Top 10 Reasons to Use PHC Consulting for Recruiting Top Sales Talent!

(OK, this is a rerun from August 2008, but I still like it.)

10. We eat, sleep, drink and breathe healthcare/medical sales, marketing and support recruiting.

9. We are from Texas, which means we are friendly, helpful people.  Besides–there isn’t much to do here, so we just work, work, work. If your recruiter is in California or Florida, they could be distracted by the beach, etc.  Not a problem here!

8. Hiring is hard and stressful–we make it easy (and less stressful).

7. We know that you have other duties to perform, so we take as much of the work out of hiring as possible.  Our clients say our candidates are the most qualified, pre-screened of all of the candidates that they receive.

6. Life is too short to talk with another candidate who can’t remember the name of your company (or what your company does).

5. You don’t have time to schedule phone interviews–we do that for you and email you (and the candidate) a confirmation of your phone interview schedule.

4. You don’t have time to schedule your in-person interviews–we do that for you and email you (and the candidate) the schedule.

3. If you hire one more bad sales rep, you may be looking for a new job.  Our candidates are the most promoted, have the least turnover, and are top reps in our client companies!  Lessen your risk, call PHC Consulting.

2. You are tired of spelling out clinical terms to your recruiter when you call them with a job.  We already know your business, your competition and your client!

1. Our Christmas cards will be custom printed this year with a very cool concept (using medical terminology and colored fonts).  If you don’t do business with us, you won’t get one!

LinkedIn for Medical Sales and Sales Management: Ten Tips

#1 – Join LinkedIn (it’s free) and the information and contacts available there are amazing!

#2 – Fill out your profile.  Use your updated resume (because it should always be updated) to fill out the profile.  This will be your online resume, so make it look good.  What if you aren’t looking for a job?  Well, haven’t you ever wondered what it would feel like for someone to contact you and say something like: “I saw on your LinkedIn profile that you are experienced in x, y and z.  We need those types of skill sets…can we talk?”   This will happen if you fill out the LinkedIn profile correctly.  (If nothing else, it’s always helpful to know just how valuable you are in your own job.)

#3 – Upload your photo – It should be an attractive, professional, head-and-shoulders-shot of you in business attire. 

#4 – Join some groups – Look around.  It doesn’t have to be restricted to networking prospects…use this resource as a learning tool, too.

#5 – Connect to people you worked with in the past.  They’re trying to build their networks, too.  They’ll be glad you contacted them.

#6 – Recommend some of the people you worked with in the past who were excellent or somebody who did work for you in the past.  People would always rather take a chance on someone who was recommended than on someone they know nothing about.  You’re just making introductions.  Or, umm…networking.  Recommend your favorite medical sales recruiter as a resource (maybe I placed you, recruited for your company, gave you great advice in a custom consulting session, or just because you like my blog). 

#7 – Check your account once a week.  It won’t do you any good if you don’t know what’s going on.

#8 – Accept invites to connect by others. The connection will allow more people to see your profile and this is what personal branding is all about.

#9 – Access the Q & A — amazing resources there.  Ask a question.  You will be amazed at the response.  Or search for the answer that someone has already given.

#10 – Put your LinkedIn profile in your email signature.  It allows someone to know you in a much more significant way than ever before.

Good Luck.


Need help with your LinkedIn Profile: Click here.

Or if you haven’t gotten one call/interview in the last month, you may want to think about this:
Ninja Tricks for Jobseekers

Top 10 Ways to Get a Recruiter’s Attention

10.  Attend industry-specific conferences.  Better yet, speak at one.

9.  Write an article for industry newsletters.

8.  Write an article on your own blog, or as a guest on someone else’s.

7.  Use your network to get an introduction.

6.  Use online social networks like LinkedIn or Twitter.

5.  Do your part by passing on the names of others.  When it’s your turn, they’ll be more likely to help you.

4.  DO YOUR HOMEWORK on the industry and the companies involved.

3.  Prepare for a sales position:  do a ride-along, read sales books, and research the job market.

2.  Be a dream candidate:  Have a sharp resume, have some previous sales success, have the interview skills, and be willing to relocate.

1.  Post your resume with PHC Consulting.

Top 10 Twitter Tips for Medical and Laboratory Sales Reps (again)

Here’s one from January:

Shane Gibson is an internationally known trainer, coach, and motivational speaker in the area of sales performance, and is the author of Closing Bigger:  The Field Guide to Closing Bigger Deals.  His credentials are too many to list, so here’s the link to his bio.  His recent blog post (Ten Twitter Tips and Sales and Business Gurus) listed people he thinks it’s important to follow on Twitter (one of them is yours truly), and a really helpful set of tips for how to use Twitter.

Twitter is blogging in 140 characters or less.  You can follow and be followed, and find out what the rest of the world is doing.  It’s a way to network and a way to research.  If you’re not on it already, you’ve got to get with the program.  In the spirit of Shane’s article, I’ve decided to put up my own list of Top Ten Twitter Tips for Medical and Laboratory Sales Reps.  And pharmaceutical sales reps, clinical diagnostics sales reps, hospital equipment sales reps, surgical supplies sales reps, pathology sales reps, imaging sales reps, biotechnology sales reps, genetic research sales reps, medical device sales reps…..

1) Use your name, or a name that makes sense with your business.  Unless your twitter account isn’t a business tool for you…then you can do whatever you want.

2) Use to find the people that are like you or are in your space. So, I searched medical, laboratory, molecular, pcr, diagnostics, clinical laboratory, and others like these….
who should you search for??

3) Use to “monniter” the twitter world for 3 keywords to watch what people are saying… like I did with Twellow.

4) Follow anyone who looks like your clients, your suppliers, your vendors or your experts.  And, follow anyone who has something of interest to you….I follow a lot of internet marketing specialists – not related to me, but of interest and useful.

5) Don’t spend too much time on Twitter.  You can literally Twitter the day away.  I suggest a short time every day.  Like anything you do, make sure that the value that you receive is worth the time that you invest in it.

6) Ask questions on Twitter – someone on there knows the answer.  About everything.  No kidding.

7) Don’t forget to talk about your work.  That’s what we want to hear about….not really what you are having for dinner (unless it is really interesting).  We want to hear about the conferences you attend, the talks that you hear, the books that you read, the mentors that you love, the vendors that you hate, the articles and blogs that you could not live without, and we want to know what you do so that we can recommend others to you!

8) Be consistent – at least 10 posts a week or you aren’t a real Twit.

9) Learn the code.  The “at sign” (this guy: “ @ “).  Use it when you want to send a public message (called a “reply”) to a specific person.  If you sent “@salesrecruiter : testing Twitter” it would reach me AND it would show up in my “Replies” tab (near the top of your profile page…on the right.  Check here whenever you sign in to Twitter; it’s where people send replies or public messages specifically to you.  (Note: if you send a reply message, make sure that you don’t add punctuation right after the name.  “ @salesrecruiter “ will reach me.  “ @salesrecruiter: “ (note colon) would not.

10) Follow me @salesrecruiter


10 Funniest Interview Questions

10.  “Who would win a battle between a ninja and a pirate?”

9.  “How many golf balls can fit in a school bus?”

8.  “When is it OK to lie?” 

7.  “If someone threw a rubber band at you from another cubicle, how would you react?”

6.  “Four people need to cross a rickety rope bridge to get back to their camp at night. Unfortunately, they only have one flashlight and it only has enough light left for seventeen minutes. The bridge is too dangerous to cross without a flashlight, and it?s only strong enough to support two people at any given time. Each of the campers walks at a different speed. One can cross the bridge in 1 minute, another in 2 minutes, the third in 5 minutes, and the slow poke takes 10 minutes to cross. How do the campers make it across in 17 minutes??”

5.  “If you were a character from ‘Lost,’ which one would you be?”

4.  “If you were a cereal, what kind would you be?”

3.  “What would you do with 100 Christmas trees in July?”

2.  “How would you define sexual harassment?”  (see the next question)

1.  “What are you wearing?”

I pulled these from several articles:  “What’s the Worst Interview Question You’ve Ever Heard?”, “The Ten Worst Job Interview Questions Ever,” “Crazy Questions at a Google Job Interview,” and “4 Dumb Job Interview Questions.”  And you’ve got to go read the comments–hilarious.  But I know you must have some doozies.  What can you add?

Top 10 Medical Device Companies

According to the Boston Globe, here’s the list of the top 10 medical device companies according to revenue:

1 Thermo Fisher Scientific $9,746.4
2 Boston Scientific Corp. $8,357.0
3 PerkinElmer $1,787.3
4 Hologic $946.6
5 Inverness Medical Innovations $839.5
6 Haemonetics Corp. $494.6
7 Zoll Medical Corp. $335.9
8 Candela Corp. $149.2
9 Cynosure $124.3
10 Palomar Medical Technologies $122.9

Want to know who’s hiring?  Check out the medical device jobs available through PHC Consulting.

Don’t forget–LinkedIn is a valuable resource for you to keep tabs on these companies.  It’s the kind of information that can help you tailor a resume, contact a hiring manager, and control your own job search so you end up in a great job.

BONUS:  Sign up for this FREE webinar:  How to Land a Job in Medical Sales.  It’s an hour of straight talk from the medical sales recruiter on 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!

10 Worst Answers to Job Interview Questions

Found this at Hot Career/Interview Tips:

Let me start by saying that these might not be the ten worst answers to job interview questions of all time. They are, however, among the ten worst responses that I have ever heard. That’s right – these are all true.

Some of these responses I heard from students in career development classes and others actually came from people who were interviewing with me for real jobs. Hopefully you won’t recognize yourself in any of these examples.

1. What interests you in this job?
Answer: I don’t know. I couldn’t possibly afford to work here for the amount of money you are paying.

2. How would you respond if a student asked you XYZ?
Answer: You’ve got to be kidding. No one would ever ask me anything that stupid.

3. Why are you interested in working in sales? (Note: It was a sales job.)
Answer: Oh, I’m not. I hate sales. I would never work in sales.

4. Are the hours of this job convenient for you?
Answer: Oh yes. I’ll just get my boyfriend to drop the kids off here when he picks them up after school.

5. Why did you leave your last job?
Answer: Everybody there hated me. They accused me of stealing and I got sick of it so I walked out and never went back.

6. How would your last boss describe you?
Answer: Lazy

7. Where do you see yourself in five years?
Answer: I don’t understand the question.

8. What did you like best about your last job?
Answer: It sure wasn’t my boss. I hated her. I don’t know who she thought she was, firing me.

9. How would you handle an irate customer?
Answer: Come get you to deal with it. Stuff like that isn’t my job.

10. What’s the most important thing to you in a job:
Answer: Plenty of sick time. I’ve got three kids who are always sick and nobody to help me.

While this list may make you chuckle, the point here is that people actually chose to answer job interview questions in this manner. It really isn’t funny when people don’t know better than to talk themselves out of even being considered for jobs they might otherwise be qualified for.

The people who were my students just kept answering the same questions over again until they came up with acceptable responses. The other ones? I hope that at some point they figured out better ways to respond in job interview situations


Courtesy Mary Gormandy


Just a little something to brighten up your Monday…

Top 10 Books for Medical and Health Care Sales Reps

sales training books, medical sales recruiter, laboratory, hiring, jobs

sales training books, medical sales recruiter, laboratory, hiring, jobs

All medical sales reps should keep up with their reading, even in specialized fields like laboratory sales, biotechnology sales, medical device sales, hospital equipment sales, imaging sales, pathology sales, pharmaceutical sales, or clinical diagnostics sales.  (Hint for medical sales beginners:  maybe you can even list a few of these on your resume…IF you can talk about them well.)  Keep your selling skills sharp by starting with this list:

10.  Secrets of Closing the Sale by Zig Ziglar – Zig’s advice is classic, and you get some humor with your motivation.  Always a good thing.

9.  The Little Red Book of Selling by Jeffrey Gitomer – short, sweet, and to the point

8.  Reading People:  How to Understand People and Predict Their Behavior–Anytime, Anyplace by Jo Ellen Dimitrius and Mark C. Mazzarella

7.  The 4-Hour Workweek by Timothy Ferris

6.  Selling to Vito by Anthony Parinello

5.  The New Successful Large Account Management:  Maintaining and Growing Your Most Important Assets–Your Customers by Robert B. Miller, Stephen E. Heiman, and Tad Tuleja

4.  The Tipping Point:  How Little Things Make a Big Difference by Malcolm Gladwell

3.  The New Strategic Selling:  The Unique Sales System Proven Successful by the World’s Best Companies by Stephen E. Haimen and Diane E. Sanchez

2.  SPIN Selling by Neil Rackham


Hey–I realize there are only 9 here.  I thought you could add your favorite book on selling in the comments…

Top 10 US Clinical Laboratories

The Clinical Laboratory is responsible for the tests/assays performed on specimens (blood, serum, urine, tissue, etc.) that give the physician the true picture of the patient’s status. They are the unsung heros of healthcare.

I looked for a top 10 list and could not find one (without an outlay of cash). So I asked several of my clients – these are their answers. If you know more, please leave it in the comments and I will add it to the article.

Sales positions within the clinical laboratories can be very lucrative and fast moving. The more prominent labs are going to have commission plans that reflect their market share (what does this mean? you can make more $$ working for an up and coming laboratory that is hungry for the growth). The typical day for these reps is usually spent calling on the physicians or hospital contacts (Finance is heavily involved in the decision of who to send tests to because the $$ are so big).  The goal is to have them send all of their tests to your laboratory for testing.

My list is sorted by business/revenue:

1. Quest – Ameripath

2. LabCorp

3. BioReference

4. Caris Diagnostics


6. CPL


8. ?

9. ?

10. ?

Can you help me? Is my list wrong? or right? Who are the others?

Top 10 Job Interview Gaffes

All job candidates worry about their performance in medical sales interviews, but here’s a few interview mistakes guaranteed to make you feel better about your chances. 

– Candidate answered cell phone and asked the interviewer to leave her own office because it was a “private” conversation.

– Candidate told the interviewer he wouldn’t be able to stay with the job long because he thought he might get an inheritance if his uncle died — and his uncle wasn’t “looking too good.”

– Candidate asked the interviewer for a ride home after the interview.

– Candidate smelled his armpits on the way to the interview room.

– Candidate said she could not provide a writing sample because all of her writing had been for the CIA and it was “classified.”

– Candidate told the interviewer he was fired for beating up his last boss.

– When an applicant was offered food before the interview, he declined saying he didn’t want to line his stomach with grease before going out drinking.

– A candidate for an accounting position said she was a “people person” not a “numbers person.”

– Candidate flushed the toilet while talking to interviewer during phone interview.

– Candidate took out a hair brush and brushed her hair.

And you’re worried about wearing the right suit…..

Seriously, though–you should be.  This same article cites a survey from hiring managers who say that the biggest mistake you can make in an interview is not dressing appropriately.  Also on the list:  talking negatively about your employer, acting disinterested, appearing arrogant, not providing specific answers, and not asking good questions.   I personally would add TMI (Too Much Information) on your social networks.   Click here to learn how to improve your interview skills.

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