Here's how you can guide aspiring professionals as an experienced medical sales professional.

In my experience in medical sales, mentoring is one of the fundamental pillars for professional growth. Having a mentor offers valuable guidance, sharing insights and experiences that accelerate learning and avoid common mistakes. Mentors help develop critical skills, expand the network of contacts and provide ongoing support. This enriching relationship not only strengthens confidence and competence, but also inspires innovation and best practice. Investing in mentoring is investing in your long-term success. ??

In my 35 years as a Pharma rep, I have interacted with a wide variety of customers...and trying to understand how they think is the first step to gaining trust. Physicians like to "rule in/rule out" by nature. This is how they are figuring out what is wrong with the patient, and what is the best way to treat them. When thinking about a medication, if you can present your product in a way that taps into that thought process, then you will be speaking the same language. If in fact your product is on the table, then be very FAIR BALANCED, and make sure the customer has ALL the facts to make an informed decision, regarding whether or not your drug is the right fit...'RULE IN/RULE OUT"

Always think about ways you can take an ordinary event to the next level...for example, I heard about my local hospital hosting a yearly Diabetes Expo. I signed up to participate as a vendor. I realized once I attended that the turnout was poor, so the following year I reached out to the coordinators and asked if I could be a part in the distribution of flyers in the local market. I "talked up the conference", which helped to increase attendance the following year. This allowed me to be seen as a "partner" vs a "vendor", and has fostered a great working relationship with the customer.

As a rep, there is a constant inner struggle...our companies incentivize us with a "carrot" of commission dollars if we meet a quota, yet our inner voice demands we paint the picture to our providers in no uncertain terms, what patients are NOT good candidates, what side effects to expect, which patients might have a poor outcome based on our inclusion/exclusion criteria. It is a tight rope to walk, but ALWAYS err on the side of putting the patient first, following the package insert, and do NOT gloss over the limitations of your product. It will build you a reputation as a rep that can be trusted, so when you ASK for the business for the right patient, you will have earned a YES.