I want to talk about something I’ve been hearing a lot lately: people making it to third, fourth, even final rounds… and then losing the interview.

It’s frustrating, I know. But after working with thousands of people breaking into this industry, I can tell you the top three reasons it keeps happening and how to fix them.

Reason #1: You’re Not Prepared

I know you’ve heard me say this before, but it’s worth repeating. Too many people show up unprepared.

Prepared doesn’t just mean wearing a suit (though yes, wear the suit even if they say you don’t have to). Prepared means:

• You know the company’s mission statement and products.
  
  
• You can explain why you want this company, this division, and why they should pick you.
  
  
• You’ve looked up who you’re talking to on LinkedIn and you’ve got smart questions ready.
  
  

And remember: every interaction is an interview. That “quick call” with a manager? It’s an interview. Grabbing coffee with a rep? Still an interview.

Here’s the thing: companies will often give you 24–48 hours’ notice before an interview. They do that on purpose. They want to see what you can pull together quickly just like you’ll have to do on the job. Even 10–15 minutes of research will put you ahead of most candidates.

Reason #2: You’re Too Passive

Here’s another big one: being timid.

If you’re ending emails with “hopefully I hear back from you,” you’re being too passive. That doesn’t show confidence. Instead, say, “I look forward to hearing from you.” Small change, huge difference.

In interviews, you’re going to get objections. They’ll say:

• “You don’t have sales experience.”
  
  
• “You don’t have clinical experience.”
  
  
• “Other candidates have more years than you.”
  
  

That’s the game. The whole purpose of the interview is to throw objections at you. Your job is to acknowledge them, then flip them into positives.

For example: “I understand I don’t have traditional B2B sales experience. But I’ve been selling to doctors and patients, and those skills transfer directly.”

When I broke in with Medtronic at 25, the VPs told me later: “We just kept throwing haymakers at you, and you kept handling them.” That’s what won me the job.

Confidence wins. Cockiness loses. Confidence is: “I know I can do this, and here’s proof.” Cocky is just bragging with nothing to back it up.

Reason #3: You’re Not Doing the Job

I say it all the time: do the job to get the job.

That means:

• Build target lists.
  
  
• Do pre-call planning.
  
  
• Reach out cold.
  
  
• Follow up and set meetings.
  
  

If you’re not already doing these things, the hiring team notices. They’re watching every step to see if you act like a sales rep because if you can’t do it now, why would they hire you?

And let me be real with you: you’re not just competing against other new grads or nurses. You’re competing against experienced reps already in the industry trying to move up. I had to beat out a Boston Scientific rep with 10 years of experience to get my shot at Medtronic.

What separated me? Hustle, preparation, confidence, and proving I could do the work.

The Mindset Shift

Too many candidates show up desperate: “Please take a chance on me.” That’s not it. The best people I’ve coached flip the script. They know they’ve done the work. They’re in multiple interview processes. And they carry themselves like, “This company needs to sell me on why I should work here.”

That’s confidence. That’s what gets offers and not just offers, but offers at six figures and beyond.

Final Thoughts

If you’re losing interviews, here’s the truth: it’s not just “bad luck.” It’s usually one of these three things:

1. You weren’t prepared.
   
   
2. You were too passive.
   
   
3. You didn’t show you could already do the job.
   
   

The good news? Every single one of these is fixable.

Stop lying to yourself about “almost getting there.” Time is the only thing you can’t get back. Do the work, get prepared, stay confident, and go win your next interview.

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 program 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

‍