For those of you who don’t know her, Peggy McKee is a leader in the medical sales career field. For more about Peggy, see: http://www.phcconsulting.com/WordPress/ I had a chance to interview Peggy recently. The following is that interview – brief – but to the point: the basics you need to know to land your desired position in medical sales. What I want to point out for the reader is the reality that we are entering the most competitive marketplace in our lifetimes – you have to invest in your ongoing education and improvement or you will be left behind. Those who don’t have a sense of urgency about this will be those who “almost” get the job. That money you “saved” not investing in your improvement translates into extra weeks – and months – in your job search.
Q: How does the career future of medical sales (devices/equipment) compare with the career future of pharmaceutical sales?
A: I see the career future as very bright – high growth; unlimited, high growth, no doubt impacted by regulation. I don’t see pharmaceutical sales as high growth – it’s too diluted. If you are in pharma, I suggest you develop a specialty call point – then transition over to medical sales.
Q. What are some the biggest mistakes people make in their job search efforts – trying to get into medical sales (what should we avoid doing)?
A: They don’t prepare enough! You need to have the complete package: know how to sell in the interview, have an excellent resume that speaks to accomplishments. People often don’t do enough homework about the company they are interviewing with. You need to go to tradeshows – you need to go on a (medical-sales) preceptorship. When I ask “How many hiring managers have you contacted this week?” the phone line goes silent. And some people get into an emotional rut – they get discouraged; they don’t realize the employer is picking up on that. You have to be enthusiastic and positive.
Q: What are the top “hot buttons” I need to know an employer wants to hear when I interview for a medical sales role?
A: There are 4: Do you understand the role?; Can you do the role?; Will you do the role? And, lastly, do you pose a risk to my continued employment with this organization if I hire you?
Q: Are there particular segments of the medical devices/equipment industry where I should target my efforts, e.g. capital equipment, surgical equipment, DME, MRI.
A: I think people get hung up on this – they probably should not be targeting. Consider medical jobs as a whole – the industry is evolving so quickly you will find excellent opportunities in areas you may have not considered.
Q: As a pharmaceutical sales rep – trying to get into medical sales, what are some good points to know? (for the job search, for the resume, for my interview skills).
A: Yes – for the resume: be sure to list numbers, dollars and percentages. For the job search – prepare and reach out to a number of hiring managers. For the interview – be sure to role play. What I’ve learned over the years: it is Interesting how very little it takes to fix a problem with interview skills; the small things count – and can be deal makers or deal breakers. There is that “ah-ha” moment in my training of clients when we realize what has been thwarting our success.
In conclusion: I think Peggy’s interview training for medical sales careers is something readers should seriously consider. There is a mindset that any investment in career-improvement (be that interview skills training or any other service) is a “cost” to you – and, yes, we’re obviously in a cost-conscious economy now. But from a purely ROI standpoint – the question becomes simple: would you invest 1-3% of your new salary in your career advancement? That’s about a 100:1 ROI. If you can find a better ROI than that – let me know. I know gold stocks are doing well – but not that well. . .