Getting Started in Medical Sales
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Thanks for any help or advice!
First of all, I think it would be in your best interest to decide if you want to be in the pharmaceutical business or the medical device/equipment business. There is a separation of these two fields in the minds of most people. I remember 12 years ago I made the mistake of saying I wanted to be in the pharmaceutical business when I was interviewing with a medical device company. The manager made it clear he did not want a person who wanted to be in the pharma business. Needless to say, I did not get the job.
What is the difference? In general medical device/equipment is a commission driven business while the pharma business is more salary oriented with some type of incentives. Depending on where you are at, the medical device industry has higher earning potential while the pharma business is perceived as having a ceiling on earnings.
Secondly, the pharma biz is associated with sitting in the doctor's office with three other pharma reps to get your thirty second detail in when the doc walks by and then having him sign your sample sheet or on the other hand you may bring in lunch to several docs a week. I am sure there is probing and closing on this side of the business but it seems you may never know if you truly close the business because the next guy in the office may have the exact type drug as you and better pens or notepads. Besides, you don't pick up a P.O.; you have to wait for some report that shows what zip codes your product was ordered from.
The medical device/equipment business is considered more of a hunter business with a more definite sales process of probing for and developing needs and closing the business now. Generally, in my business, capital equipment, if I don't get the P.O. when they order, I can't come back next week and try again because it will be several years until they need another piece of equipment barring any expansions or new opportunities that may arise.
I am speaking in generalities realizing you cannot lump all pharmaceutical jobs into a stereotype nor could you do the same with all capital equipment or medical device positions. There are differences and each job takes a different person to fill it. That is why my opinion is to choose which way you want to go and start sending resumes to the appropriate companies.
Very well put. You could not have stated the differences any better.
John in Tennessee
if you would like to learn about an opportunity to work as an independent agent calling on primary care physicians in the St. Louis area, please call Mr. Ethan Demitchell at 1-888-NOW LEAP and tell him I referred you.
I need to add a new rep in St. Louis and we have some unique "physician support" for an agent in that area as one of our top accounts (a prominent local GI doc) will work with the local rep at recruiting new physician accounts. He is very satisfied user of our programs who became so enamored he is now on our Chief Medical Advisor and is eager to work with an agent in the area.
Migrating from staffing to point-of-care DM services and programs sales would not be a "large LEAP".
I am in Oklahoma City. Cathy might be able to help you in Mizzou.