How to Break into Medical Device Sales By Selling Remotely

Tamara Gocken

Whether you are fresh out of college or looking for a career change, a Medical Sales position may be a good fit for you. Medical sales positions offer a lucrative career for the right person. A sales role is not the right fit for everyone.

You have to be good at cutting through the grind to get in front of the decision-makers. Now, each organization is different in how they structure their sales department. Some companies provide you leads, and for other organizations, you are responsible for finding your leads.

Ideally, sales professionals should be comfortable making cold calls, meaning connecting with people that have no idea who you are or what services you represent. Cold leads are by far the leads that the most seasoned sales representative avoids.

Contentz caught up with Samuel Adeyinka from Evolve Your Success and discussed how medical sales representatives could sell under the pandemic strictness. Samuel is a seasoned Career Coach in the Medical Industry, and we were fortunate to hear from him on selling remotely. Content helps sellers reach contacts and make an impact in this day and age. Leverage content in medical device sales to get the attention of busy doctors.

Click here to listen to Samuel’s interview.

Building Brand

Define your specialty. The stronger you align your professional goals with your objectives, the more passionate you are, which will help you to stand out in your interview.

  • What area of medical sales do you want to pursue?
  • Why did you choose this area of expertise?
  • What value can you offer this field?
  • What inspires you in this industry?

Answering these questions will help you define your career path and will aid you in drafting your elevator pitch.

First, let’s craft your brand messaging. Check out this article from HubSpot – 12 Examples of Positioning Statements & How to Craft Your Own. While this article was written for organizations, you can apply it to your personal needs. For example, answering the following items will clarify your proposition statement.

  • Who you serve
  • What value do you offer
  • How do you position your offer
  • Why you’re in business
  • What makes you different from the competition

So by now, you have a pretty good idea of what medical field you want to be a part of and why it moves you. We need to continue to drill deeper to stand out in interviews and online. Let’s get into your story.

Communicating A Strong Story

Take the answers to the nine questions above, and let’s start to sort through them. We need a beginning, a middle, and an ending. The beginning – focus on how it all began.

  • What drove you or inspired you early on to pursue ____?
  • What hurdles did you overcome, and
  • Where did that take you?

The middle is where you are at today.

  • Why are you looking for something different?
  • What changes moved you in this direction?
  • Begin to touch on what makes you different.

The ending is your next step, not necessarily the end of your career. The ending is where you are headed next.

  • What goal do you want to achieve next?
  • Why do you want to achieve it?
  • Focus on why your next employer would be fortunate to have you.

It is easier to have too much content than not enough when writing any document. Now that you have all these answers down on paper, you can begin to dice and slice it to a more concise message. Remember, the elevator pitch is named this for a reason – it should be brief, inspiring, and leave your audience wanting more.

Schedule a consultation with Contentz, and let’s figure out the best way to highlight your story.

Standout Interview Skills

Establish your resume. There are many valuable articles on this matter. Here is a couple that you may find helpful:

  • Medical resume building source 1
  • Medical resume building source 2
  • Medical resume building source 3

Find a coach to help guide you through the medical sales professional job search – connect with Samuel Adeyinka on LinkedIn, and his company Evolve Your Success.

Building A Powerful Network

Create your LinkedIn Profile. Identify other medical sales professionals on LinkedIn and view their profiles for ideas. Evaluate their engagement and see what’s working. Make notes and modify your profile accordingly.

Build your LinkedIn network. Stay engaged with your network – Like, Comment, and Share your Network’s posts on a routine basis. Generate your content to establish and build your own brand identity.

Make Your Case

Sell yourself to the interviewer or recruiter! You have to show them you are the right person for the job.

“It is not about bragging about yourself. Rather about making the case that you’re a good fit, if not the best fit for this position that you desire. So you got to make that case. You got to sell the interview or the recruiter. …This is what I believe I can do. This is why I do the things I do, and this is how I do the things I do.” ~ Samuel Adeyinka

You have to make someone believe that you are the right fit for them. It starts with confidence. Practice it in front of a mirror; practice it in front of your neighbor or spouse. You have to make sure you are comfortable with your pitch so it is fluid and will resonate with confidence.