If you’re dreaming of landing a medical device sales job that pays over $100,000, you’ve probably already heard that it’s not easy. The interview process can feel like a marathon of rejection letters, weird AI filters, and tough questions meant to make you doubt yourself.

So today, let’s talk about why it’s so hard to break in, what those interviews are really testing, and how you can stand out so you’re the one getting the job offer, not the rejection email.

The Truth: This Industry Is Tough (But Worth It)

Medical device sales is no walk in the park. It’s fast-paced, competitive, and intense. You’ll be working with surgeons, handling high-pressure situations, and dealing with people who don’t sugarcoat things.

But it’s also extremely rewarding financially and personally. You’re helping sell products that literally change lives. And yes, top reps make an average of $177,000 a year, putting them in the top 10% of earners in the U.S.

That’s why the interviews are designed to weed people out. They’ll try to talk you out of the job to see if you really want it. If you can push through rejection, stay confident, and keep showing up, they’ll know you can handle the real-world pressure once you’re hired.

Step 1: Stop Just Applying Online

If you don’t have B2B sales experience, applying online might get you rejected within minutes. Many companies use AI filters that automatically kick out resumes without the “right” keywords.

Instead, network. Build relationships. Find champions inside the company who can vouch for you. That’s how you stand out from the hundreds of other applicants who just hit “apply.”

Step 2: Know How to Handle Objections

Every interview is really just a test of how you handle objections just like in sales.

They’ll tell you:

• “You don’t have the right clinical experience.”
  
  
• “You don’t have the right sales background.”
  
  
• “Why should we hire you over someone with more experience?”
  
  

Don’t freeze or agree with them. Smile, stay calm, and say something like:

“I totally understand your concern, but here’s why that’s not actually a problem…”

Show that you can stay composed under pressure and think on your feet. That’s exactly what great sales reps do.

Step 3: Know the Process (and the Players)

Every company and even each division has a different interview process. Medtronic, Stryker, Zimmer, J&J… they all run things differently. Some use personality tests like the Gallup, and even those vary between divisions.

How do you learn the differences? Talk to people who’ve been through it. Connect with current reps and recruiters. The more you know, the less anxious you’ll be and the more confident you’ll come across.

Step 4: Do Your Homework

The best candidates don’t just show up. They research:

• Who are the top competitors?
  
  
• What are the key products?
  
  
• Who’s dominating the market in that division?
  
  

When you know the landscape, you can talk like someone who already belongs there. That’s how you show you’re serious.

Step 5: Follow Up (and Close the Interview!)

Most candidates fail after the interview because they don’t follow up.

Send a thank-you email within 24 hours (ideally within an hour). Thank them for their time, recap what you discussed, and remind them why you’re a great fit.

Before you even leave the interview, close like a salesperson. Ask:

“Do you have any reservations about me as a candidate?”
If they do — handle it.
If they don’t — ask:
“What are the next steps, and when can I expect to hear from you?”

Then, if they don’t reply, you already have permission to follow up. Simple, professional, and confident.

Step 6: Be Confident (Even When You’re Nervous)

A lot of people don’t believe they’re “good enough” for a six-figure job. They doubt they can perform once they’re in. But confidence isn’t magic, it’s preparation.

Mock interviews, roleplays, practice pitches, knowing the company and its products ,all that preparation kills anxiety. Because when you know what to expect, you don’t hope you’ll do well. You know you will.

Final Thoughts

Breaking into medical device sales isn’t easy and it’s not supposed to be. The process is designed to test if you can handle pressure, rejection, and uncertainty.

But if you show up prepared, confident, and persistent, you’ll stand out. Don’t just “apply.” Network. Research. Follow up. Close every conversation with intention.

And most importantly, believe you belong there.

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All the best,

Jacob McLaughlin