Here's how you can navigate the common misconceptions of transitioning to a career in Medical Sales.

People buy from people - which means whichever sales profession you are in , if know how to sell and connect with people , make better relationships - You can sell anywhere . What is important is, when you are shifting to medical sales the following actions you need to take in the first 30,60 and 90 days . 1. 30 Days - Understand the Products Very well - which means sharpen your product knowledge 2. 60 Days - Know your customers very well , what their buying behaviors , motives and barriers. Research them very well ( use past data , market strategies and real time customer feedback) 3. 90 Days - Now practice your skills and attend business calls with your peers and then do few demo calls . I guarantee you 100% success Cheers Arun

The best Sales person is who is always eager to learn,unlearn and Relearn. If You can do this on a regular basis any industry that includes Medical Medical Devices welcomes you.

Uma dica prática para quem está considerando uma transi??o, como por exemplo de cuidados primários para uma equipe hospitalar ou especializada, é reformular o mindset. No ambiente do consultório, o foco dos negócios reside na rela??o produto-prescritor, enquanto nos ambientes hospitalares e de especialidades, é crucial cultivar uma vis?o sistêmica, integrando diversos agentes no ciclo de vendas. Durante meu tempo como gestor de vendas hospitalares, um equívoco comum entre os candidatos era a tentativa de resolver os desafios de um “case” baseando-se nas características e benefícios do produto. Muitas vezes, a solu??o correta estava distante, na área de padroniza??o, compras ou acesso, por exemplo.

In my personal opinion, medical sales offers you a far greater advantage in developing communication skills, especially for introverts. The biggest factor is routine/persistence, once you develop it, conversations happen naturally and effectively. Second is empathy, this allows for serious conversations, and stronger connections and successful negotiations.

I agree. Core sales competencies need to include relentless learning and resilience. Medical devices are extremely difficult and only special individuals can do it successfully.

One thing I’ve found helpful is joining relevant industry groups on LinkedIn. This not only allows you to build relationships, it allows you to listen to conversations and ideas from experts in the space you’re interested in.

" Give me six hours to chop down a tree and I will spend the first four sharpening the axe" -Abraham Lincoln... This quote is so powerful and meaningful in every part of life and work . If you get the best insights and spend majority of your time in gaining market insights , it becomes just so easy to convert a customer or build strong relationships by knowing what they are looking for . Likewise in Medical , pharma or any other industry , build your market research skills and gain best insights .. but to do that you need these three things : 1. Good Communication 2. Solid Networking Skills & 3. Powerful Analytical Skills Just sharpen them everyday and win more business , make stong relationships and grow as a professional. Cheers Arun

In my experience people buy from people they know, like and trust. If you are going to be more than just another sales person, be a true consultant. Understand what is going on in your segment of the market with not just your products, but your competitors. Know what and who your customers are using so if there is a recall of a competitive device, you can step in to offer a helping hand so your customer, who may not be buying from you at that moment, knows they can count on you in a crisis, because you care about them and their patients. Keep up with the mergers and acquisitions of the hospitals and systems as well are the reimbursement landscape. Also what's going on in the supply chain.

It is an enjoyable journey that start with baby steps, you don't need to hit the road running, we crawl, then walk, then do sprints. Little by little. There are many sources. If you learn for 15 minutes every day, you can't imagine how far you can go.

I find that a significant obstacle for many making the transition to medical sales is the perceived need for immediate product proficiency. While familiarity with their product line is important, companies often provide extensive training to new hires. They don't expect you to be an expert on day one. Instead, they look for your ability to learn and communicate complex information effectively. As you grow in your role, your product knowledge will deepen, allowing you to confidently engage with healthcare providers about the benefits and features of their products. Focusing on continuous learning and effective communication is key to long-term success.

It is crucial to know the core features, advantages, benefits of your products. Memorize them well before visiting your HCPs. When starting your visits compile the questions that you couldn't answer and learn the relevant knowledge. Never wait until you know it all. It is an ongoing process.

I remember in my beginnings, I was very lucky to be instructed for almost one month in Novartis under lead of one of a kind trainers I have ever met, Dr.Magdy Elsaied -peace upon his soul- ??In one of the training sessions he asked us: “if HCP asked you about something in our products.. and you don’t know the answer, what should you do?” A lot of answers were there.. ??We should tell him/her that we don’t know the answer and we will get back to him/her later.. ??We should take the conversation away from this point and focus on our product USPs. And so on.. He told us.. nothing HCPs should ask you about our products and you don’t know the answer.. it’s very important to master every aspect about your product in-front of HCPs..

Product knowledge is a very important aspect of medical sales However the presentation skill is more important with the ability to communicate clearly and precisely to the busy target audience is of paramount importance The target audience in medical sales doesn't expect a sales person to be a master of product knowledge but expects that information from a sales person to be authentic and backed by solid references

Experience is nice, but not mandatory. There is extensive training and you need to not only learn your products, but your competitor's products. Understanding the features and benefits is essential, but how do you apply them to different scenarios? Are you able to have a conversation about what the customer is doing currently and what impact your product could have on their practice? You also need to understand the cost impact for purchasing and the C-suite. Have you talked to BioMed, if it's a device, and the issues the facility may be having with keeping the current device up and running? Know as many of the peripherals as you can because you can then operate from a consulting perspective and not just be the sales person.

O processo de vendas seja na área da saúde ou em outras áreas necessita do básico: conhecer as "dores" do cliente. Mais importante do que simplesmente ofertar algo que pare?a útil ao cliente, é mostrar que entendeu o que o mesmo necessita. Assim, as partes interessadas ir?o valorizar, e muitas vezes o tempo do processo se reduzirá.

In the medical field the sales cycle has some similarity in many medical institutions, hospitals and polyclinics. The duration and decision makers will vary. Understanding who is doing what and when is of great help here

Os ciclos de venda medicas s?o mais longas que os ciclos de outros produtos pois além de ter de ganhar o cliente com a marca, ainda tem a confian?a no produto novo .

The sales cycle is longer for medical devices than supplies. Most capital sales cycles are longer than disposables in any industry. Healthcare does have a lot of players in the game, but you can map it out and get help from your champion. You need to have a list of all the departments and players. Be sure to develop relationships with them so you can get help along the way. Understand the process and what each person's investment is along the way. Know who can blow up the deal and make sure you either win them or minimize their influence if the are not on the bus. If you are swapping supplies, then go to the end users and win them. A cheaper option without support will not work and you don't want to die on that hill.

In my experience, many assume that hard-sell tactics are the path to success in medical sales, but this couldn't be further from the truth. Relationship building is at the heart of this career. It's about gaining trust and becoming a valuable resource for healthcare professionals. We need to show empathy, listen actively and provide solutions that really meet our clients' needs. This approach not only fosters long-term relationships, but also leads to repeat business and referrals. We must focus on building a solid foundation of trust and collaboration is the real secret to sustainable success in medical sales.

O mais importante do processo de vendas é entender as "dores" do cliente para poder demonstrar possíveis solu??es que far?o sentido para o mesmo. Com isso, o cliente irá valorizar o relacionamento e fidelizá-lo.

It is very true that each person must co-create a relationship, but not only as a representative doctor, but also to be able to cross barriers.

Relationship building is the key to success in any field.Particularly for sales people building relationships is a long term strategy for success.This keeps the sales funnel full

People buy from people they know, like and trust. Know your products and know your customers. Really know them and who they are personally. Listen and take notes. Ask questions about them and their families. Everyone wants to feel special. Customers buy from you not when they know you, but when they feel that you know them and you care about them. I've been in this space for a long time and when I get referrals from one customer to a new one, I know that they know I will take care of their referral like I took care of them. It's the way that I know I am doing a good job. You want your customers to be raving fans and that takes building a relationship.

One thing i would like to add, self awareness is crucial before navigating your career path. Always seek feedback from your peers and partners to identify your strengths and select the path that best matches with your strengths and identify your development needs.

I couldn’t agree with this more. In any position in any industry, you move up the ladder for one main reason, networking. In order to be an effective networker within your community, you must possess the want for curiosity and learning.

Continuous learning and establishing milestones in sales achievements are important to climb the ladder in a sales career It really doesn't matter if you are or not from the medical field

Ability to think on your feet This is a very specific skill when a sales person meets a customer and is caught off guard. How to handle this situation and emerge strong, use the question or comment made by the customer to his/her advantage and most importantly close the sale