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Looking Ahead: Entering Medical Sales in the Midst of Change

It’s undoubtedly daunting to job hunt during a global pandemic. It can feel even more challenging to those seeking a medical sales career in an industry that is always changing and evolving. 

The good news? According to the U.S Bureau of Labor Statistics, five out of the 20 fastest growing industries for the next decade are in the healthcare sector and those associated with it.

Even with this promising outlook in mind, you may still wonder how you can pursue a medical sales career during such unprecedented times. Especially when everything you thought you knew about medical sales based on research could change as we emerge from a global crisis.

While you can’t predict the future, you can prepare for your 2021 medical sales career by reflecting on 2020. Here’s a look at some of the things that we believe will remain the same, what could change, and our tips on how to break into the industry when so much is up in the air:

Here to stay…

Virtual sales calls

When the world went into lockdown, medical sales reps shifted to virtual sales calls, and they have proven to be very cost-effective and efficient. 

Recruiting has gone virtual in many companies and will likely heighten as the pandemic peaks again in the northern hemisphere over the next 4-6 months. It’s safe to say that virtual sales calls are the future and will become a permanent way of working even post-pandemic.

What you can do

Stand out. Use your interviews as a means to show how you can ‘lead the room’ in virtual calls and meetings. Confidently show your potential employer that you can handle a virtual sales call like a pro.

Client objections
Now more than ever, clients focus on efficiency and saving money to survive the COVID-19 economic impact. To prepare for the post-pandemic rebound, businesses are strategically looking for ways to cut costs while creating the same output. If they’ve found ways to do so, there’s no going back.
What you can do

Showcase your value. On your resume and during your interview be sure to highlight your ability to solve problems. Look at common objections and use evidence to prove you have a solution or are well-equipped to research one. Emphasize the way you’ve enabled efficiencies in previous roles.

What will Change…

Medical products

The world has changed before our eyes in 2020, and medical sales companies have evolved their products to fit the “new normal.” As we look ahead to 2021, many new medical products from this year will be designed to be easier for at-home, patient self-administration.

What you can do

Do your research. Be familiar with how the company you’re applying for has changed its products this year. Take your interview research a step farther and share your insight into industry trends and predictions. During your interview, give examples of how you are prepared to adjust your strategy to meet these demands and exceed sales goals.

Increased client pool

It’s safe to say that the post-COVID-19 world will be different. One of the biggest shifts will be fewer risks for companies overall. As a result, this can provide medical sales reps an opportunity to engage with more potential clients because they may be more willing to try new products again.

What you can do

Plan ahead. Be sure to share your post-pandemic strategy in the hiring process. Include how you plan to re-engage with lost clients and start reaching out to markets that have been struggling.