Getting Started in Medical Sales
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I am in the midst of trying to change professions and get into the medical device sales arena. I am currently a District Sales Manager for a CPG company. I have had a successful phone interview and face to face interview to date. I am now preparing for a final interview with the distributor.
As a person not coming from a medical background, I would like to show this person that I am committed to learning as much as I can as quickly as I can. I have been scouring the internet and textbooks learning the anatomy and the knee and shoulder areas; learning about the athroscopic procedures I will be selling for; and even finding and watching videos of the procedures.
I will present this education I've undertaken during the interview, but I also would like to learn as much as possible about Territory Management and possible ways of showing him that I have already thought about how I am going to attack the territory and prioritize accounts. My internet search has been much more difficult on this subject. Is there anyone out there that could provide some assistance? Any help will be greatly appreciated. Thanks.
I guess YOUR response doesn't count (unless it's "essentially worthless" too?) Strange reaction, just back from vacation myself, but this site is usually my first stop for what's going on out there.
Territory management is equally an art and a science, but the best way to prepare, or show someone else you are up to the task, is to demonstrate a good set of organizational skills, and perhaps ask how the manufacturer(s) go about qualifying leads from trade shows, whether this is a virgin or mature territory, what kind of contact manager or database they use, etc. There are lots of other items, but many will be specific to the types of devices, medical specialties, consumables vs disposables vs capital or durable equipment, etc. I agree with bob that they have to like you, but it seems that you are on the right track just by asking the questions you're asking.
Dave--Good luck with the interview. Keep doing your homework, there is no substitute for it. I agree with ortho man, organizational skills are the key. Know the hospitals in your territory, know the surgeons and what products (competition) they are using. Identify the major players. This woud include any key opinion leaders (teaching hospitals), the high volume surgeons etc. Prioritize then go after them. Remember 80% of your business will come from 20% of your customers (surgeons).
Not cynical at all, just wish more would contribute on a timely basis.
ortho surgery tends to be a very predictable business, so that might make your job a little easier than with some other specialties. i bet the dist already has a pretty good handle on which accounts are easy, tough, and up for grabs.
I'm just curious why you say ortho surgery tends to be a very predictable business. Could you just elaborate or give me an example of what you mean. Thanks.
When you say identify those practices that will be easy to crack, tough, or up for grabs; this can greatly depend on the relationships the current ortho rep has with the doctors in the practice. I am sure you will agree with that statement.
We are on exactly the same page. The relationships are critical, and that is precisely what I meant. I believe this confers a degree of predictability upon the whole business, and I would try to set my sights initially on where those relationships are weakest.
Great minds think alike, it seems.
I can't agree with you more. Total joints, spine, trauma, etc. etc. It all boils down to relationships.