Job interviews for pharmaceutical sales are unlike other types of job interviews. These interviews are used to assess whether a candidate is suitable in the sales environment in addition to reviewing background histories and skills. Interviewers would often ask tricky questions that test the personalities of candidates in order to determine sales potential.
If during a pharmaceutical sales job interview and the reviewer asks you a question on whether you prefer to work alone or with others in groups, you have to be careful here. If you say a solo environment is definitely better, they may not see you as a team player. If you say that you prefer working in groups, they might think that you would not be effective in sales since most of the time, pharmaceutical reps are out in the field on their own.
Therefore, the safest route to take here is to say that you like both environments and can be effective in both. When you are alone, you can be effective as an independent worker. Then when you are working with others in group projects or at meetings, you can also work effectively in teams.
You must convey the impression during a job interview that your skills enable you to excel in both scenarios. Don’t get fooled by the interviewer’s trick question. Here’s an effective response:
“I like both. I realize that most of the time, reps work alone and I certainly can be effective in this mode. Working with others at times will be a nice change and I can also be quite effective in teams as well. It’s a good working mix in my mind.”
Asking you about your strengths during an interview is an opportunity for you to sell yourself. Asking you about weaknesses is another matter and is another example of a tricky question. You must be careful here not to expose any specific weak skills that may hurt you during an interview. Whenever I encountered questions about my weaknesses during my interviews, I countered with something like this:
“In all honesty, the only weakness I think I have is perhaps a lack of industry specific experience since pharmaceutical sales will be new for me. However, I am strong on my communications and sales related skills. I am also a fast learner so I am certain that industry specific training that your company could provide will help me make up for this lack of industry experience. I’m sure that I would be able to get up to speed pretty quickly and start growing those sales for your company.”
Notice that I bring up the trainability fact in the above statement. It is extremely important that you convey the fact that you are an effective learner of new skills and environments. I use this attribute to effectively wipe out any weaknesses.
Be prepared to answer trick questions during interviews for pharmaceutical sales positions. They are designed to see if you really have what it takes to be in sales. Learn all you can about the pharmaceutical sales job and focus on selling your skills as well as personal attributes.
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Monday, 2 March 2009
What to expect in Pharmaceutical Sales
Of The Most Frequently Asked Question - Do Reps really make lots of money and Big bonuses? - How many products does a rep carry; how do you get paid bonus on them?Basic Requirements for being a drug rep- I think I want to be a pharmaceutical sales representative, but how can I know for sure?- How necessary is it to have a 4 - year degree? - Is a scientific degree/ sales experience required - Am I too old to land a job in pharmaceutical sales?- How long should I expect my job search to last?- I'm willing to relocate for the right pharmaceutical sales will this help me?- Will a DWI hurt my chances of being hired as a pharmaceutical rep?- I have bad credit; will this hurt my chances ?Information On Landing the job- Will an MBA or other advanced degree improve my chances of being hired as a pharmaceutical sales rep?- What are the pros and cons of working with a recruiter?- How important is the resume in landing a pharmaceutical sales job?- How do I shop for a resume writer?- What are the essentials that should appear on my resume?- What about a cover letter? - What is the best way to land a job in pharmaceutical sales?The Interview Process- Why do the drug companies give so many interviews; why does the process take so long ? - What should I bring to an interview? - What is proper etiquette for a "ride-along?"- I have been on several interviews but received no offers. What could I be doing wrong?- What if nobody will give me reps' business cards?- Are newspaper advertisements a good way to find a job in pharm sales?- What is a Job-Fair? How useful are they?- What do companies look for at Job-Fairs?- What are the pros and cons of working at a small pharmaceutical company versus one of the biggies?- I am in college. What can I do to enhance my odds of being hired as a pharmaceutical sales representative?Daily Operations- What is a typical day for a pharmaceutical sales representative?Miscellaneous- How many sales calls are you required to make each day?- What is a contract sales company such as InVentiv or PDI?- Should I accept a contract sales position if my true goal is to work directly for one of the big drug companies- What If I have more than one job offer. How do I decide?- When the economy does a downturn, what is the job market like for pharmaceutical sales reps?- If I am hired, and I have poor sales, will I be fired?- What are some of the things that you don't like about being a pharmaceutical rep? - What's the hardest thing about being a rep?- Do Reps really make large bonuses? How many products does a rep carry and how do you get paid bonus on them?- If I'm hired, what kind of training can I expect?
Pharmaceutical Sales Interview
Why did you decide pharmaceutical sales would be the right career for you?
This is the most basic of questions, but you are almost certain to be asked this question. While people interviewing for other types of positions are asked why they decided on their career choice, it is very important that you answer this question correctly for a pharmaceutical sales interview.
First tell them that you love selling and site examples where you have done this even if you haven’t been employed as a salesperson. Mention instances where you persuaded someone to "buy in" to your ideas, etc. That is selling! Mention that you have always been highly motivated, energetic, and enthusiastic. Successful sales people have all of these qualities as well as being creative and resourceful. Be prepared to cite examples where you displayed these behavioral characteristics.
Next, expound upon why pharmaceutical sales would be right for you. This is a good time to pull out the information that you have collected during your research. You can explain how stable the industry is, how exciting it would be to be part of such a dynamic field, and one where the opportunity to help thousands of people is a reality. State that this would give you tremendous job satisfaction. Also let them know that you realize the opportunities for personal and professional growth are tremendous with pharmaceutical sales companies. You will thrive on the daily challenges of performing a pharmaceutical sales representatives job. (This would be a great time to mention the "field preceptorship" and how much you enjoyed your day in the representative’s territory!) The research you have done on their company and the industry, and the extra effort you have put forth to spend a day in the field to see for yourself what a pharmaceutical sales representative does will give you tremendous credibility. You will be viewed as a serious candidate!
What is your current occupation?
Give an honest answer, but highlight any area of responsibility that you may have which would be seen as a benefit for someone in pharmaceutical sales. This would be a good time to show the "Career Comparison" information that you have placed in your Personal Presentation Binder. You will have already compared your job responsibilities to that of a pharmaceutical sales representative. Were you responsible for marketing a product or idea to others? Have you analyzed a "buyer" to determine that buyer’s potential? Do you have daily contact with physicians or other medical personnel in your day-to-day activities? These are excellent job responsibility areas to compare with pharmaceutical sales job responsibilities. Be careful not to make a negative statement. Always expect to be asked to prove any statement that you make!
I see you have held several different positions over the last five years? Can you explain why?
The obvious objective in this question is to determine whether you are a "job-hopper." Training and educating pharmaceutical sales representatives is very time-consuming and expensive. A bad choice would yield an ineffective pharmaceutical sales representative and one that would potentially leave the job "undone" because that person has again decided to do something else. The district manager will attempt to ascertain whether you are a dependable person and whether you do indeed really want a career that offers upward mobility. He must be convinced that you will stay and work smart. If you have changed positions in order to increase the challenge of your job and allow upward mobility, then that is an excellent reason for changing jobs. Career transitions or job transitions made to increase compensation for your work is another good reason.
When did you decide to pursue a pharmaceutical sales career position?
You might reply that after your extensive research into this career field including actually going on a field preceptorship, that you believe this a perfect career for you. Then you must explain why it is perfect for you. It is perfect because you thrive on the type of challenges faced by pharmaceutical sales representatives! You want to make a difference at a job you are certain you will love. Pharmaceutical sales is a perfect match for your personality and work experience. Then supply proof for your statement.
How long having you been seeking employment in the pharmaceutical sales industry?
Your answer here will be important. You have the opportunity to make yourself look good with the right answer. If you have been looking for a position for a long time, six months or more, then you need to present yourself as a tenacious person who never gives up because you are absolutely certain that you are the right person for the job. Whether you have been granted interviews will matter, because the district manager will wonder why you didn’t gain the position if you interviewed. On the other hand, if you didn’t gain an interview that means you failed the first sales test. Perhaps you turned a position down because of location. That’s a good reason to decline. If you’ve just started looking for a pharmaceutical sales position and you’ve already gained interviews, it’s because you are impressive, on paper and in person.
How does your current or former job experience compare to pharmaceutical sales?
What was your rating on your last Performance Management Review?
How would you describe "selling?"
Name five reasons why you believe you would be a good pharmaceutical sales representative.
Have you interviewed with other companies?
How do you feel about working on your own most of the time?
Why should we hire you over other candidates?
This is the most basic of questions, but you are almost certain to be asked this question. While people interviewing for other types of positions are asked why they decided on their career choice, it is very important that you answer this question correctly for a pharmaceutical sales interview.
First tell them that you love selling and site examples where you have done this even if you haven’t been employed as a salesperson. Mention instances where you persuaded someone to "buy in" to your ideas, etc. That is selling! Mention that you have always been highly motivated, energetic, and enthusiastic. Successful sales people have all of these qualities as well as being creative and resourceful. Be prepared to cite examples where you displayed these behavioral characteristics.
Next, expound upon why pharmaceutical sales would be right for you. This is a good time to pull out the information that you have collected during your research. You can explain how stable the industry is, how exciting it would be to be part of such a dynamic field, and one where the opportunity to help thousands of people is a reality. State that this would give you tremendous job satisfaction. Also let them know that you realize the opportunities for personal and professional growth are tremendous with pharmaceutical sales companies. You will thrive on the daily challenges of performing a pharmaceutical sales representatives job. (This would be a great time to mention the "field preceptorship" and how much you enjoyed your day in the representative’s territory!) The research you have done on their company and the industry, and the extra effort you have put forth to spend a day in the field to see for yourself what a pharmaceutical sales representative does will give you tremendous credibility. You will be viewed as a serious candidate!
What is your current occupation?
Give an honest answer, but highlight any area of responsibility that you may have which would be seen as a benefit for someone in pharmaceutical sales. This would be a good time to show the "Career Comparison" information that you have placed in your Personal Presentation Binder. You will have already compared your job responsibilities to that of a pharmaceutical sales representative. Were you responsible for marketing a product or idea to others? Have you analyzed a "buyer" to determine that buyer’s potential? Do you have daily contact with physicians or other medical personnel in your day-to-day activities? These are excellent job responsibility areas to compare with pharmaceutical sales job responsibilities. Be careful not to make a negative statement. Always expect to be asked to prove any statement that you make!
I see you have held several different positions over the last five years? Can you explain why?
The obvious objective in this question is to determine whether you are a "job-hopper." Training and educating pharmaceutical sales representatives is very time-consuming and expensive. A bad choice would yield an ineffective pharmaceutical sales representative and one that would potentially leave the job "undone" because that person has again decided to do something else. The district manager will attempt to ascertain whether you are a dependable person and whether you do indeed really want a career that offers upward mobility. He must be convinced that you will stay and work smart. If you have changed positions in order to increase the challenge of your job and allow upward mobility, then that is an excellent reason for changing jobs. Career transitions or job transitions made to increase compensation for your work is another good reason.
When did you decide to pursue a pharmaceutical sales career position?
You might reply that after your extensive research into this career field including actually going on a field preceptorship, that you believe this a perfect career for you. Then you must explain why it is perfect for you. It is perfect because you thrive on the type of challenges faced by pharmaceutical sales representatives! You want to make a difference at a job you are certain you will love. Pharmaceutical sales is a perfect match for your personality and work experience. Then supply proof for your statement.
How long having you been seeking employment in the pharmaceutical sales industry?
Your answer here will be important. You have the opportunity to make yourself look good with the right answer. If you have been looking for a position for a long time, six months or more, then you need to present yourself as a tenacious person who never gives up because you are absolutely certain that you are the right person for the job. Whether you have been granted interviews will matter, because the district manager will wonder why you didn’t gain the position if you interviewed. On the other hand, if you didn’t gain an interview that means you failed the first sales test. Perhaps you turned a position down because of location. That’s a good reason to decline. If you’ve just started looking for a pharmaceutical sales position and you’ve already gained interviews, it’s because you are impressive, on paper and in person.
How does your current or former job experience compare to pharmaceutical sales?
What was your rating on your last Performance Management Review?
How would you describe "selling?"
Name five reasons why you believe you would be a good pharmaceutical sales representative.
Have you interviewed with other companies?
How do you feel about working on your own most of the time?
Why should we hire you over other candidates?
What is Pharmaceutical Sales
Pharmaceutical sales is a fast-paced, high-turnover business that rewards assertiveness, persistence, and knowledge. Pharmaceutical sales representatives spend most of their business time on the road, talking with pharmacists, hospital personnel, physicians, patient advocacy groups, and even retirement homes, increasing the visibility of their company’s products and the volume of their sales. “Sell sell sell learn learn learn sell sell sell,” wrote one sales rep, who included his business card with his survey, in case we wanted to purchase any pharmaceutical supplies. Many other sales reps agreed that the best reps follow any lead, making every possible effort to sell their product. A number attend meetings where contact with purchasing professionals is rich, such as an association of pharmacists or a convention of hospital administrators. This territory-oriented business can be a hard life, particularly for those trying to maintain their family life as well. The need to sell extends to social functions and free time, and the already precious family moments can erode further to the point where many reps are forced to reevaluate their commitment to their profession. This difficult balancing act is complicated by the additional pressure of being in a commission-based occupation. For many, a significant portion of their income is riding on their ability to get the product into the hands of the consumer. So, why is this job so addictive? Perhaps because the excessive profit margins of many brand-name pharmaceutical products can mean enormous commissions. In addition, products are generally consumed fairly quickly and not stored, so old markets rarely disappear; they need regular servicing. The second most attractive job feature that the sales reps mentioned was the intellectual challenge the job imposed. Education is the norm in this field; learning about a company’s product line is like taking an advanced course in pharmacology (which many do take during their initial years in the industry). They have to be familiar with data, statistics, and issues in the health community to be able to communicate successfully with businesspeople and doctors. Although this job has some aspects that are unquestionably grueling-one sales rep said he put in 184 days on the road in 1994-many love it, and “love” is the only term that accurately describes their zeal, dedication, and willingness to make sacrifices for their job.
Paying Your Dues
Pharmaceutical sales representatives with a science background have an advantage in this profession, in terms of both their credibility and their ability to educate themselves about product lines. A college degree is standard for this job, with many employers looking favorably on graduate work. Useful courses include biology, chemistry, biochemistry, biophysics, organic chemistry, English, public speaking, finance, and negotiation techniques. Professional education is the norm for all sales representatives, both on their own products and on other companies’ product lines. The ability to read a scientific study and examine its assumptions is critical to a PSR’s success. Licensing is available through professional organizations, but it is not required to advance to managerial positions.
Associated Careers
Pharmaceutical sales representatives go into sales positions in other professions-as systems marketers or service sales representatives, for example-where their selling skills are valued, but where scientific knowledge is less important. Some PSRs are willing to give up the scientific element of their job in order to go into a profession where it is easier to advance and easier to maintain a satisfying family life.
Paying Your Dues
Pharmaceutical sales representatives with a science background have an advantage in this profession, in terms of both their credibility and their ability to educate themselves about product lines. A college degree is standard for this job, with many employers looking favorably on graduate work. Useful courses include biology, chemistry, biochemistry, biophysics, organic chemistry, English, public speaking, finance, and negotiation techniques. Professional education is the norm for all sales representatives, both on their own products and on other companies’ product lines. The ability to read a scientific study and examine its assumptions is critical to a PSR’s success. Licensing is available through professional organizations, but it is not required to advance to managerial positions.
Associated Careers
Pharmaceutical sales representatives go into sales positions in other professions-as systems marketers or service sales representatives, for example-where their selling skills are valued, but where scientific knowledge is less important. Some PSRs are willing to give up the scientific element of their job in order to go into a profession where it is easier to advance and easier to maintain a satisfying family life.
Thursday, 26 February 2009
Animal Pharmaceutical Sales
Instructions
Step 1:Graduate college with a bachelor's degree. One of the best fields to study in order to prepare for an animal pharmaceutical sales job is animal science. Most universities that offer animal science as a major also offer specialized interests in areas such as business and marketing, which would be particularly helpful for getting into animal pharmaceutical sales.
Step 2:Gain some sales experience in other areas. Although certainly not necessary, especially if you have a degree in animal science, some practical sales experience will give you an extra edge over other applicants.
Step 3:Study the administrative side of sales. Most animal pharmaceutical sales representatives have the responsibility of preparing a budget, analyzing market statistics and preparing reports.
Step 4:Sharpen your people skills. Although you wish to go into an animal-related field, most of your work will be with people. It is important to develop a pleasant personality and appearance, patience and good communication skills.
Step 5:Attend seminars and conferences related to sales and veterinary pharmaceuticals. They are great places to gain more information related to your field, as well as making contacts with potential employers. Be sure to have businesses cards on hand.
Step 6:Search job listings on various career search engines. You can easily keep an eye on what animal pharmaceutical sales jobs are available by looking in several online sources.
Step 7:Contact colleges that offer studies in animal sciences. They will likely post job openings within their department. Animal pharmaceutical companies look for recent graduates to hire through this venue as well.
Step 1:Graduate college with a bachelor's degree. One of the best fields to study in order to prepare for an animal pharmaceutical sales job is animal science. Most universities that offer animal science as a major also offer specialized interests in areas such as business and marketing, which would be particularly helpful for getting into animal pharmaceutical sales.
Step 2:Gain some sales experience in other areas. Although certainly not necessary, especially if you have a degree in animal science, some practical sales experience will give you an extra edge over other applicants.
Step 3:Study the administrative side of sales. Most animal pharmaceutical sales representatives have the responsibility of preparing a budget, analyzing market statistics and preparing reports.
Step 4:Sharpen your people skills. Although you wish to go into an animal-related field, most of your work will be with people. It is important to develop a pleasant personality and appearance, patience and good communication skills.
Step 5:Attend seminars and conferences related to sales and veterinary pharmaceuticals. They are great places to gain more information related to your field, as well as making contacts with potential employers. Be sure to have businesses cards on hand.
Step 6:Search job listings on various career search engines. You can easily keep an eye on what animal pharmaceutical sales jobs are available by looking in several online sources.
Step 7:Contact colleges that offer studies in animal sciences. They will likely post job openings within their department. Animal pharmaceutical companies look for recent graduates to hire through this venue as well.
Pharmaceutical Sales Jobs in the Recession
Sometimes I'm asked whether it is worth trying to get a pharmaceutical sales job during a tough economy or recession when some drug companies are in fact laying off sales forces. My answer is, it depends. It depends on how you are trying to apply for pharmaceutical sales jobs in the first place.
If all you do in terms of trying to land your first pharmaceutical sales job is to send in your resume to human resources departments, recruiters or through a resume 'blasting' service, then your efforts may not become fruitful during tough times of a recession. Even in good times, blindly sending in your resume is not the most effective way of getting a pharmaceutical sales position. Ironically, this is probably the most often used method among job seekers out there.
If you are one of the more savvy job seekers taking the time to network with industry people like current pharmaceutical sales representatives, sales managers and other folks who are connected with the industry in your local area, then these efforts will have a higher chance of getting you results.
First of all, you could have less competition during a tough economy since many people out there will simply wait for a better times before restarting their job search efforts again, at least in pharmaceutical sales. Second, if you do your networking properly and if the industry people you network with like you as a high potential sales rep, then they will remember you. If you take the time to develop some sort of business relationship with these people, you will keep your name at the top of their minds.
Even if there are no openings during tougher times, there will be again eventually since economic slumps are usually part of business cycles. When companies are in a position to hire again due to better economic conditions, your name will be at the top of their candidate list. Your competition, who just apply during healthy economic periods, will be at a major disadvantage to you since they are unknown entities to the companies but you are already known as a serious candidate for a pharmaceutical sales position. Companies may not even bother to advertise for openings if they already know that you are available to fill in a spot in their sales force.
The other factor is that for many companies in pharmaceuticals and health care, there could be some business units that seem to be recession proof. No matter how the economy is doing, sales of some pharmaceutical and health care products are pretty stable since people still need health care as well as medications all the time. In fact, it is said that we could see even more people in need of health care during tough times because of increased stress levels for individuals trying to make ends meet. So some companies in the health care sector may be doing just fine during recessions.
The bottom line, is that if you choose to network wisely with pharmaceutical industry people and not expect that sales positions will be open right at the moment, then doing so during a recession is as good as any other times. In fact, being active in networking during recessions may give you a definite edge over your competition in the job market for pharmaceutical sales.
If all you do in terms of trying to land your first pharmaceutical sales job is to send in your resume to human resources departments, recruiters or through a resume 'blasting' service, then your efforts may not become fruitful during tough times of a recession. Even in good times, blindly sending in your resume is not the most effective way of getting a pharmaceutical sales position. Ironically, this is probably the most often used method among job seekers out there.
If you are one of the more savvy job seekers taking the time to network with industry people like current pharmaceutical sales representatives, sales managers and other folks who are connected with the industry in your local area, then these efforts will have a higher chance of getting you results.
First of all, you could have less competition during a tough economy since many people out there will simply wait for a better times before restarting their job search efforts again, at least in pharmaceutical sales. Second, if you do your networking properly and if the industry people you network with like you as a high potential sales rep, then they will remember you. If you take the time to develop some sort of business relationship with these people, you will keep your name at the top of their minds.
Even if there are no openings during tougher times, there will be again eventually since economic slumps are usually part of business cycles. When companies are in a position to hire again due to better economic conditions, your name will be at the top of their candidate list. Your competition, who just apply during healthy economic periods, will be at a major disadvantage to you since they are unknown entities to the companies but you are already known as a serious candidate for a pharmaceutical sales position. Companies may not even bother to advertise for openings if they already know that you are available to fill in a spot in their sales force.
The other factor is that for many companies in pharmaceuticals and health care, there could be some business units that seem to be recession proof. No matter how the economy is doing, sales of some pharmaceutical and health care products are pretty stable since people still need health care as well as medications all the time. In fact, it is said that we could see even more people in need of health care during tough times because of increased stress levels for individuals trying to make ends meet. So some companies in the health care sector may be doing just fine during recessions.
The bottom line, is that if you choose to network wisely with pharmaceutical industry people and not expect that sales positions will be open right at the moment, then doing so during a recession is as good as any other times. In fact, being active in networking during recessions may give you a definite edge over your competition in the job market for pharmaceutical sales.
The Interview
It can be stressful to apply for jobs and prepare for interviews if you're striving to become a pharmaceutical representative. Fortunately, you don't have to pursue your career alone. There are experienced people in the pharmaceutical industry willing to share their knowledge with you and give you the edge you need. Here are some challenges you might face and how a career consultant can help. Create an Effective Resume Your first goal is to create an outstanding resume that pharmaceutical employers and hiring managers will notice. Pharmaceutical resumes should be professional and unique, and should clearly state your work history, pharmaceutical training and/or experience, skills, and special talents. The resume should reflect your clear desire to be a pharmaceutical sales representative and how you feel you can benefit the company. A consultant can help you prepare an effective resume and will usually provide a number of sample resumes to fit your needs. Prepare for the Interview Advice and products from a consultant can not only help you prepare a great resume, they can also help you prepare for interviews. Landing an interview doesn't mean you've got the job just yet. What it does mean is that your resume has captured the hiring manager's attention and made them want to know more about you. How you perform and present yourself during the interview will determine if you get the job or not. A pharmaceutical career consultant can help you learn to dress appropriately for an interview and how to answer any questions that may come up. In the pharmaceutical sales industry, a hiring manager will often ask trick questions, and your response will reveal to them how you will likely handle situations that come up with clients in the future. Prepare for behavioral questions as well. These are questions about certain situations you've handled in the past and how you responded to those situations. Be totally honest in your story because the interviewer will likely probe deeper for more details after you've finished describing the situation. You should be able to provide concrete answers to all their questions. A consultant can also help you build a brag book highlighting your past experiences and accomplishments. A brag book will help you share accomplishments with the hiring manager in a visual manner. You'll learn how to build an attractive brag book, what to include and what not to include, and how to present your past achievements in an impressive way. Pharmaceutical sales job consultants are available online and provide the tools you need to put your best foot forward. They can provide helpful examples of pharmaceutical sales interview questions and sample resumes to help build confidence. Some even offer wisdom gathered from doctors, hiring managers, and other successful sales reps. With valuable insight from experienced professionals, you can get ready for a lucrative and fulfilling career in the pharmaceutical sales industry. Your dream career is only a few steps away!
Pharmaceutical Sales
Pharmaceutical sales representatives are employed by drug companies. They distribute information about their companies' products to physicians, hospital nurses, and medical technicians. They do not take drug orders from these health care practitioners but instead try to persuade doctors to prescribe more of their companies' drugs. Patients then buy the drugs.
Most doctors are very busy, and sales representatives usually have no more than five or six minutes with them. In that time the representative must describe their company's newest products. They outline what a drug is designed to do and how it works. They also explain its advantages over older drugs, attempting to convince doctors as to why their product is better than others.
Sales representatives must have a basic knowledge of how the human body works. They must also have some understanding of disease and pharmacology (the study of drugs and their effects on humans), because doctors will question sales representatives about drugs and their side effects. Sales representatives must also know which drugs will be of interest to doctors in different specialties. A pharmaceutical sales representative discusses information about a drug with doctors. Representatives must speak clearly and concisely under pressure, because they only spend a few minutes at each medical site. Sales representatives are assigned territories based on postal zip codes. They make up their own itineraries, concentrating on doctors who write the most prescriptions. This information is available from surveys of pharmacists. Sales persons may leave samples of new drugs with doctors and must keep careful records concerning the samples they leave.
Sales representatives must be able to speak clearly and concisely under pressure. They must have pleasant personalities and be able to build long-lasting relationships with doctors. In addition, sales representatives must be able to accept rejection. About 40 percent of doctors refuse to see sales persons. Others will not see them when they are very busy.
Education and Training Requirements
To become a pharmaceutical sales person, a person must have a high school diploma. Most employers prefer to hire college graduates, preferably with a bachelor's degree in science. However, two years of college should be sufficient to qualify for most jobs. Drug companies provide on-the-job training, selecting trainees on the basis of their verbal and social skills. Training consists of intensive study followed by supervised field work.
Most doctors are very busy, and sales representatives usually have no more than five or six minutes with them. In that time the representative must describe their company's newest products. They outline what a drug is designed to do and how it works. They also explain its advantages over older drugs, attempting to convince doctors as to why their product is better than others.
Sales representatives must have a basic knowledge of how the human body works. They must also have some understanding of disease and pharmacology (the study of drugs and their effects on humans), because doctors will question sales representatives about drugs and their side effects. Sales representatives must also know which drugs will be of interest to doctors in different specialties. A pharmaceutical sales representative discusses information about a drug with doctors. Representatives must speak clearly and concisely under pressure, because they only spend a few minutes at each medical site. Sales representatives are assigned territories based on postal zip codes. They make up their own itineraries, concentrating on doctors who write the most prescriptions. This information is available from surveys of pharmacists. Sales persons may leave samples of new drugs with doctors and must keep careful records concerning the samples they leave.
Sales representatives must be able to speak clearly and concisely under pressure. They must have pleasant personalities and be able to build long-lasting relationships with doctors. In addition, sales representatives must be able to accept rejection. About 40 percent of doctors refuse to see sales persons. Others will not see them when they are very busy.
Education and Training Requirements
To become a pharmaceutical sales person, a person must have a high school diploma. Most employers prefer to hire college graduates, preferably with a bachelor's degree in science. However, two years of college should be sufficient to qualify for most jobs. Drug companies provide on-the-job training, selecting trainees on the basis of their verbal and social skills. Training consists of intensive study followed by supervised field work.
Pharmaceutical Sales
A career in pharmaceutical sales can be one of the most lucrative, gratifying sales careers for which anyone could wish. It's not a regular sales job, however. It requires expertise in the products, a knowledge of the medical field and an ability to work with professionals who are often short on time and have very specific needs. More than anything else, however, it requires integrity. Any worthwhile pharmaceutical sales training will include a good deal of time spent on integrity. It's not just one part of your success, it's likely the single most important part of your success.
Pharmaceutical sales training that only addresses how one maximizes profit is only offering part of what it takes to succeed. Pharmaceutical salespeople are trying to make a living, of course, but hard-sell high-pressure techniques are not only ineffective in the world of pharmaceutical sales, they are inappropriate.
Pharmaceutical sales training should emphasize the particular importance of the field and the absolutely imperative need that the medical professionals who rely on pharmaceutical salespeople know that they are dealing with individuals who are motivated by a desire to make sure their client's needs are met and that those clients are always aware of the latest options.
Pharmaceutical sales training that is anything less than that which is geared toward those who view the field as something of a calling is not likely to offer much success, financial or personal. Integrity Services has built its reputation on emphasizing the ethical concerns inherent in pharmaceutical sales and in making them an integral part of their training instead of just an afterthought. Their website at IntegrityServices.com details their methods, their philosophies and the advantages of receiving training from a firm that values one's ethical success as much as their financial success
Pharmaceutical sales training that only addresses how one maximizes profit is only offering part of what it takes to succeed. Pharmaceutical salespeople are trying to make a living, of course, but hard-sell high-pressure techniques are not only ineffective in the world of pharmaceutical sales, they are inappropriate.
Pharmaceutical sales training should emphasize the particular importance of the field and the absolutely imperative need that the medical professionals who rely on pharmaceutical salespeople know that they are dealing with individuals who are motivated by a desire to make sure their client's needs are met and that those clients are always aware of the latest options.
Pharmaceutical sales training that is anything less than that which is geared toward those who view the field as something of a calling is not likely to offer much success, financial or personal. Integrity Services has built its reputation on emphasizing the ethical concerns inherent in pharmaceutical sales and in making them an integral part of their training instead of just an afterthought. Their website at IntegrityServices.com details their methods, their philosophies and the advantages of receiving training from a firm that values one's ethical success as much as their financial success
A Successful Interview
So you've decided that you want to get into pharmaceutical sale. And why not? With such benefits as high income potential to six figures, a recent model company car, lots of freedom and independence as well as the opportunity to work with highly educated medical professionals, it's no wonder why many individuals wants a pharmaceutical sales job.
Good money can be made with the added benefit of having no boss being around 95% of the time. There are also the opportunities to travel to nice resorts and entertain business clients all on company paid expenses.
But the big problem is getting into the pharmaceutical industry as it is often seen as a closed field that is open to only those with prior experience. The competition for job positions is stiff as well with hundreds of applications sent in for every opening. So here are some general things to consider if you want to pursue pharmaceutical sales as your next career.
Finish Your Degree
In almost all cases these days, pharmaceutical companies will require that you have a college or university degree as a prerequisite. It doesn't have to be in business or science as many arts degree graduates have successfully entered the industry. So if you haven't finished your degree yet, then finish it.
You Must Know How to Open Doors
There are a lot of closed doors in the pharmaceutical industry. If you can't get inside from the front door, you need to use the side and back doors. But you have to know where to find all possible doors leading to your dream job. Do your research on the best ways to network in the industry to learn all you can about the field as well as make some contacts.
Standard Cover Letters and Resumes Just Won't Do
You can't use just any standard cover letter and resume formats for pharmaceutical sales jobs. You need documents geared specifically towards sales positions. Simply listing all the different jobs you ever had will not get you that interview. You have to know what to write and what not to write order to attract the attention of recruiters as well as sales managers. Again, this is part of the research that you will have to do.
You Must Shine During Interviews
You have to be able to effectively counter for any background shortfalls that might look like potential liabilities to interviewers. The role for interviews is magnified tenfold for sales positions so you must convincingly demonstrate high sales potential even if you don't have a sales background. It's not just a matter of answering interviewers' questions. Interviews are potential showcases for your skills and for pharmaceutical sales positions. You have to show the interviewers that you indeed have what it takes to be a pharmaceutical sales representative.
There is no doubt that there is a lot of research and preparation required in order to land pharmaceutical sales jobs but a career in this industry is definitely worth it. Fortunately, there are several good resources out there in the form of books to help you and it is highly advised that you do pick up one or two if you are serious about pursuing a pharmaceutical sales career.
Good money can be made with the added benefit of having no boss being around 95% of the time. There are also the opportunities to travel to nice resorts and entertain business clients all on company paid expenses.
But the big problem is getting into the pharmaceutical industry as it is often seen as a closed field that is open to only those with prior experience. The competition for job positions is stiff as well with hundreds of applications sent in for every opening. So here are some general things to consider if you want to pursue pharmaceutical sales as your next career.
Finish Your Degree
In almost all cases these days, pharmaceutical companies will require that you have a college or university degree as a prerequisite. It doesn't have to be in business or science as many arts degree graduates have successfully entered the industry. So if you haven't finished your degree yet, then finish it.
You Must Know How to Open Doors
There are a lot of closed doors in the pharmaceutical industry. If you can't get inside from the front door, you need to use the side and back doors. But you have to know where to find all possible doors leading to your dream job. Do your research on the best ways to network in the industry to learn all you can about the field as well as make some contacts.
Standard Cover Letters and Resumes Just Won't Do
You can't use just any standard cover letter and resume formats for pharmaceutical sales jobs. You need documents geared specifically towards sales positions. Simply listing all the different jobs you ever had will not get you that interview. You have to know what to write and what not to write order to attract the attention of recruiters as well as sales managers. Again, this is part of the research that you will have to do.
You Must Shine During Interviews
You have to be able to effectively counter for any background shortfalls that might look like potential liabilities to interviewers. The role for interviews is magnified tenfold for sales positions so you must convincingly demonstrate high sales potential even if you don't have a sales background. It's not just a matter of answering interviewers' questions. Interviews are potential showcases for your skills and for pharmaceutical sales positions. You have to show the interviewers that you indeed have what it takes to be a pharmaceutical sales representative.
There is no doubt that there is a lot of research and preparation required in order to land pharmaceutical sales jobs but a career in this industry is definitely worth it. Fortunately, there are several good resources out there in the form of books to help you and it is highly advised that you do pick up one or two if you are serious about pursuing a pharmaceutical sales career.
How to get a Pharmaceutical Sales Job
So you've decided that you want to get into pharmaceutical sale. And why not? With such benefits as high income potential to six figures, a recent model company car, lots of freedom and independence as well as the opportunity to work with highly educated medical professionals, it's no wonder why many individuals wants a pharmaceutical sales job.
Good money can be made with the added benefit of having no boss being around 95% of the time. There are also the opportunities to travel to nice resorts and entertain business clients all on company paid expenses.
But the big problem is getting into the pharmaceutical industry as it is often seen as a closed field that is open to only those with prior experience. The competition for job positions is stiff as well with hundreds of applications sent in for every opening. So here are some general things to consider if you want to pursue pharmaceutical sales as your next career.
Finish Your Degree
In almost all cases these days, pharmaceutical companies will require that you have a college or university degree as a prerequisite. It doesn't have to be in business or science as many arts degree graduates have successfully entered the industry. So if you haven't finished your degree yet, then finish it.
You Must Know How to Open Doors
There are a lot of closed doors in the pharmaceutical industry. If you can't get inside from the front door, you need to use the side and back doors. But you have to know where to find all possible doors leading to your dream job. Do your research on the best ways to network in the industry to learn all you can about the field as well as make some contacts.
Standard Cover Letters and Resumes Just Won't Do
You can't use just any standard cover letter and resume formats for pharmaceutical sales jobs. You need documents geared specifically towards sales positions. Simply listing all the different jobs you ever had will not get you that interview. You have to know what to write and what not to write order to attract the attention of recruiters as well as sales managers. Again, this is part of the research that you will have to do.
You Must Shine During Interviews
You have to be able to effectively counter for any background shortfalls that might look like potential liabilities to interviewers. The role for interviews is magnified tenfold for sales positions so you must convincingly demonstrate high sales potential even if you don't have a sales background. It's not just a matter of answering interviewers' questions. Interviews are potential showcases for your skills and for pharmaceutical sales positions. You have to show the interviewers that you indeed have what it takes to be a pharmaceutical sales representative.
There is no doubt that there is a lot of research and preparation required in order to land pharmaceutical sales jobs but a career in this industry is definitely worth it. Fortunately, there are several good resources out there in the form of books to help you and it is highly advised that you do pick up one or two if you are serious about pursuing a pharmaceutical sales career.
Good money can be made with the added benefit of having no boss being around 95% of the time. There are also the opportunities to travel to nice resorts and entertain business clients all on company paid expenses.
But the big problem is getting into the pharmaceutical industry as it is often seen as a closed field that is open to only those with prior experience. The competition for job positions is stiff as well with hundreds of applications sent in for every opening. So here are some general things to consider if you want to pursue pharmaceutical sales as your next career.
Finish Your Degree
In almost all cases these days, pharmaceutical companies will require that you have a college or university degree as a prerequisite. It doesn't have to be in business or science as many arts degree graduates have successfully entered the industry. So if you haven't finished your degree yet, then finish it.
You Must Know How to Open Doors
There are a lot of closed doors in the pharmaceutical industry. If you can't get inside from the front door, you need to use the side and back doors. But you have to know where to find all possible doors leading to your dream job. Do your research on the best ways to network in the industry to learn all you can about the field as well as make some contacts.
Standard Cover Letters and Resumes Just Won't Do
You can't use just any standard cover letter and resume formats for pharmaceutical sales jobs. You need documents geared specifically towards sales positions. Simply listing all the different jobs you ever had will not get you that interview. You have to know what to write and what not to write order to attract the attention of recruiters as well as sales managers. Again, this is part of the research that you will have to do.
You Must Shine During Interviews
You have to be able to effectively counter for any background shortfalls that might look like potential liabilities to interviewers. The role for interviews is magnified tenfold for sales positions so you must convincingly demonstrate high sales potential even if you don't have a sales background. It's not just a matter of answering interviewers' questions. Interviews are potential showcases for your skills and for pharmaceutical sales positions. You have to show the interviewers that you indeed have what it takes to be a pharmaceutical sales representative.
There is no doubt that there is a lot of research and preparation required in order to land pharmaceutical sales jobs but a career in this industry is definitely worth it. Fortunately, there are several good resources out there in the form of books to help you and it is highly advised that you do pick up one or two if you are serious about pursuing a pharmaceutical sales career.
Pharmaceutical Sales through the recession
If all you do in terms of trying to land your first pharmaceutical sales job is to send in your resume to human resources departments, recruiters or through a resume 'blasting' service, then your efforts may not become fruitful during tough times of a recession. Even in good times, blindly sending in your resume is not the most effective way of getting a pharmaceutical sales position. Ironically, this is probably the most often used method among job seekers out there. If you are one of the more savvy job seekers taking the time to network with industry people like current pharmaceutical sales representatives, sales managers and other folks who are connected with the industry in your local area, then these efforts will have a higher chance of getting you results.
First of all, you could have less competition during a tough economy since many people out there will simply wait for a better times before restarting their job search efforts again, at least in pharmaceutical sales. Second, if you do your networking properly and if the industry people you network with like you as a high potential sales rep, then they will remember you. If you take the time to develop some sort of business relationship with these people, you will keep your name at the top of their minds.
Even if there are no openings during tougher times, there will be again eventually since economic slumps are usually part of business cycles. When companies are in a position to hire again due to better economic conditions, your name will be at the top of their candidate list. Your competition, who just apply during healthy economic periods, will be at a major disadvantage to you since they are unknown entities to the companies but you are already known as a serious candidate for a pharmaceutical sales position. Companies may not even bother to advertise for openings if they already know that you are available to fill in a spot in their sales force.
The other factor is that for many companies in pharmaceuticals and health care, there could be some business units that seem to be recession proof. No matter how the economy is doing, sales of some pharmaceutical and health care products are pretty stable since people still need health care as well as medications all the time. In fact, it is said that we could see even more people in need of health care during tough times because of increased stress levels for individuals trying to make ends meet. So some companies in the health care sector may be doing just fine during recessions.
The bottom line, is that if you choose to network wisely with pharmaceutical industry people and not expect that sales positions will be open right at the moment, then doing so during a recession is as good as any other times. In fact, being active in networking during recessions may give you a definite edge over your competition in the job market for pharmaceutical sales.
First of all, you could have less competition during a tough economy since many people out there will simply wait for a better times before restarting their job search efforts again, at least in pharmaceutical sales. Second, if you do your networking properly and if the industry people you network with like you as a high potential sales rep, then they will remember you. If you take the time to develop some sort of business relationship with these people, you will keep your name at the top of their minds.
Even if there are no openings during tougher times, there will be again eventually since economic slumps are usually part of business cycles. When companies are in a position to hire again due to better economic conditions, your name will be at the top of their candidate list. Your competition, who just apply during healthy economic periods, will be at a major disadvantage to you since they are unknown entities to the companies but you are already known as a serious candidate for a pharmaceutical sales position. Companies may not even bother to advertise for openings if they already know that you are available to fill in a spot in their sales force.
The other factor is that for many companies in pharmaceuticals and health care, there could be some business units that seem to be recession proof. No matter how the economy is doing, sales of some pharmaceutical and health care products are pretty stable since people still need health care as well as medications all the time. In fact, it is said that we could see even more people in need of health care during tough times because of increased stress levels for individuals trying to make ends meet. So some companies in the health care sector may be doing just fine during recessions.
The bottom line, is that if you choose to network wisely with pharmaceutical industry people and not expect that sales positions will be open right at the moment, then doing so during a recession is as good as any other times. In fact, being active in networking during recessions may give you a definite edge over your competition in the job market for pharmaceutical sales.
Pharmaceutical Sales
A career in pharmaceutical sales does not necessarily require a medical background. A four year college degree of any discipline is sufficient. What does matter though is the kind of efforts you take to secure a good job in pharmaceutical sales, and, once in, how hard you work at making a success of it.
The first step that you need to take is to prepare your resume tailored to the requirements of the pharmaceutical industry. Once your resume is ready it is imperative that you initiate and maintain the right kind of networking to see that your resume reaches the places that matter in the area of pharmaceutical sales. It is advisable to be well versed in relevant details about the industry in general and certain companies in particular.
One of the main appealing factors about a career in pharmaceutical sales is that any kind of work experience or background is acceptable. What is required is desire and willingness to learn the ropes and put in hard work. It is relatively easy to land an entry level pharmaceutical job. Hard work and diligence ensures that you stick on and scale greater heights in the area of pharmaceutical sales.
Those who look for higher jobs in this area are people who already have some amount of experience in pharmaceutical sales. Such people need to equip themselves with relevant information that will give them an edge over the competition. Pharmaceutical industry trends; latest happenings in the industry; an in depth knowledge of the targeted company's profile - like history, products and pipelines, is the kind of homework that must be done.
It is no secret that those who manage to get into pharmaceutical sales jobs are people who would have done exceedingly well in their interviews. Interviews for pharmaceutical sales jobs entail having to face several industry specific questions. There are no shortcuts here, those who do their home work well, succeed
The first step that you need to take is to prepare your resume tailored to the requirements of the pharmaceutical industry. Once your resume is ready it is imperative that you initiate and maintain the right kind of networking to see that your resume reaches the places that matter in the area of pharmaceutical sales. It is advisable to be well versed in relevant details about the industry in general and certain companies in particular.
One of the main appealing factors about a career in pharmaceutical sales is that any kind of work experience or background is acceptable. What is required is desire and willingness to learn the ropes and put in hard work. It is relatively easy to land an entry level pharmaceutical job. Hard work and diligence ensures that you stick on and scale greater heights in the area of pharmaceutical sales.
Those who look for higher jobs in this area are people who already have some amount of experience in pharmaceutical sales. Such people need to equip themselves with relevant information that will give them an edge over the competition. Pharmaceutical industry trends; latest happenings in the industry; an in depth knowledge of the targeted company's profile - like history, products and pipelines, is the kind of homework that must be done.
It is no secret that those who manage to get into pharmaceutical sales jobs are people who would have done exceedingly well in their interviews. Interviews for pharmaceutical sales jobs entail having to face several industry specific questions. There are no shortcuts here, those who do their home work well, succeed
How to avoid Sales Failure
David Letterman has his "Top Ten List." Stephen Covey has "Seven Habits" and John Maxwell has his "Twenty-One Laws." Here are my "Top Nine Principles for Success or Failure in Sales."
Sales Success Principles:
1. Ask for Help
Average producers are not good at asking for help. This may stem from lack of confidence in not wanting to be transparent about a weakness in their selling process. Lack of asking for help may also come from not being committed to doing what it takes to succeed. If you ask for advice, people expect you to execute on the advice. Top producers, on the other hand, are confident and have no problem admitting they are not perfect. They are also committed to do what it takes to become excellent in their profession. Top producers seek out advisors and mentors. I have also noticed they are the best students during a sales training course. They bring case studies for review or call for extra coaching. Top producers understand that no one gets great by themselves.
2. Sales Activity
When I first entered the sales training profession, I had a sales coach. The first question asked during our weekly coaching sessions was, "Tell me about your sales activity plan." At first, I found this question puzzling. I was in the sale guru business. Wasn't he supposed to ask me about my ability to find "pain" on a call or uncover corporate decision making process? This wise coach understood that the sales training business is no different than any other business. If my sales activity plan didn't lead me to prospects, it didn't matter how good my selling or training skills were....no one would ever know! Top revenue producers understand that a consistent sales activity plan is the key to finding new clients and driving revenue.
3. Eliminate Excuses
Poor producers spend most of their time discussing excuses that prevent them from making their sales goal; i.e. increased competition, problems with operations issues at the company, or the current market. Top producers invest most of their time discussing how to achieve results, how to beat increased competition, ways to improve/work around operations issues, and how to sell regardless of economic issues. Top producers live by the mantra, "We are judged only by results, not by excuses."
4. Lose Your Mediocre Friends
Remember your mom saying, "Tell me who your friends are and I will tell you what you are like." (Okay, so maybe it was just my mother.) This quote is absolutely true in sales. Tell me who you "hang" with and I will tell you what you are like. Mediocre performers like to "hang" with other mediocre performers. The bar for success is low and membership criteria is easy....expect and accept less. The weekly agenda for meetings is always predictable and preset: Bring one new excuse for discussion.
5. Get Rid of Arrogance
A top producer that has achieved the "top of the hill" status can quickly move to the bottom of the hill because of arrogance. Arrogant individuals stop learning because, after all, they are the best in the business. What can they possibly learn after 20 years in the profession? The real issue is that young, hungry, competitors haven't caught the disease of arrogance. The competition continues to learn, change and grow. The result is a new king or queen of the hill looking down at a stunned, retired past king or queen.
6. Get Focused
A poor producer can work very hard. Lack of sales isn't from lack of effort; it's that the effort is focused on the wrong prospect, activity and partnerships. Top producers have clearly identified their ideal client and have built a strategy around meeting, influencing, and creating value for that specific client. They are very clear on who they will sell and what they will sell. Top producers walk away from prospects that don't fit their ideal profile; leaving them more time to walk towards best fit clients. They leave the price shopping prospects to their competitors who get to invest all their time in writing proposals that go nowhere.
7. Manage Your Time
Top producers are good at calendaring. They set aside very specific times each week for business development (prospecting calls, client retention calls, calls updating referral partners, etc.). Top producers have discipline and don't allow outside distractions to deter them from their most important appointment - the appointment with themselves and working their plan.
8. Invest in Yourself
Top producers don't wait for someone else to make them good (I.e. I will only attend a sales training course if the company is picking up the tab). I am reminded of a client, "Jill," who came to me seven years ago. She was an administrative assistant desiring to enter the sales profession. Her current employer would not offer her a sales position because they just didn't think an administrative assistant could sell. Jill believed she had the ability to be very good in sales and invested her own time and money in sales training. She eventually applied for a sales position at another firm and became the number one salesperson at the new firm. (By the way, Jill also practiced all of the success principles listed above.) Jill did not wait to get good based on someone else's beliefs or dollars.
9. Get Going
Are you getting ready to get ready? Listen up: Perfection is highly overrated. While you are waiting to get all the research done on a prospect, perfecting your technique, or redoing your PowerPoint one last time, the salesperson that is showing up is getting the deal. Strive for perfection, but don't wait on perfection
Sales Success Principles:
1. Ask for Help
Average producers are not good at asking for help. This may stem from lack of confidence in not wanting to be transparent about a weakness in their selling process. Lack of asking for help may also come from not being committed to doing what it takes to succeed. If you ask for advice, people expect you to execute on the advice. Top producers, on the other hand, are confident and have no problem admitting they are not perfect. They are also committed to do what it takes to become excellent in their profession. Top producers seek out advisors and mentors. I have also noticed they are the best students during a sales training course. They bring case studies for review or call for extra coaching. Top producers understand that no one gets great by themselves.
2. Sales Activity
When I first entered the sales training profession, I had a sales coach. The first question asked during our weekly coaching sessions was, "Tell me about your sales activity plan." At first, I found this question puzzling. I was in the sale guru business. Wasn't he supposed to ask me about my ability to find "pain" on a call or uncover corporate decision making process? This wise coach understood that the sales training business is no different than any other business. If my sales activity plan didn't lead me to prospects, it didn't matter how good my selling or training skills were....no one would ever know! Top revenue producers understand that a consistent sales activity plan is the key to finding new clients and driving revenue.
3. Eliminate Excuses
Poor producers spend most of their time discussing excuses that prevent them from making their sales goal; i.e. increased competition, problems with operations issues at the company, or the current market. Top producers invest most of their time discussing how to achieve results, how to beat increased competition, ways to improve/work around operations issues, and how to sell regardless of economic issues. Top producers live by the mantra, "We are judged only by results, not by excuses."
4. Lose Your Mediocre Friends
Remember your mom saying, "Tell me who your friends are and I will tell you what you are like." (Okay, so maybe it was just my mother.) This quote is absolutely true in sales. Tell me who you "hang" with and I will tell you what you are like. Mediocre performers like to "hang" with other mediocre performers. The bar for success is low and membership criteria is easy....expect and accept less. The weekly agenda for meetings is always predictable and preset: Bring one new excuse for discussion.
5. Get Rid of Arrogance
A top producer that has achieved the "top of the hill" status can quickly move to the bottom of the hill because of arrogance. Arrogant individuals stop learning because, after all, they are the best in the business. What can they possibly learn after 20 years in the profession? The real issue is that young, hungry, competitors haven't caught the disease of arrogance. The competition continues to learn, change and grow. The result is a new king or queen of the hill looking down at a stunned, retired past king or queen.
6. Get Focused
A poor producer can work very hard. Lack of sales isn't from lack of effort; it's that the effort is focused on the wrong prospect, activity and partnerships. Top producers have clearly identified their ideal client and have built a strategy around meeting, influencing, and creating value for that specific client. They are very clear on who they will sell and what they will sell. Top producers walk away from prospects that don't fit their ideal profile; leaving them more time to walk towards best fit clients. They leave the price shopping prospects to their competitors who get to invest all their time in writing proposals that go nowhere.
7. Manage Your Time
Top producers are good at calendaring. They set aside very specific times each week for business development (prospecting calls, client retention calls, calls updating referral partners, etc.). Top producers have discipline and don't allow outside distractions to deter them from their most important appointment - the appointment with themselves and working their plan.
8. Invest in Yourself
Top producers don't wait for someone else to make them good (I.e. I will only attend a sales training course if the company is picking up the tab). I am reminded of a client, "Jill," who came to me seven years ago. She was an administrative assistant desiring to enter the sales profession. Her current employer would not offer her a sales position because they just didn't think an administrative assistant could sell. Jill believed she had the ability to be very good in sales and invested her own time and money in sales training. She eventually applied for a sales position at another firm and became the number one salesperson at the new firm. (By the way, Jill also practiced all of the success principles listed above.) Jill did not wait to get good based on someone else's beliefs or dollars.
9. Get Going
Are you getting ready to get ready? Listen up: Perfection is highly overrated. While you are waiting to get all the research done on a prospect, perfecting your technique, or redoing your PowerPoint one last time, the salesperson that is showing up is getting the deal. Strive for perfection, but don't wait on perfection
Pharmaceutical Sales
Pharmaceutical sales is a medical career in the drug industry that can be quite competitive. Many recent college graduates want to get a job as a drug representative, but find themselves not knowing what to do, where to look, or what to expect. But is it for you?
So you have just graduated from College and "WHAT ARE YOU GONNA DO NOW" is the question you hear over and over from everyone. Your grandpa Fred at Sunday dinner says, "THAT YOUNG FELLA NAMED STEWART NEXT DOOR TO YOUR GRANDMA AND I IS IN PHARMACEUTICAL SALES." We saw him last week in Dr. Smith's office. In fact, he's doing great and he loves his job. Have you ever looked into it this career he says?
Once you realize it's the Stewart with the buck teeth from grammar school who ate the live cricket on the playground years ago, you can't believe it! You say, "I KNOW THAT GUY." I saw him last week dressed to the tee walking out on the street like Prince William from the UK. You're a little surprised that this guy could have gotten into the industry; you've heard that the pharmaceutical industry is a competitive field, and you know Stewart wasn't exactly the cream of the crop among you and your childhood friends. However, Stewart knew how to get into the exciting and well paying pharmaceutical industry while you sit idle without a job answering 20 questions. So how did Stewart do it? How did he get into the pharmaceutical industry?
On the surface, drug sales representatives are those evil and well dressed people that you love to hate who just stroll straight the into doctor's offices while you sit there waiting two hours to have your bruised leg checked out. This is only what the "general public" sees and knows about the profession. The other parts involve planning pre-call planning objectives and competitive analysis in order to make sure that sales representatives make calls that are effective. That is what most people in the general public do not see.
A pharmaceutical sales representative comes with the responsibility of being the key contact between the medical profession and the pharmaceutical industry. This job involves a challenge each and every day. No two days are ever the same. Timing also plays a very important role in this job.
Pharmaceutical Sales Representatives maintain a tight schedule so that important sales calls are made. Some calls need appointments, while others do not. This does not even take into account the mood of the physician when a representative makes contact. The experience sometimes is not a pleasant one.
So are you the right person for this job? Ask yourself these questions:
Ask yourself if you are:
A Self-Starter- Pharmaceutical representatives don't work in a regular office with a boss who watches their every move like a hawk. Instead, they work autonomously, going out on calls to sell. That means if you're going to be a rep, you've got to be able to make a schedule and stick to it. It goes without saying that you are also a driven individual who has a strong work ethic.
A Great Time Manager- As I already said, you've got to be able to line up your sales calls/appointments and get on them. If you are not in the car, on the road either to or from a sales call or scheduling one with a hard to see doctor, you are not making money. Bad news, if you can't manage time right now you cannot succeed in this industry.
A Good Communicator- When it counts, can you get your point across with people that are well educated and bright.
A Team Player- You are able to operate in a way that makes your team think you're truly an asset. You are happy to recognize others' success and point out their strengths.
So you have just graduated from College and "WHAT ARE YOU GONNA DO NOW" is the question you hear over and over from everyone. Your grandpa Fred at Sunday dinner says, "THAT YOUNG FELLA NAMED STEWART NEXT DOOR TO YOUR GRANDMA AND I IS IN PHARMACEUTICAL SALES." We saw him last week in Dr. Smith's office. In fact, he's doing great and he loves his job. Have you ever looked into it this career he says?
Once you realize it's the Stewart with the buck teeth from grammar school who ate the live cricket on the playground years ago, you can't believe it! You say, "I KNOW THAT GUY." I saw him last week dressed to the tee walking out on the street like Prince William from the UK. You're a little surprised that this guy could have gotten into the industry; you've heard that the pharmaceutical industry is a competitive field, and you know Stewart wasn't exactly the cream of the crop among you and your childhood friends. However, Stewart knew how to get into the exciting and well paying pharmaceutical industry while you sit idle without a job answering 20 questions. So how did Stewart do it? How did he get into the pharmaceutical industry?
On the surface, drug sales representatives are those evil and well dressed people that you love to hate who just stroll straight the into doctor's offices while you sit there waiting two hours to have your bruised leg checked out. This is only what the "general public" sees and knows about the profession. The other parts involve planning pre-call planning objectives and competitive analysis in order to make sure that sales representatives make calls that are effective. That is what most people in the general public do not see.
A pharmaceutical sales representative comes with the responsibility of being the key contact between the medical profession and the pharmaceutical industry. This job involves a challenge each and every day. No two days are ever the same. Timing also plays a very important role in this job.
Pharmaceutical Sales Representatives maintain a tight schedule so that important sales calls are made. Some calls need appointments, while others do not. This does not even take into account the mood of the physician when a representative makes contact. The experience sometimes is not a pleasant one.
So are you the right person for this job? Ask yourself these questions:
Ask yourself if you are:
A Self-Starter- Pharmaceutical representatives don't work in a regular office with a boss who watches their every move like a hawk. Instead, they work autonomously, going out on calls to sell. That means if you're going to be a rep, you've got to be able to make a schedule and stick to it. It goes without saying that you are also a driven individual who has a strong work ethic.
A Great Time Manager- As I already said, you've got to be able to line up your sales calls/appointments and get on them. If you are not in the car, on the road either to or from a sales call or scheduling one with a hard to see doctor, you are not making money. Bad news, if you can't manage time right now you cannot succeed in this industry.
A Good Communicator- When it counts, can you get your point across with people that are well educated and bright.
A Team Player- You are able to operate in a way that makes your team think you're truly an asset. You are happy to recognize others' success and point out their strengths.
Pharmaceutical Sales
A pharmaceutical sales career is a highly sought after career path. Getting a drug rep job in the medical sales field can be quite competitive. Many recent college graduates want to become drug reps, but find themselves not knowing what to do, where to look, or what to expect.
So you have just graduated college, still unemployed, and your Uncle Fred (if you have an uncle Fred) is grilling you about your future plans for all to see and hear at Thanksgiving dinner. He tells you that he knows someone in pharmaceutical sales who is doing well. In fact, he's doing great! Uncle Fred reveals the secret person and tells you who it is. You can't believe it! "I know that guy!" This is your only half-hearted reply. Your "real and brutally honest" opinion is nestled in your mind for no one else's ears. The conversation moves on painfully, and now you really feel worthless!
You're a little surprised that this guy could have gotten into drug sales; you've heard that the pharmaceutical industry is a competitive field, and you know he was not at the top of his class. In fact, he was kind of near the bottom. Could this be true? Is uncle Fred putting you on the spot, right here at Thanksgiving dinner for all to hear? Or is he trying to tell you to get moving towards this career path?
You may be thinking, "I'm interested in being a pharmaceutical sales representative." I have been looking to get into the industry. I have heard lots of good things about it. The money is great, you get a company car and there are nice bonuses too! If "Jeremy", uncle Fred's mystery person got a job then so can I. I've think I've got the personality and the drive? If Jeremy can do it, then I can do it.
"Where do I get started," is the next thought that crosses your mind. You never really researched an industry, or a job for that matter. Where do you turn next? What should I do?
Typically, these thoughts are very common for any recent college graduate trying to get into the pharmaceutical industry. In fact many recent college graduates are probably all saying the same thing. Whether it is in pharmaceutical sales or in any other industry, the transition towards job interviewing skills and preparation are not commonly taught in college.
Unfortunately some people who think they might be interested find it nearly impossible to learn about the pharmaceutical industry. They don't know exactly how to find out what a pharmaceutical sales rep does all day (other than wear cool clothes and get paid lots of money). They don't know where to look for more information, they don't know how to look for such a job, and they don't have any connections in the industry to help them out.
Recent college graduates looking to get into pharmaceutical sales aren't aware of what they need to do, what not to do, where to look and finally, what to expect when they do get an interview. The competition in the drug rep industry is fierce. Knowing what to do, where to look and being prepared is half the battle.
Many recent college graduates who embark on their searches for a pharmaceutical sales job are not aware that they need a "brag book" (documenting all of their achievements) academically or professionally. In addition, many individuals are not aware that an interview process my consist of 5 or more interviews, sometimes prolonging the hiring process for months. Finally, many young graduates are blind-sided by the deep and thought provoking questioning used in a pharmaceutical interview.
So you have just graduated college, still unemployed, and your Uncle Fred (if you have an uncle Fred) is grilling you about your future plans for all to see and hear at Thanksgiving dinner. He tells you that he knows someone in pharmaceutical sales who is doing well. In fact, he's doing great! Uncle Fred reveals the secret person and tells you who it is. You can't believe it! "I know that guy!" This is your only half-hearted reply. Your "real and brutally honest" opinion is nestled in your mind for no one else's ears. The conversation moves on painfully, and now you really feel worthless!
You're a little surprised that this guy could have gotten into drug sales; you've heard that the pharmaceutical industry is a competitive field, and you know he was not at the top of his class. In fact, he was kind of near the bottom. Could this be true? Is uncle Fred putting you on the spot, right here at Thanksgiving dinner for all to hear? Or is he trying to tell you to get moving towards this career path?
You may be thinking, "I'm interested in being a pharmaceutical sales representative." I have been looking to get into the industry. I have heard lots of good things about it. The money is great, you get a company car and there are nice bonuses too! If "Jeremy", uncle Fred's mystery person got a job then so can I. I've think I've got the personality and the drive? If Jeremy can do it, then I can do it.
"Where do I get started," is the next thought that crosses your mind. You never really researched an industry, or a job for that matter. Where do you turn next? What should I do?
Typically, these thoughts are very common for any recent college graduate trying to get into the pharmaceutical industry. In fact many recent college graduates are probably all saying the same thing. Whether it is in pharmaceutical sales or in any other industry, the transition towards job interviewing skills and preparation are not commonly taught in college.
Unfortunately some people who think they might be interested find it nearly impossible to learn about the pharmaceutical industry. They don't know exactly how to find out what a pharmaceutical sales rep does all day (other than wear cool clothes and get paid lots of money). They don't know where to look for more information, they don't know how to look for such a job, and they don't have any connections in the industry to help them out.
Recent college graduates looking to get into pharmaceutical sales aren't aware of what they need to do, what not to do, where to look and finally, what to expect when they do get an interview. The competition in the drug rep industry is fierce. Knowing what to do, where to look and being prepared is half the battle.
Many recent college graduates who embark on their searches for a pharmaceutical sales job are not aware that they need a "brag book" (documenting all of their achievements) academically or professionally. In addition, many individuals are not aware that an interview process my consist of 5 or more interviews, sometimes prolonging the hiring process for months. Finally, many young graduates are blind-sided by the deep and thought provoking questioning used in a pharmaceutical interview.
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