Insights & Trends Recruiting Trends

Medical Sales Recruiters: Give Passive Candidates a Chance


You’re excited about medical sales. As a medical sales recruiter, you are constantly on the lookout for top-quality reps who share your enthusiasm for this fast-paced and innovative industry. In fact, enthusiasm is a key factor in your decision to source particular candidates.

In fact, this is not a unique deciding factor. Of the more than 1,600 U.S.-based recruiters and human resources professionals surveyed in the 2016 Jobvite Recruiter Nation survey, 78 percent said candidate enthusiasm is an important factor.  

Medical sales is a highly competitive field, however. And in the recruiting race, overlooking passive candidates means missing out on potentially high-performing talent.

However, passive candidates aren’t enthusiastic about medical sales simply because they don’t know enough about fluidity in the field or the industry, as a whole. They don’t realize the opportunities that await them or the potential they hold. This is where you can seize the opportunity to expose untapped talent for medical sales positions.

Here’s how to build excitement about medical sales jobs with passive candidates:

1) Sell the fit

Passive candidates aren’t going to come to you — you have to discover them. They have existing skills and experience that can easily transfer into medical sales, but you need to show them what those qualifications are.

Help these candidates realize that any extra training they’ll need is easily attainable, but they already possess the highly desirable soft skills medical sales employers are looking for right now.

In fact, LinkedIn surveyed 700 talent acquisition leaders across the U.S. and Canada for their 2017 Recruiting Trends report. Of the participants, 37 percent said soft skills are a defining factor in placing candidates.

Some transferable skills include persuasion, interpersonal communication, and networking.

As you’re sourcing for talent, keep an eye out for passive candidates who have interest in industry topics and demonstrate these soft skills. Their current casual interests match the goals of a great medical sales rep, even if they don’t realize it yet.

For instance, when you notice a professional who creates and posts online content regarding healthcare innovation and emerging trends in technology, reach out and show them the benefits of the industry.

Interact with them through sharing industry content. Once this bridge is gapped, demonstrate how they can use their current interests and knowledge to excel in a rewarding career.

The key is to help them understand that the best way to move forward professionally is to pursue a career in a field that aligns with what they’re passionate about, rather than just what they’re good at.

2) Sell the industry

Medical sales is a dynamic and unique industry that appeals to many people — not just those currently in the field. This is based on three core principles: professional advancement, networking opportunities, and customer impact.

Few other industries allow for rapid advancement on the scale of medical sales. Passionate and determined reps can earn high-level compensation in a short amount of time, without having to spend years “climbing the ladder.”

The industry offers the ability to advance through charting your own course to success. Point A to Point B does not have to be a direct path. It’s important to show passive candidates how they can map their career advancement by moving throughout the industry and acquiring the skills and knowledge they need to reach their goals.

Medical sales also provides excellent opportunities for professional networking. The majority of time will be spent working independently, in the field. This is not to suggest, however, that reps can expect to work in a bubble, without any engagement with co-workers and like-minded professionals.

Much of that interaction will be with medical staff. The customer base is constantly, actively seeking knowledge and assistance for providing the best medical care possible.

It’s important to show passive candidates the bigger picture in medical sales. They are not just selling trinkets and bobbles. Medical sales directly impacts people’s lives in an immeasurable and positive way. And medical sales reps can see this greater impact as a direct result of their efforts and expertise.

3) Sell the perks

Medical sales offers a unique experience to professionals who prefer autonomy and flexibility. This is a big selling point to focus on when getting passive candidates excited about a career shift into medical sales.

While it’s true that there are times when longer hours, evening, and weekend work is necessary, really shine light on the fact that many reps set their own hours, rather than working a traditional 9-5. They have the option to work remotely and schedule client calls and meetings, to a greater degree, around work-life balance.

What makes this field truly stand apart from other sales industries, however, is it provides opportunity for long-term work stability.

In an age of economic uncertainty, medical sales will always remain relevant. Owing to an aging population and constant advancements in medical testing and treatments, future growth of medical sales is certain. Reps will always be in high demand.

If you’re not actively recruiting passive candidates, you’re missing out on qualified professionals who offer varied skills and experience, are motivated for success, and are enthusiastic to learn new things. Now’s the time to reach out to and get them excited about a rewarding career in medical sales.

What are you doing to attract quality passive candidates? Let us know in the comments!