You're starting a medical sales business. What should you look for when hiring employees?

What an honor to be asked to contribute to this critical question. I do my best to follow the data on hiring. If you ask 50 people what the #1 thing they look for in hiring, you will get 80% or more DIFFERENT answers....even in the same industry for the same or similar jobs (my research). This implies managers don't have a good understanding of specific traits that work for a role. The data suggests we look first to a candidate's Fluid IQ. The more complex the role, the more critical it becomes to assess the candidate's ability to problem solve. In fact, that is what most employees do all day...solve problems at work. It follows that people who can solve problems better and faster might be at the top of your hiring list.

When hiring employees for a medical sales business, you need to ensure that they fully understand the health care system and where/ how their solution fits in. If they are still new in the field, they need to be curious, great listeners and able to develop trust rapidly.

I believe that a Medical Sales profesional should have strong problem solving skills as well as good understanding of the medical and clinical side of the business in which he or she is selling in. A solid command of medical terminology when presenting to physicians or technicians is important to sell effective. It is also imperative for this individual to have good listening skills in order the understanding customers needs so the could align with your product and service.

La experiencia en el Sector La actitud de las personas Los Valores y principios Las recomendaciones de los clientes La empatía, imagen y habilidades de comunicación.

According to my experience, it's always beneficial to hire individuals with a proven sales aptitude, such as a track record of meeting sales targets, deep market knowledge, and established relationships with key customers. Certainly, this doesn't diminish the importance of meeting the necessary educational qualifications.

To truly understand and value the purpose for patients’ & health care professionals needs. This is the most important thing in prder to be passionate and committed towards their work.Experience and working in a collaborative mindset is also a key. Continuous education approach with a compliance background is a priority.

Considerar la experiencia reduce la curva de aprendizaje y por tanto eleva la productividad. La formación es vital, está es de doble vía, la organización debe formarles en aspectos internos, políticas, procesos, productos, para potenciar sus resultados. El perfil varía de país a país, hay países que los representantes deben ser Químicos Farmacéuticos (Costa Rica, Honduras, Panamá, otros), en otros no. Mi opinión es que también deben tener experiencia u orientación en ventas, antes que nada son "vendedores" y para alcanzar las metas tienen que contar con habilidades blandas y duras que permitan afrontar los retos comerciales, así también conocer territorios para lograr venta.

When hiring for a medical sales business, prioritize candidates with relevant experience and education. Experienced hires bring industry knowledge and a proven track record. Seek those who've met or exceeded sales targets. Education-wise, degrees in business, marketing, or healthcare are valuable. Look for adaptability and resilience in candidates, as well as evidence of continuous learning and professional development. A blend of experience and education ensures candidates are equipped to excel in the dynamic medical sales landscape.

In current scenario & medical sales dynamics, experience is far more important then education, because with the passage of time any individual learns more relevant & up-to-date knowledge as compare to any degree holder. But cherry on the cake is that person who have strong relationship with KOLs & purchasers in the industry, who can convert this into sales value, in lesser time & efforts.

When hiring employees for a medical sales business, there are several key factors to consider. Here are some important qualities and skills to look for in potential candidates: Industry Knowledge: Look for candidates who have a strong understanding of the medical field, including medical terminology, products, and industry trends. This knowledge will enable them to effectively communicate with healthcare professionals and understand customer needs. Sales Experience: Prior sales experience, especially in the medical or pharmaceutical industry, i Communication Skills: Relationship Building: Adaptability and Resilience: Problem-Solving Abilities: Ethical Conduct: Team Player: Tech Savviness: Continuous Learner:

high communication skills attract customers and also give chance for employee to explore the need which should focus to satisfy through listening also will be able to transfer important feedbacks to the company to take corrective measures when needed

Communication is an art to a medical sales reps. If a too-fluent-in-speaking candidate is too talkative and lack of listening skills, she/he may not find an unmet needs in the stakeholders and miss the opportunity to close the sales.

When starting a medical sales business, prioritize hiring employees with strong communication and presentation skills. Effective communication ensures clarity in conveying product information and addressing customer concerns. Look for candidates who can articulate complex concepts in simple terms, fostering understanding among clients and colleagues. Individuals adept at persuasive presentation techniques can effectively showcase product benefits and overcome objections. Employees with such abilities contribute to positive client interactions, leading to increased sales and client satisfaction. Their proficiency enables them to build rapport, address client needs, and represent your business professionally.

In my role as a sales coach, I've encountered a considerable number of customers who prefer to engage with representatives that confidently and clearly communicate information about their brands. Numerous studies also indicate that the most successful sales calls are made by representatives with strong presentation skills.

Presentation can always be taught or learned but communication style is at most times a DNA 🧬 piece! Rules of 3 to consider: 1) How do you communicate now ? 2) What did you find caused a communication hiccup in the past and how did you overcome the hiccup ? 3) What do you do to keep your communication skills fresh today for your next conversation tomorrow ?

Communication and presentation Communication talent skills, which are naturally occurring is the most crucial finding, as it is the base that upon it we can build or the subsequent skills, communication, negotiation, presentation...etc

Empathy: Empathetic sales representatives can better understand the needs of healthcare professionals and provide appropriate solutions. Problem-Solving Skills: Medical sales often involve navigating complex challenges. Look for candidates who can think critically and creatively to address customer concerns. Adaptability: The medical industry is constantly evolving. Seek candidates who can adapt to changes in technology, regulations, and market trends.

- in my experience this is the first and most important thing to look for in a sales person. Adding to that he must have the ability to improve his communication and presentation skills so not to be depending only on talent, this will lead to achieving his goals and targets.

My perspective is that simple and clear communication with proper understanding of the customer always win. On job training or training or guidance from immediate manager/training will sharpen the candidate.

I hv seen people with average communication but has done well. Good Communication does not guarantee conversion person who has hunger will do it ….

I'll hire attitude above all things, with the right attitude an individual can be transformed. The sales associates needs the right attitude and mindset to deal with the never ending challenges on the field

Attitude and motivation above all other variables! A willing volunteer is worth two pressed individuals and you cannot put a value on on a brilliant attitude, however, if you hire an individual with the wrong attitude the cost to your business is huge.

Having worked in medical sales ecosystem for close to 2 decades, of course education is a baseline which is and should be common to all. I would consider your attitude and motivation over anything else. I am a seasoned coach, I will coach you to develop the requisite skills to succeed, however, you must come to the table with that drive and hunger to succeed. Whatever we all call skills and experience today, we learned them and nobody was born with them. With the wrong attitude, everything else on that list is zero!

Motivation and attitude are crucial for success not just in medical sales. While technical skills can be learned, intrinsic qualities like motivation and attitude shape one's approach, engagement, and success in the role. A motivated salesperson tackles challenges with resilience, understands client needs, and builds trust. Conversely, a lack of motivation or negative attitude can hinder performance, even with adequate technical knowledge. While technical skills are essential, motivation and attitude are deeper qualities that influence mindset and work ethic. In conclusion, organizations should prioritize nurturing a positive culture, recognizing the pivotal role of motivation and attitude in driving success in medical sales.

A few things that you can control that go a long way in the Med Device arena are Attitude and Effort. Your willingness to “own” these attributes is a game changer translating to success.

The two things you can’t train are motivation and attitude. When the pharmaceutical industry decades ago moved away from hiring only pharmacists to sell and moved to sales people with the right motivation and attitude, sales performance increased exponentially. Too much focus is on experience within a market or disease state. Give me someone with has the right attitude the rest is teachable. Just because someone has specific knowledge or experience doesn’t mean that the customer will respond to them. Over the years I’ve hired people that had more general industry experience as opposed to x number of years in a specific disease state and the broader general vision married with a great attitude has always driven my teams to great success.

The driver key to creat best team in Medical business is Motivation and attitude Then everything else comes after and gained gradually

When starting a business in the medical field, motivation and attitude are keys for success! Anyone can have the education and experience, but the positive, assertive and will to win attitude is what differentiates a salesperson from another one.

Seek for Candidates who Must Have 3 main criteria , Believe in themselves . Know & Master Adaptability . Don't stop Learning .

When starting a medical sales business, prioritize hiring employees with strong motivation and a positive attitude. Motivated individuals exhibit enthusiasm and drive, contributing to a dynamic and productive work environment. Look for candidates who demonstrate a proactive approach and a willingness to go above and beyond. A positive attitude fosters resilience in the face of challenges and inspires teamwork among colleagues. Employees with motivation and a positive attitude are more likely to adapt to change, pursue professional development opportunities, and contribute to the growth and success of your medical sales business.

Seek candidates who demonstrate adaptability, resilience, and a proactive attitude. Employees who can effectively navigate challenges and embrace change contribute to organizational growth and success. Additionally, prioritize candidates who exhibit strong interpersonal skills and empathy. Building rapport with clients and colleagues is essential in the medical sales industry. Choose individuals who can establish trust, communicate effectively, and collaborate seamlessly within your team. Selecting employees based on personality and fit enhances team cohesion, morale, and overall performance. Invest in individuals who not only possess the necessary skills but also embody the values and ethos of your medical sales business.

This should be the first. Skills will be taught. If they don’t fit the culture, values and vision nothing else matters. My first call for an interview is always more focused on can I hold a conversation with this person. You have to take their skills and experience at face value of what they share but they can’t hide (atleast usually) who they are.

Professional Personality is the main, through it you can develop a lot of other needed personality aspects. There are no specific criteria in personality, human variations are the normal, but professionality is the guarantee to adjust the fitting

candidates who have the skills, experience, and personality that match your sales strategy and culture. The most important about relationships with customers to facilitate achieving Company goals

Un vendedor médico debe tener una personalidad sólida, definida y basada en valores. Sus relaciones deben fundamentarse en la confianza, la transparencia, de tal manera que estás sean sólidas y permanentes en el tiempo. Considero que todo profesional debe estar alineado a los valores empresariales. La visión es un factor motivador para muchos, por tanto, si esta es compartida y retadora, será un agente visualizará ese futuro donde él/ella también desea estar. La capacidad de adaptación es clave en un vendedor médico, las condiciones así lo demandan, la dinámica de mercado, la diversidad de personas con las que interactúa, sin esta habilidad, será cuesta arriba su trabajo.

Todo vendedor profesional debe ser apasionado por lo que hace. El conocimiento de su producto, competencia, mercado, las tendencias, pero sobre todo su cliente, es vital para aplicar sus habilidades durante su promoción. La presentación de sus productos conlleva conocimiento y pasión, sin estos elementos, no lograrán dejar el mensaje diferenciador que el cliente (médico), necesita para considerar su producto dentro de su terapéutica. Un vendedor médico presenta argumentos basados en evidencia, por ello se prepara para lograr un diálogo consultivo y de alto nivel.

Healthcare sales differs significantly from other industries in several ways. Sales representatives in this sector have to engage with customers who are often more qualified and knowledgeable than they are, necessitating a deep understanding of both background information and brand knowledge.

My take would be passion for selling, meet & convince people,enthusiasm that reflects when you talk about your product and it is infectious.Passion keeps you going even after rejections, it makes you try one more time when chips are down. Added with knowledge it makes a formidable combination of positivity that helps one scale insurmountable tasks.

Knowledge is power, Passion is an add. Ability to learn is the main including accepting to learn, missing this ability is not acceptable. Passion can be developed, can be initiated.

The employee must possess some basic Interpersonal skills such as a good impression and communication skill and willingness to adapt to the organizational structure of the company.

Thank you for this opportunity to share my perspective. In my view potential is a great horizon to unlock. When I hire I find it of great impact to be an enabler and catalyser of discovering the enormous opportunities and stronger sustainability which can only happen when you spot a talent with potential. Experience can be learnt but believing in people creates stronger engagement and a long term sense of appreciation which triggers the willingness to develop, grow and achieve. High performing organisations is a result of members who have the potential then the space to be empowered to drive anything forward.

Los vendedores médicos, buscan su desarrollo de forma personal, construyen relaciones sólidas, ganan la confianza a través de su esfuerzo y congruencia entre el ser y el decir. Un vendedor de este nivel, comprende que la experiencia no son años acumulados haciendo lo mismo, sino es una constante renovación que conduce a mejores oportunidades. Ellos (as) con sus conocimientos y habilidades establecen bases importantes para su crecimiento y desarrollo, pero debemos de aclarar que no todo buen vendedor, será un ejecutivo en las ventas.

In addition to the points above, relationship building is one of the most important factors that determine success in the world of sales. A combination of how you treat people and what relationships you have developed with your customers or colleagues are indicators that I have looked out for in the selection process for Medical reps.

When hiring for a medical sales business, beyond the basics, it's critical to find candidates with a strong understanding of healthcare compliance and regulations, technical and scientific knowledge of products, excellent relationship-building skills, and an empathetic approach to patient care. They should be adaptable, problem-solvers with a resilient nature. A background in healthcare sales, a proven track record, strategic thinking, and alignment with company values are also key. These attributes ensure employees can navigate the complex medical landscape effectively and ethically.

Problem-Solving Skills: Candidates should demonstrate strong analytical and problem-solving abilities. They should be able to identify customer pain points, propose effective solutions, and handle objections confidently.

Diversity in a Medical sales team can improve the employee experience while boosting an organization's bottom line. As sales representatives interact with customers from different backgrounds, they must find ways to quickly connect with and understand those customers. Organizations that hire Medical reps from all walks of life tend to form well-rounded teams that can build strong customer relationships with a wide range of customer segments. However, medical sales managers must create a safe and inclusive work environment that makes all team members feel comfortable and respected to retain them.

In addition to above higher a candidate with growth mindset. Navigating the curve of sales for a newbie is challenging hence the right attitude would keep the hunger and fuel success

Dentre todas estas competências e qualidades, o engajamento e sentimento de dono são as cerejas do bolo. Um colaborador engajado, trabalha como se fosse o dono do negócio, com paixão e propósito, conseguindo encontrar as melhores soluções e contribuir da melhor maneira com a sociedade

Un vendedor médico, debe aprender de las tendencias de mercadeo e implementarlas en sus tareas diarias, esto permitirá que comprenda mejor las acciones presentadas por sus colegas, aportando valor en su gestión. Algunos ejemplos. a. Buyer Persona b. Customer Journey Map c. Inbound Marketing entre otros temas relevantes.

Olá, acredito que nos dias atuais os aspectos técnicos de um produto ou serviço podem ser desenvolvidos com estudos e aprimoramento. Contudo a questão moral, ética e comportamental é algo ímpar. Sendo assim, coloco este segundo ponto como essencial no momento de contratação de um equipe de vendas.