Companies are now realizing that there are countless individuals that have spent a tremendous amount time and effort training and educating themselves for this sales environment. How did they do it? By putting their time in selling in the b2b environment promoting copiers, cell phones, rental cars and a host of other “tough sales” products. Selling pharmaceuticals isn’t always a picnic, there are a multiple responsibilities and a pharmaceutical rep must quickly learn the ability to get past “gatekeepers.”
As we are all intimately aware, many of our friends and colleagues have either lost their jobs or are threatened with this potential reality. These folks deserve our respect and have earned a shot at their next sales gig based on what they can and have produced.
Yes, the stereotypical model of a pharmaceutical sales rep is changing and still needs to change. However, hiring managers must realize that every person is an individual and as such has his or her own unique talents and abilities.

Pharmaceutical candidates today need to prove their abilities in today’s job market with proven sales achievements just like they’ve done in the past to get beyond stereotypes.

How easy is it to switch from pharmaceutical to medical devices or vice versa?

The key to getting the job of your dreams is simple.  Make yourself valuable.  If you have sold a cardiovascular drug and achieved excellent sales numbers, consider applying to a cardiovascular device company.  If you have sold medical disposable products to hospitals consider transitioning to surgical sales or consider becoming a specialty pharmaceutical sales representative selling to the hospital environment.

The typical medical sales position requires more of a traditional business to business sales approach. More one on one customer time is allowed in the medical device industry, so the successful representative must have a through understanding of utilizing good probing skills. The ability to use probing questions and move the customer quickly to a closed sale is what will define you as a good candidate. To make the switch to selling medical products and devices, the successful candidate will need a proven track record of success, strong hunter traits and strong closing skills. Your resume should showcase your sales skills within a matter of seconds.

The good news is that the old way of thinking that a pharmaceutical person sells differently than a medical device representative is changing.  While some companies continue to post on their job advertisments, ” no pharma reps”, remember not to get discouraged. Nearly every company is seeking “winners”- show them you are one with your past accomplishment, well written resume and by using great follow-up skills.