| When it comes to breaking into medical sales, a | | | | with them for a day. Job shadowing will (1) give you |
| nursing background provides you with at least two | | | | hands-on experience of what the job is like, (2) arm |
| natural advantages: a solid science background and | | | | you with critical keywords for your resume, and (3) |
| on-the-job technical experience with the products. | | | | impress hiring managers with your willingness to invest |
| (That's a lot. If you were the customer, wouldn't you | | | | the extra time and effort before you even get the job. |
| rather buy a product from someone who's used it? It | | | | * Polish your resume and interview skills. Research |
| wouldn't be your entire reason, but it would be a | | | | how to write a good resume. Sales job interviews are |
| definite point in favor.) | | | | tough, so practice, practice, practice. You have to be |
| What you're probably missing: the "sales" part. But | | | | smooth, confident, and able to answer objections (just |
| where there's a will, there's a way. A nurse who has | | | | like in a sales call). |
| good communication and interpersonal skills and is | | | | * Create a 30/60/90-day sales plan for your interview. |
| willing to work for it has an excellent opportunity to | | | | A 30/60/90-day plan is just an outline for what you will |
| transition into an exciting, rewarding new job. | | | | do in your first 3 months on the job--broken up into |
| Here's a transition strategy: | | | | your first 30 days (like training and introductions), your |
| * Set up some informational interviews with sales reps | | | | first 60 days (like more field time), and the first 90 days |
| or managers who work in the areas you're interested | | | | (starting to pull in new business). I can't emphasize |
| in. Keep it simple, maybe take them out for a coffee | | | | enough how well this works. It helps the hiring manager |
| or lunch (no more than a 15-30 minute meeting, please), | | | | to see you in the job, and lets him know that you do |
| and ask your questions. If they can't meet with you but | | | | understand how to be successful in this new career |
| offer to answer your questions by email, then by all | | | | area. That takes away a lot of the risk (in his mind) |
| means ask them. Research before you ask so you | | | | from hiring you. |
| don't waste valuable time, and be sure to send them a | | | | * Consider personalized career coaching. Everyone's |
| thank you note. | | | | situation is different, and what one candidate really |
| * Bridge your knowledge gap by reading books to | | | | needs to work on is not the same as the next one. A |
| increase your knowledge of the sales process. Think | | | | good career coach will quickly see the best way for |
| "sales techniques," or "sales strategies". I personally | | | | you to market yourself as a medical sales job |
| love SPIN Selling by Neil Rackham. Or take a training | | | | candidate, find the most efficient way for you to fix |
| course. If you want to go all out, you could consider an | | | | your weak spots, help you practice the best answers |
| MBA degree (education is always helpful), but it's not | | | | to interview questions, tweak your resume for |
| essential. | | | | maximum effect, and give you a map for the process. |
| * Set up a professional profile on LinkedIn. You can | | | | I can't guarantee you that doing these things will land |
| learn a tremendous amount by joining sales groups | | | | you a job, but I will guarantee you that they will make |
| and checking out their discussions, and most people | | | | the most of what you have to offer, and give you |
| are very willing to answer questions and help you out. | | | | your best possible opportunity to transition into medical |
| And an attractive, professional profile is your first step | | | | sales by setting you up as a very attractive candidate |
| to gaining the attention of recruiters or hiring managers. | | | | who stands out from the competition. Best of luck to |
| * Find a sales rep or two who will let you ride along | | | | you. |