How to Break into Medical Device Sales

Medical device sales reps are top earners in the healthcare industry. Year over year (YOY) average compensation is rising. The average medical device rep made $147,424 in 2016, 4% more than in 2015.

Competitive compensation is a major draw, but it’s not the only thing medical device sales has to offer. Reps are happy because the job is meaningful, flexible, and challenging. 

So, how do you start?

Breaking into the industry is a challenge in itself. The job of a medical device sales representative isn’t entry level, but it isn’t ultra exclusive either. People from different backgrounds, from nurses to new grads, have all made it into the industry. 

You’ll need 3 things to break into medical device sales — education, experience, and connections. 

1. Education

Most medical device job listings require a bachelor's degree. Any degree from a 4-year college or university is enough. But a degree in business, biology, or kinesiology might help your chances. 

Employers prioritize sales experience and industry knowledge over education. Still, a degree is necessary to get your foot in the door at most companies. 

However, a formal education isn’t all you need. Before you seek out medical sales jobs, you need to do research. You should learn about the job, potential employers, leading medical devices, and industry news. 

Medical devices are technically complex and require clinical knowledge. Surgical implants and diagnostics are big in the healthcare industry. Learning how the leading medical devices work will enhance your skill set. 

Websites like MedCity News and MedReps are great resources to stay on top of medical device jobs, legislation, and innovation. 

2. Experience

Crushing your quota in a B2B sales role will put you on the path to medical device sales, especially if your industry is copier, payroll, or uniform sales. These fields will prime you for medical device sales because they’re highly competitive. 

Recruiters want to know that you’re competitive. Deals are hard-won in the hospital and healthcare industry—complex decision-making hierarchies, expensive products, and miles of red tape make for a long sales cycle. It's important to stay on top of the latest changes regarding your decision makers and focus your schedule on productive meetings. You can showcase your competitive nature through stellar previous job performance and even athletic achievements or sports that you play. These achievements will show the recruiter that you have grit. 

If you’re getting into sales for the first time, copier sales is the way to go. Even though copiers and medical devices don’t have a lot in common, their sales industries are similar. Both copier and medical device sales reps go through extensive training, sell technical products to big organizations, and act as advisors to their clients. 

At least 1 year of solid experience is recommended. Big name B2B companies in copier, payroll, or uniform sales will stand out on your resume. Check out companies like ADP, Cintas, or Xerox.

Another way to get a leg up without a wealth of experience is using the right tools. Apps like Badger, a route planner specifically for field salespeople, can reduce the time you spend driving by 20% so you can sell up to 25% more. 

3. Connections

Networking is vital in medical device sales. Reps depend on strong client relationships to get their devices through hospital purchasing departments. Getting a job also relies on your ability to make meaningful connections. 

If you don’t know anyone in the industry, LinkedIn will be your wingman.  

Go on LinkedIn every day to engage with the medical sales community. Join groups like Medical Device Development, Marketing And Sales, Medical Device Sales Professionals, and Medical Device Guru. Then connect with and talk to current reps and recruiters. 

It’s also helpful to interact with content. Share and comment on articles about medical devices and sales. You’ll learn more about the industry and show your interest in its topics all in one click. 

If you’re a medical professional seeking to transition into sales, you already have access to sales reps. Become friendly with the medical device reps who frequent your clinic or hospital. You can meet with one of them over coffee (sales people love coffee) and get an inside perspective on medical sales. 

If you have a great relationship with a current rep, you can even ask to shadow them. Observing a rep in the field helps you get a realistic view of the job. It’s also an opportunity to make more industry connections. A ride-along is the best way to know if medical device sales is right for you. 

Ace Your Medical Device Sales Interview 

Medical device sales interviews require more preparation than interviews for other entry-level sales jobs. Recruiters want to know that you’ve already paid your dues. So, you’re not ready for your interview until you have a brag book. 

A brag book is a portfolio that showcases your accomplishments, credentials, and ideas. 

To start, your book needs a table of contents, your resume, company sales rankings, and positive performance reviews. You might want to have letters of recommendation, photos of awards, and a 30-60-90 day plan in there too. 

Your brag book should tell a story, but keep it concise. Don’t turn your interview into a book report. Instead, use it as a visual aid when you bring up your past performance. 

Hiring managers will take notice when you leverage your prior experience with a brag book. 

An entry-level job in medical device sales is a top performing sales position. You might need to spend a few years crushing your quota in a different industry, but with the proper preparation, you can’t lose. Learn more about medical devices, crush your quota, network with current reps, and work on your interview skills. Then, break in.