more as a conversation.  They’re finding out about you…you’re finding out about them.  Easier said than done, I know, but worth it.  So ask questions.  For example, if you’re asked about your process or reasoning, it’s perfectly acceptable for you to ask, “How do you do it in your organization?”  Any information you can gather about the company as you go will (1) help you tailor your answers as you go, and (2) will guide your own decision-making process.  Treating your job interview like a conversation and an information-gathering mission for yourself will relax you, increase your confidence, and present you as a better candidate. 

Have any of you tried this?  Has it helped?

Job Search Tip: What can a recruiter do for you?

Since I’ve discussed with you before how to work with recruiter and the best ways for you to attract the attention of a recruiter, I thought I’d add one more thing, just so we’re all on the same page…for you to understand the role a recruiter plays in your job search, you need to understand that I work for the client company, not for you.  That doesn’t mean working with a medical sales recruiter isn’t an asset for you in your search for a medical sales job, such as a biotech sales job, clinical diagnostics sales job, pharmaceutical sales job, laboratory sales job, hospital equipment sales job, medical device sales job, cellular/molecular products sales job, or any healthcare sales job…it definitely is.  BUT, my job is not to find you a job, it’s to find qualified candidates for my client companies (who won’t advertise those jobs elsewhere).  If you have put yourself where I can find you, if you are qualified for the job I have open, and if you are honest with me so that I get no embarrassing surprises later,  I will be an advocate for you in the hiring process.  Any questions?

How to Work a Tradeshow

I had a candidate call me and ask for advice on how to work a tradeshow.  He’s looking for a job, and exploring many avenues.  He’s already ahead of the game by having a plan, but here’s my advice:

Before the show:

Send out an e-mail to all of your contacts, letting them know what’s going on, that you’ll be at the tradeshow, and that you’re looking for contacts and opportunities.  Be specific in what you’re looking for…a sales/marketing/management job in medical sales, laboratory sales, pharmaceutical sales, clinical diagnostics, hospital equipment sales, medical supplies sales, medical device sales, imaging sales, pathology sales, biotechnology sales, cellular or molecular products sales, DNA research sales, etc.

Use your online social networks(LinkedIn, Facebook, Twitter).  Let people know that you’ll be there, and be willing to help other people out too, by passing on information to help them.

Set goals. Set a specific number for resumes to send out, a certain number of meaningful conversations to have, and plan to reconnect with ___ people.  Use your network.

At the show, make your time count:

Dress the part.  Dress for the job you want, and have the manners and social skills to go with it.

Go early, stay late. This is your focus for today.  Don’t need to be somewhere else.

Ask for help. Walk up to the exhibit of a company you’re interested in and ask what their role in the company is.  If they are unwilling or unable to help you, ask who you should talk to if you’re looking for an opportunity.

When you do meet the decision-maker, introduce yourself, don’t interrupt, and be clear.  Use your “elevator pitch”.  “My name is _______________, and I find myself in the uncomfortable position of being out of a job, and I am looking for an opportunity as an XYZ, and I think your company, ABC, could really utilize my skill set.”  Short and sweet.  Remember…you’re putting him on the spot, and he has things to do.  If he asks for your resume, have it ready.  Wait to see if he follows up.  Ask for business cards.  Follow up with e-mails that include your resume and a CLEAR message:  “I am looking for __________.  If you are interested, please call me.  If you’re not, do you know anyone who is?  Feel free to forward my information to them.  Or, give me the contact information and I will take care of that.”

Don’t be afraid to follow up more than once.  That second or third follow up can be the one that gets you the job.  Be patient but persistent.

Watch the video for more information, and let me know what you think. 

Good luck.

Interview Questions for Employers

October 23, 2008 · Posted in Interview Coach, Medical Sales Recruiting · 1 Comment 
I am pleased to present this article from Alan Murray, webmaster of, where Alan provides a lot of great interview advice.
Interview Questions for Employers
If you are tasked to conduct a job interview for your company, one of the most important things that you should always keep in mind is the fact that the main purpose of the interview is to get to know the candidate better. You are there to ask and listen, not to talk. To be specific, eighty percent of the entire interview process should be spent on listening to your candidate. Only twenty percent will provide you with a chance to talk- and that talking should be comprised of questions. To make sure than you can make the most out of your little talk, below are the major kinds of questions that you ought to ask:
Conflict analysis
Provide questions that will determine if the candidate is capable of handling conflict, time demands, constraints, and criticism. You can opt to ask about the candidate’s experiences with a hostile client or colleague. You can also ask about their alternative plan of action once they are faced with unforeseen hindrances in achieving their goals.
Analytical problem solving
Ask questions that will help you determine if the candidate is capable of following a logical and systematic approach in solving a problem. You can ask the candidate to narrate a specific incident where he applied logic and good judgment in addressing a certain problem that he had in the past.
Decision assessment
Include questions that will help you gauge if the candidate can make sound decisions quickly and rationally. Provide a specific situation that is mired with tension and pressure, then ask the candidate regarding the decisions that he will make along with the reasons that he have.
Work commitment
These questions will give you an idea about the persistence and dedication of the candidate with regards to the job that he aspires. You can ask about the various factors that motivate and encourage the candidate. You can also ask about a particular situation when he was required to go beyond his normal duties in order to accomplish a certain task that was essential for his job.

Job Interview Tip: Turn off your cell phone!

Cell phones are an incredible convenience for all of us, but also a major source of irritation when people don’t remember their manners while using them in public places.  One of the biggest blunders you can make?  Answering your phone while in a job interview!!  Seems obvious, I know, but believe me, it happens.  If you answer your cell while in an interview for medical sales, pharmaceutical sales, laboratory sales, clinical diagnostics sales, medical supplies sales, pathology sales, imaging sales, hospital equipment sales, medical device sales, biotechnology sales, or cellular/molecular products sales, you can kiss that job goodbye. 

If you need it, here are some more do’s and don’ts.

Peggy is on TV –….

October 21, 2008 · Posted in Medical Sales Recruiting · Comments Off on Peggy is on TV –…. 

Check out my interview for

Technology sheet – use in job interview to get that medical sales job!!

Sometimes candidates with degrees in the sciences find that they have a lot more information that the employer might want to know about them that just won’t fit in the traditional resume format.  To combat that issue and give yourself an interview edge, consider building a “Technology Sheet” – this is a one-page, column-formated accounting of all of the technologies that you are familiar with…some candidates actually rate their expertise with each (1 to 10).  Do you think that this would be useful for you?

It not always necessary to have some background in the sciences to get a job in medical sales, laboratory sales, medical supplies sales, hospital equipment sales, clinical diagnostics sales, pharmaceutical sales, imaging sales, pathology sales, cellular and molecular sales, and biotechnology sales.  But if you’ve got it, it helps.

Joe Plumber – the “unconventional candidate” – should he be the Prez?

October 16, 2008 · Posted in Medical Sales Recruiting · Comments Off on Joe Plumber – the “unconventional candidate” – should he be the Prez? 

Three candidates go in for a job interview…

One is truly very qualified and should be a lock. However, his mannerisms in the interview and his inability to connect with the interviewer, are going to hurt his chances of getting the job (the yes vote).

One candidate is not so qualified, but is very charismatic, articulate, aware of how words, positions, and other physical attributes will affect those interviewing him. He has identified a problem that the interviewers need solved and promises to make change that will benefit those that are feeling the “pain”. How? Not sure on that – few details to work out. So he is strong in the communication skills but did not prepare adequately. Why does he have details to iron out? Is it because communicating more than “I can make it better by taxing those that have more and giving it to the poor” would be detrimental to his goal. I think he may be looks good, less filling.
The last candidate is the “unconventional candidate” – maybe somewhat underqualified but in the short interview period he was able to help pare it all down to what really matters.

Should Joe really run for president? Probably not. I heard that they were thinking of Joe Six Pack running in 2012 with Joe Plumber. Less than 2 months and we won’t have to talk about elections all the time.

What are the lessons? Having less but putting it in a better format may get you farther! —

Presence, presentation, handshakes, eye contact, physical mannerisms can skew interview results. If you are a hiring manager, make the candidate answer the tough questions (that would definitely put one candidate out of this interview process) and look for inconsistencies. If you are a candidate, don’t be outgunned by a lesser candidate who puts together a better “package”. Joe – you just keep doing what you are doing!

Madonna and/or Cybil – Where do you get your political acumen?

October 14, 2008 · Posted in Medical Sales Recruiting · Comments Off on Madonna and/or Cybil – Where do you get your political acumen? 

I am appalled at the lack of support women show for one another. Look at Sarah Palin and the disgusting, negative, and disrespectful conversations that are centered on her. Why? We have had candidates that were less qualified (and I can name those without touching BHO). We have seen candidates with more of a bent to the rifle carrying, kid having, country sounding…..but never the negativity and plain hatred that you see being shoveled at Palin. Why she should want this post, I have no idea. Madonna, Cybil and every other influential woman that has attacked her (on personal grounds, not political decisions) should be ashamed of themselves. And those of you who worried over her ability to do the job (and take care of her family) go home and tell your female children that should they ever aspire to do more or be more, be prepared. Women are b**y. I can say it, I am a woman. Hillary – you should say something about this. That would show leadership and then you would be slotted for 2012. Google Sarah Palin and you will find that someone has put a nude drawing of her in a restaurant and Hustler is working on a porno named for her. How nice.

I want to see Obama’s nude drawing, and where is Obama’s Mama – the new video that explain he and his wife’s real relationship. Maybe we could have Reverend Wright and his anti-american choir chime in….

Am I the only person that finds this offensive? What gives?

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