You’re in medical sales and you want to negotiate a better salary. What’s the best way to do it?

1 Know your worth

Before you ask for a raise, you need to do some research and analysis. How much are other medical sales professionals in your role, industry, and location earning? What are the market trends and demands for your specialty and products? How do you compare to your peers and competitors in terms of skills, experience, and achievements? You can use online tools, industry reports, and networking to gather this information. You should also review your performance reviews, sales records, and feedback from customers and colleagues to highlight your value and impact.

2 Set your goals

Once you have a clear idea of your worth, you need to decide what you want to achieve from the negotiation. How much of a raise are you looking for? What is the minimum amount you would accept? What are some alternative or additional benefits you would consider, such as bonuses, commissions, stock options, training, or flexible hours? You should also think about your long-term career goals and how the negotiation can help you advance them. You should have a realistic and reasonable range of expectations, based on your research and analysis.

3 Choose your timing

Timing is crucial in any negotiation, especially in medical sales. You want to approach your manager or employer when they are most likely to be receptive and appreciative of your request. Some of the best times to negotiate are when you have just closed a big deal, exceeded your quota, received a positive review, or demonstrated your leadership or innovation. You should also avoid times when the company or the industry is facing challenges, such as budget cuts, layoffs, or crises.

4 Prepare your pitch

You need to craft a persuasive and professional pitch that showcases your achievements, skills, and potential. You should focus on how you have contributed to the company’s goals, solved problems, created opportunities, and added value. You should also emphasize how you plan to continue and improve your performance, grow your skills, and support your team and customers. You should use specific examples, numbers, and testimonials to back up your claims. You should also anticipate and address any possible objections or questions that your manager or employer may have.

5 Negotiate with confidence

When you are ready to start the negotiation, you need to be confident and respectful. You should schedule a meeting with your manager or employer, preferably in person or by video call, and avoid email or phone. You should start by expressing your appreciation for the opportunity and the support you have received. Then, you should present your pitch and state your desired salary or benefits. You should listen carefully to their response and be prepared to negotiate. You should avoid ultimatums, threats, or comparisons with others. You should also avoid accepting or rejecting an offer immediately. You should ask for time to consider it and review the details.

6 Follow up and celebrate

After the negotiation, you should follow up with your manager or employer and confirm the outcome in writing. You should thank them for their consideration and cooperation, and restate your commitment and enthusiasm. You should also update your contract, records, and tax information accordingly. Finally, you should celebrate your achievement and reward yourself for your hard work and courage. You should also keep up your performance and maintain a good relationship with your manager or employer. You never know when you may need to negotiate again.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?