Top 5 Tips for Your Transition to Medical Device Sales

You began a career in sales or perhaps are seeking to make the transition from a clinical role to working device sales. I often am approached by many seeking to make this transition. A career in medical device sales can be rewarding in many ways, but it requires specific skills and knowledge. I have collected five tips to help as you consider this transition in your professional career.

1. Become an expert in the medical industry - device-specific!

The transition from inside/outside sales to healthcare will be more challenging if you have no prior experience in hospitals, clinics, or regulatory authorities. Having this knowledge will enable you to engage in the proper medical terminology used by healthcare professionals and truly understand what your customers need.

1. Educate Yourself About Product

Familiarize yourself with the medical device you intend to sell, in-depth, establish yourself as a subject matter expert (SME), and learn how the device helps to address specific healthcare needs. It is crucial to have this knowledge in order to fully understand the product as well as to communicate effectively with healthcare professionals and patients.

1. Develop Strong Interpersonal Skills

   Experienced reps know a successful medical device sale is founded upon strong relationships with healthcare professionals. It will be imperative to develop excellent interpersonal skills, so you are able to quickly and easily establish trust and credibility with your clients and patients. Important skills include: active listening, empathy, effective communication in all forms.

2. Remain Current And Informed About Regulations

   The medical device industry is incredibly heavily regulated. It is imperative you familiarize yourself with regulatory enviornment. This includes FDA regulations and compliance guidelines. Keeping abreast of changes to regulations is critical as you sell and promote medical devices from both a legal and ethical standpoint.

3. Network, Network, Network...Build, Build, Build Relationships! Networking and building relationships is critical and a non-negotiable within medical device sales. Some great ways to do this are to attend industry related conferences, join specific related professional organizations and start to follow, comment and connect with key opinion and decision makers within healthcare facilities and groups. Ensuring you have built a strong network will be the biggest asset to help gain more access to potential clients and truly remain informed regarding industry trends and opportunties.

4. Bonus: Be A Sponge!!!

   The medical device industry is ever changing and evolving. You must make the personal and professional committment to continue to engage in ongoing learning and training to remain current on latest advancements within the field. Many organizations provide device/product specific training, utilize these trainings to truly enhance your knowledge and skillset.

In conclusion - the transition to the medical device sales arena, may take time, committment and tenacity/persistance. Following these tips, connecting with others who have gone through a simliar experience and have proven success, paired with continuing to improve your knowledge/skills can truly increase your chances of success in a very competitive industry.