Recommended
Recommended
More Related Content
Similar to Medical Device Sales Help
Similar to Medical Device Sales Help (20)
Medical Device Sales Help
- 1. Standing on Top of the World!!!!!
- 2. 1) Self-Fulfillment 2) Excellent Income 3) Recession Proof 4) Learn something new every day 5) Peer Recognition – everything is ranked within a company – daily results - EGO
- 3. Observed and sold Medical Devices in over 3500 Surgical Procedures Attended and help facilitate 12 National Sales Training Programs – 2 weeks for each Managed Medical Device Reps with hiring and firing responsibility Involved with placing over 500 Sales Reps and Managers in the Medical Sales Arena Previewed over 40,000 Resumes
- 4. 1) Medical Sales Options -$ differences and day to day stuff… Pharmaceutical Sales Medical Device Sales 2) Background needed to get into Medical Sales 3) Typical Interview Process 4) Other
- 5. 1) Primary Care – GP’s / IM in a POD Environment – need 2+ yrs of B2B Sales 2) Specialty – Urology / GI etc. sometimes in a POD Environment – need 2- 4 years of B2B Sales and 2-4 years of PC Sales 3) Biotech – Oncology / Alzheimer's no PODs – need 5+ years of Specialty Sales
- 7. 1)Primary Care - $55K to $80K Base - $40K to $60K Bonus - $15K to $20K 2)Specialty – $90K to $130K Base - $70K to $100k Bonus - $20K to $30k 3)Biotech – $120K to $180K Base - $100K to $130K Bonus - $20K to $50K
- 8. Hospital Based – Sell Capital Equipment or Disposables to the Hospital System (non-O.R.) and Offices – 5+ years of B2B or limited Pharm Exp Gowns – Gloves – Beds – Stretchers etc… $100K to $130K Compensation $50K to $60K Base $50K to $70K Bonus
- 9. Operating Room Based – Sell Capital Equipment and/or Disposables during surgery 7+ years of B2B and/or B2B Mgt Pharm and/or Med Device Surgical Staplers / Implants / Heart Valves $140K to $500K Compensation $40K to $100K Base $100K to $400K Bonus
- 10. Excellent High School background – athletics/government/part-time work etc. 4 Year Degree – 99% of the time / Master’s not necessary yet good for movement into upper mgt Exceptional Extra-Curricular Activities other than going to class i.e. Athletics / Clubs / Government / Greek / Volunteer Good GPA – Usually 3.0 or higher but not an absolute Very limited movement out of college – no job hopping – have a job waiting for you when you graduate Exceptional Business to Business (B2B) Sales Training/Experience/Accomplishments Fortune 500 companies such as ADP / Pitney Bowes / IKON Office / Ricoh / Lanier / Gallo / IBM / Xerox etc…
- 11. Initial Phone Screen – 30 - 45 minutes Initial Face to Face – 1 Hour Topline conversation – “Tell me what you have done in your career?” “Walk me from High School to Present Day” 2nd Interview – 2-3 Hours – In Depth Dialogue “Tell me how you accomplished what you have done” Field Ride – ½ to a Full Day shadowing a Rep / asking questions to the customers / taking notes – interacting Final Interview - 1 hour to 3 hours Not a lock if you go to a final
- 12. PISTL P = Presence / you can be 5’ Tall and have tremendous presence and be 6’ 6’’ and have no presence I = Intelligence / Can you absorb – learn – master the clinical terminology well enough to carry on a detailed conversation with a physician? S = Sales Sales Training – Formalized i.e. SPIN Selling Sales Accomplishments – Rankings – Accolades – Awards T = Thought Process – why did you pick the college you did? Courses to take? How did you land your first job? L = Leadership – can you take on additional responsibilities down the road? Can you show how you acted like a leader in High School / College / First Job?
- 13. Sign up for www.linkedin.com – it’s like Facebook for Professionals Reminder on solid Fortune 500 B2B companies such as ADP / Pitney Bowes / IKON Office / Ricoh / Lanier / Gallo / IBM / Coca Cola / Pepsi / Xerox etc… Buy the book – “SPIN Selling” by Neil Rackham Situation Problem Implication Need Payoff