Transitioning from clinical roles into the competitive field of medical device sales can be a daunting but rewarding journey. For clinicians such as nurses, OTs, PTs, SLPs, and athletic trainers, understanding the intricacies of this shift is crucial. Here, we delve into the critical aspects of the interview process, selecting the right job roles, leveraging clinical skills, effective networking, and overcoming negativity.

Understanding the Interview Process

Unlike the more straightforward hiring processes typical in clinical settings, breaking into medical device sales often involves a complex, multi-stage interview process. It's not uncommon for candidates to go through five to seven rounds of interviews, including screenings with HR, meetings with hiring managers, and sometimes discussions with senior executives. Each stage tests different competencies, from technical knowledge and sales acumen to cultural fit within the company.

Choosing the Right Job Roles

When considering a career in medical device sales, it's essential to apply for roles that align with your expertise and career goals. Clinicians have several entry points:

• Associate Sales Rep: An entry-level position, great for those with less sales-specific experience but strong clinical backgrounds.
  
  
• Clinical Specialist: Ideal for those who prefer a focus on education and support over direct sales, leveraging their clinical expertise to assist in the sales process without the pressure of quotas.
  
  
• Territory Manager: Requires more experience but offers higher compensation and responsibility, suitable for those with a strong understanding of both clinical and business aspects.
  
  

Bringing Your Clinical Skills into Medical Device Sales

Clinicians possess a unique set of skills that are incredibly valuable in medical device sales. Your understanding of medical terminology, patient care, and the healthcare environment are all assets. When interviewing, emphasize how these skills translate into sales excellence. Highlight experiences where you've recommended products, influenced treatment plans, or educated peers and patients—these are all forms of selling.

Networking Correctly

Effective networking is crucial in medical device sales. It’s not just about who you know; it’s about who knows you and your capabilities. Utilize platforms like LinkedIn to connect with industry professionals. Attend industry conferences and seminars to meet potential mentors and employers in person. When networking, focus on building genuine relationships rather than just collecting contacts. Show interest in learning about others' roles, challenges, and successes within the industry.

Ignoring Negativity

One of the biggest challenges when transitioning to a new industry is dealing with doubt and negativity, both from within and from peers. You may encounter skepticism about your ability to shift from a clinical to a sales role. It's important to stay focused on your goals and not let others' doubts undermine your confidence. Surround yourself with supporters and mentors who encourage your growth and understand the value you bring to the sales field.

Final Thoughts

For clinicians aiming to break into medical device sales, it’s crucial to prepare thoroughly for a different kind of interview process, select roles that best fit your background and aspirations, effectively translate and communicate your clinical experience into sales competencies, network strategically, and maintain resilience against negativity. By focusing on these areas, you can navigate the transition more smoothly and successfully position yourself within the lucrative field of medical device sales. Remember, your clinical background provides a strong foundation; it’s all about leveraging your existing skills in new ways to achieve career growth.

Want More Details?

For the full story and more insights, watch the full episode on YouTube or listen on Spotify and Apple Podcasts. Don't miss out on valuable lessons and experiences!

‍Ready to break into Medical Device Sales? 

‍If you’re serious about breaking into Medical Device Sales, our course/mentorship is designed to help you break into the industry where our average person is breaking into Medical Device Sales in just 8.5 weeks at $105,502.

‍Click here to learn more and kickstart your journey to success.
‍

All the best,

Jacob McLaughlin

‍

‍