Recently, I made a LinkedIn post sharing that our average person breaking into medical device sales comes in around $94,478. Shortly after posting, a manager commented that leveraging offers is a great way to “piss off medical device companies that are taking a chance on someone with no experience.”

Within hours, several industry professionals liked the comment.

That reaction highlights something important about the industry: many companies expect candidates with no experience to accept lower pay simply because they’re “getting a chance.”

But the reality is different.

Why Top Candidates Have Leverage

When candidates go through the process correctly, they often receive multiple offers. When that happens, leverage naturally exists.

This is not unusual. It’s how sales works.

If a candidate has two or three companies interested in hiring them, those companies are competing for the same talent. The best candidates often receive stronger compensation offers because organizations want to secure them.

It’s similar to an auction. Supply and demand determine value.

A candidate with multiple offers can evaluate salary, culture, work-life balance, and team fit. Higher pay does not always win, but having options gives the candidate control of the decision.

Why Some Companies Push Back

Some organizations push back on candidates negotiating or leveraging offers because their compensation packages are not competitive.

In many cases, companies try to hire entry-level candidates at salaries between $60K and $70K. Meanwhile, other companies in the industry offer significantly higher starting compensation.

Candidates who understand their value and approach the process strategically can avoid being underpaid.

Sales Is Built on Leverage

Ironically, leveraging opportunities is exactly what sales reps do every day.

Sales professionals create urgency, compare alternatives, and use timing or availability to move deals forward. These strategies are normal in business negotiations.

The same principles apply during the hiring process.

Candidates who treat interviews like sales conversations where both sides evaluate value often perform better and secure stronger offers.

Why Knowing Your Worth Matters

Many people spend months trying to break into medical device sales. Some eventually accept the first offer they receive, even if the salary is far below industry averages.

Understanding the market and knowing your value can dramatically change the outcome.

For example, someone who spends a year trying to break in and accepts a $61K offer may miss out on opportunities where starting compensation is $90K or higher. That difference affects long-term earning potential, career growth, and overall lifestyle.

Final Thoughts

Medical device sales is a competitive industry, but it is also full of opportunity. Candidates who prepare properly, network effectively, and approach interviews strategically often create multiple options for themselves.

When that happens, leverage naturally follows.

The most important lesson is simple: know your worth. Understand the market, prepare for interviews like a professional, and remember that the right company will recognize your value.

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All the best,

Jacob McLaughlin