Medical Sales Job Interviews: When It’s OK to Leave Your Brag Book
Brag books are an important part of your job interview documents, especially for candidates in medical or health care sales. They are fantastic vehicles to highlight your achievements in sales rankings, sales volume, percentage improvements based on customers or territory, and other numerical evidence that you know how to ring the cash register.
Recently, a candidate asked me if it’s OK to give your potential employer a copy of your brag book. Her feeling was that it would be a good reminder/reference for the hiring manager later on in the decision-making process.
That’s smart thinking.
But the decision to leave your brag book with your interviewer should depend on the circumstances. If you’re leaving your interview and you haven’t had a chance to go over your brag book with the hiring manager, then you shouldn’t leave it. If he wasn’t interested in seeing it in the interview, he won’t look at it later, and you’ve wasted your efforts (and a lot of paper). (See this video on what to do with your brag book for more information.)
In this candidate’s case, she had a great interview with a hiring manager who was very impressed with her accomplishments highlighted in her brag book. So leaving him a reminder was a good decision.
If you think, based on your experience in the interview, that it’s a good decision to leave the brag book and that it will add value to you as a candidate, then you should. Many don’t give it to them due to the cost of reproduction and some concerns for confidentiality, but I don’t think that confidentiality is really an issue. Over the years I have had many candidates send me their brag books and I can tell you that I remember them more for it.
Job Interview Strategy: What to Do With Your Brag Book
Because brag books (or 30/60/90-day plans, for that matter) are a relatively uncommon item to bring to interviews, some hiring managers aren’t prepared to work them in to the process. And because you might not be completely comfortable with using them (combined with the fact that job interviews rattle your nerves), you might not be as assertive as you need to be in incorporating them into your interview.
So what happens is that you might be asked to just leave your brag book or 90-day plan with your interviewer so that he can read it later – but DON’T. Watch this video to see how to gracefully and effectively handle that situation:
The Secret to Standing Out In Your Medical Sales Job Search – Part III
Welcome to part 3 of my 6-part series on how to stand out in your medical sales job search. Medical sales has always been a competitive sales arena, but it’s even more so these days with an influx of candidates from harder-hit areas of sales. So, you really have to bring your game to stand out when competing for jobs in health care sales, laboratory sales, medical device sales, pharmaceutical sales, surgical sales, and more, which led to this series. I started off with Tip #1, Rethink Your Job Search, and Tip #2, Using Social Media Effectively. Today, we’re at Tip #3:
Learn to Use Interview Tools That Impress Hiring Managers
The single most important interview tool you can use is the 30/60/90-Day Plan. It’s an outline for the specific tasks you’ll perform in the first 30 days, the first 60 days, and the first 90 days on the job. Those are usually focused on training, getting to know your customers and market, and penetrating new territory and gaining new business. The more detailed you can be by doing things like naming the training you’ll need or knowing the names of their top accounts and competition, the better.
Having a written plan like this for how you’ll attack the job in the first 90 days is guaranteed to make a powerful impression on the hiring manager. It shows that you understand the job (or you never would have been able to create the plan), that you want the job (it takes some effort to put one together and requires significant research), and that you can do the job (you know what it’s going to take to be successful). It’s especially useful for when you’re new to the business and have no experience because it helps the hiring manager “see” you in the job.
Another effective tool is the brag book. While a 30/60/90-day plan is a forward look at what you can do for your employer, a brag book is a historical look at what you’ve been able to accomplish in your career. Organized into a binder, it would include things like project summaries, brochures you’ve created, any complimentary letters from customers or rewards letters from supervisors, performance statistics, reference letters, or similar things. One candidate of mine created a massive brag book and then highlighted several things to point out to the interviewer. It was a good move for her and contributed to her getting the offer. But any past “evidence” of what you’ve done contributes to the hiring manager’s comfort level in hiring you.
These tools go beyond the expected resume and interview preparation that are the basics for all candidates–which is exactly why they’re impressive. The fact that you are willing to put this kind of effort into the job before you even get the offer says volumes about your dedication, your work ethic, and the likelihood of your success. It takes the risk out of the hiring decision for the manager and makes you seem like a safe bet and a desirable component of the team.
4 Impressive Job Interview Techniques to Get the Offer!
There are 4 job interview techniques that I talk about all the time (and encourage my candidates to use in their medical sales job interviews):
- Compile a brag book
- Have great references
- Prepare well for the interview (research/do your homework)
- Create a 30-60-90-day plan
This video will show you how some of my candidates have taken this advice and run with it…these are real-world examples of how candidates used these techniques in their job interviews and got fantastic job offers as a result. You’ve got to see it…these were some truly great ideas, and I know they will help you.
Brag Book Contest: Show it off, medical sales reps!
Who has the best brag book for medical sales?
I always recommend to my candidates that they create a brag book as a routine part of their interview preparation for medical sales interviews, so I see a lot of them. I have to say, I am amazed at the quality of information, the level of organization and the selling message that some of you have put together in your brag books.
I want you to have the opportunity to show off!
Please send your brag book to me at:
Peggy McKee
PO Box 1578
Celina, Tx 75009
I will send you a personal thank you gift for taking the time and effort to share it with us. I have to receive your book by November 22, 2009.
On November 23, 2009, I will choose the best book based on quality content, layout/presentation, clarity of purpose, appeal, selling message and over-the-top factors. The winner gets his or her choice of products from http://www.career-confidential.com/ (up to a $197 value).
Fine Print: All submissions become the property of PHC Consulting and will not be returned. I will let the winner decide if they want me to publicly share their name or brag book.
I look forward to seeing your best work!
Career Coach does CPR on Job Seeker’s Search! Listen to the job seeker here:
Jennifer M. tells all about how a career coach (that would be me) made her dream job come true (even in this economy)!
I worked with Jennifer mid July. We fixed her resume, worked on her social media skills, helped her target hiring managers (and gave her the secret of what to ask for when she contacted them), and smoothed out her rough interviewing edges (don’t say “I hope”, “I believe” or “Hopefully”, or other negative statements). And within 6 weeks, she called me to say that she had landed the job of her dreams.
Here is her version of the story:
If you want someone in your corner that really has the inside scoop, go check out my custom career coaching page.
Life is short and you will only get one run through it (as far as I know), so why would you wait to grab your dream job?
6 Creative Ways to Stand Out in the Job Search!
SWOT Analysis: One creative way to stand out in your job search!
Can’t get an interview?
Can’t get past the first interview?
Are you demonstrating the levels of commitment, drive, tenacity, skills and organization employers want?
Here are 6 tried and true ways to separate you from other candidates and be the candidate everyone wants to hire:
1. Preparation = SWOT Analysis:
SWOT is a strategic planning tool. It stands for Strengths (attributes helpful to achieving the objective), Weaknesses (attributes harmful to achieving the objective), Opportunities (external conditions that will be helpful to achieving the objective), and Threats (external obstacles or conditions that will harm the process). Look at the picture–it helps. Doing a SWOT analysis on the company demonstrates your drive, commitment, and skills, along with helping you create a better 30/60/90-day plan. Click here for advice on how to do one and avoid mistakes.
2. 30/60/90-Day Plan :
A 30-60-90-day plan is a short, 1-3 page outline for what you will do when you start the job. Essentially, you spell out for your future employer, in as little or as much detail as necessary, how you will spend your time–in training, learning company systems, introducing yourself to customers, and your initial plan to build sales. It demonstrates exactly how you’ll be an asset. A 30/60/90-day plan is an almost-guaranteed way to impress any hiring manager or hiring team.
Check out this audio that will tell you exactly how to present your 30/60/90-day plan to the hiring manager.
If you absolutely can’t get an interview, you could try e-mailing your 30/60/90-day plan to the sales manager. It’s an attention-getter, and it could be the key to get you in the door.
3. Video or Audio Communication -:
Send the interviewer an audio or video clip of yourself. Keep it short and sweet, and make sure you’ve checked lighting, background, and sound quality. One idea: Structure it like an elevator pitch–what can you do for the company and why can you do it?
4. Brag Book :
A brag book is a folder/ binder that you can use during your interview process to clarify your skill sets. It can include letters of recommendation, “attaboy” notes (or any notes commenting on what a good job you’ve done), staff ranking, annual reviews (if you include some, include them all), rewards letters, your resume, types of equipment you’ve used or marketed, certifications or other educational courses, any financial or PowerPoint presentations, copies of articles you’ve written, brochures you’ve helped develop, and a college transcript (though ONLY if you’re just getting out). Here’s a link to a video that explains more.
5. References :
It’s critical that you have winning references. Some people believe that references never get called, but they do. You should know how to choose a good reference, and know with stake-your-job-on-it certainty what they will say about you. You can (and should) even coach them beforehand, to help them tailor their answers to the job.
6. Follow-up/Thank You Notes :
Don’t underestimate how important thank you letters are in the job interview process. Everybody “knows” they’re critical, but unbelievably, not everyone writes them. Thank you letters accomplish several things:
- They get your name in front of the hiring manager one more time.
- They are your last chance to package yourself as the best, most qualified person for the job.
- They are polite, and manners count.
- They can be an example of your ability to take in information (the interview) and process and provide feedback or new ideas about whatever the problem was. For example: “I thought about your concerns about how to handle xyz delivery issues, when I was a product manager at ABC corporation, we used………”
(See what I mean?)
Handwritten thank-yous are nice, but e-mail thank yous are fast. Sometimes, hiring decisions are made quickly, so a timely note can be critical.
I know these things will help you become an outstanding candidate!
If you need more personalized help, please see my custom consulting page. If you’re really having trouble, a fresh pair of expert eyes can point out issues or problems that are keeping you from getting the job you want.
Podcast: Brag Books Are a Unique Way to Sell Your Skills
Do you have a very important interview? Make sure you have a brag book. Brag books can be an absolutely critical way to tip the scales in your favor in an interview. Not only do they highlight all your wonderful qualities, they allow you to demonstrate those intangible skills that make a great impression. In this economy, you’re going to need all the help you can get for just about any job in medical sales, laboratory sales, medical device sales, imaging sales, biotech sales, or especially pharmaceutical sales. So, BREAK THE GLASS! You can listen to this podcast over and over.
What do you get for your $17?
- What a brag book is
- Why it definitely helps you shine in the interview and stand out over other candidates
- How to make one–with specific examples, in great detail
- When to introduce it in the interview–what to say, and how to say it, even if you’re not directly asked to show it
How important is your job interview? BREAK THE GLASS!
PODCASTS
Polish Up Your Brag Book
Once you purchase the podcast, a link to it will be sent to your email.
See you at the top.
Peggy
PHC Consulting’s You Tube Channel: job candidate’s survival guide!
In my constant quest to get the word out about PHC Consulting’s top-of-the-line recruiting and employment opportunities in all areas of medical sales, I started a blog. And the blog was good. I have covered information relevant to all aspects of job searching, interviewing, networking, and sales training for pharmaceutical sales, laboratory sales, clinical diagnostics sales, cellular/molecular products sales, medical equipment and supplies sales. That kind of information has been popular, and it has increased traffic to my site from about 50 hits a week to about 500 a day. And then I found YouTube. I started encapsulating my nuggets of wisdom into a video format and posted them, and have had over 11,000 views on my channel in the last 4 months. Needless to say, I am thrilled with the response.
Here’s a summary of what’s currently available:
1) Intro to PHC Consulting: Explains who we are and what we do.
2) Seven Resume Tips for Getting Hired: Use bullet points, objectives (not cover letters), keep it brief, and learn to use keywords.
3) 30/60/90-Day Plans for Job Interviews: Our most popular post. How to lay out a plan for your first 90 days that will wow your interviewer.
4) Discussing Money (salary negotiations): When to bring it up, and what to say when you’re asked about it.
5) How to Ace Panel Interviews: How to gather business cards, how to deal with the group as a whole as well as how to deal with individuals. Don’t forget the thank you letters.
6) Capital Equipment Sales vs. Consumable Sales–Get Hired!: Explains the difference, including the customer psychology behind the decision.
7) Tip for How to Get a Medical Sales Job: Think about job shadowing someone in the field. Knowledge is power.
8) How to Ace the Behavioral Interview: Explains what they are, and how to deal with them–have stories/examples ready, and be able to quantify your results as much as possible.
9) Interview Tips for Hiring Top Sales Reps: Includes ideas such as, use a results-based decision-making process, watch the “tells,” use an assessment tool.
10) Interview Tips: Closing in the Interview for a Job Offer: How to uncover objections and answer them, and how to read “buying signals” that indicate success.
11) The Clinical Laboratory Explained: a PowerPoint tutorial for anyone interested in sales, sales management, marketing, or technical service/support in clinical diagnostics or laboratory products. The Quick Start Guide explains the different areas of medical/research laboratory work (Histology, Phlebotomy, Hematology, Microbiology/Bacteriology, Chemistry, Blood Bank, and Molecular) and how the tests (different assays that are used to determine if disease is present, whether it is responding to medication and even, what medications will be most effective) and products (the analyzers, the reagents, and the other tangible items that are used to provide the end result to the attending physician) available fit within those areas. Very in-depth.
12) Networking for the Medical Sales Job–Career Tips: How to compile and maintain a pool of resources.
13) What is a Brag Book for Job Interviews?: Specific ideas for what to include in a brag book, and why it’s important.
14) How to Use a Brag Book to Get the Job: What to put in it, when to show it, and how to present it.
Are there any other topics you’d like the medical sales recruiter to address?
Job Interview Skills Tip: How to Use Your Brag Book
Brag books can be very persuasive in an interview process (if you use them right). The fact that you’ve taken the time to put one together is an attention-getter, and the things you highlight in it are the ”proof” that you are someone they want to hire, but how you present it is another way to showcase the skills that will make you successful in medical sales, clinical diagnostics sales, laboratory sales, DNA/cellular/molecular products sales, pharmaceutical sales, imaging sales, medical supplies sales, or hospital equipment sales.
Present your brag book like you would a product brochure. (You’re selling yourself and your skills, after all.) Have it segmented and easy for you to find information, so that you can deliver it in a controlled, confident, organized manner.
Hiring managers will look at how you use your brag book. That’s their indication for how you’ll use product brochures, PowerPoint presentations, or other media with your future customers. Lots of sales reps don’t use these kinds of tools well, so if you can, you’ll stand out.
It’s up to you do determine when the time is right in your interview for your brag book. Your cue might be when you hear “Tell me a little more about yourself,” for instance. Your book should include things like sales rankings, presentations you’ve put together, projects, awards, things like that. (See the video for more ideas.)
You need to take control of the interview, so that the manager can see how you’ll take control of the sales process.
If you don’t get to show all the sections of your brag book, or worse, don’t get to show it at all, that’s a great big clue for you that the interview didn’t go well.
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Ace Your Sales Interview If you are a sales professional, or want to become one, looking for a new job, you will face one of the toughest interview processes of any job seeker.
Now you can ace your interview with the 30 60 90 Day Sales Plan template with audio coaching. This simple tool will help you knock the socks off your interviewer and bury your competition. Over 30 minutes of concentrated instruction that jobseekers can use to get multiple offers from their next interview process.
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