Medical Device Sales Help

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Do you want to become a medical device sales representative? Do you think you have what it takes to compete with the best in the business? Bishop Executive Services can help you to achieve this goal.
This short presentation can help you to determine if you should enter this field, and if this helps to define your goals, let Bishop find that opportunity for you.

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Medical Device Sales Help

  1. 1. Standing on Top of the World!!!!!
  2. 2.  1) Self-Fulfillment 2) Excellent Income 3) Recession Proof 4) Learn something new every day 5) Peer Recognition – everything is ranked within a company – daily results - EGO
  3. 3.  Observed and sold Medical Devices in over 3500 Surgical Procedures Attended and help facilitate 12 National Sales Training Programs – 2 weeks for each Managed Medical Device Reps with hiring and firing responsibility Involved with placing over 500 Sales Reps and Managers in the Medical Sales Arena Previewed over 40,000 Resumes
  4. 4.  1) Medical Sales Options -$ differences and day to day stuff…  Pharmaceutical Sales  Medical Device Sales 2) Background needed to get into Medical Sales 3) Typical Interview Process 4) Other
  5. 5. 1) Primary Care – GP’s / IM in a POD Environment – need 2+ yrs of B2B Sales2) Specialty – Urology / GI etc. sometimes in a POD Environment – need 2- 4 years of B2B Sales and 2-4 years of PC Sales3) Biotech – Oncology / Alzheimers no PODs – need 5+ years of Specialty Sales
  6. 6. 1)Primary Care - $55K to $80K Base - $40K to $60K Bonus - $15K to $20K2)Specialty – $90K to $130K Base - $70K to $100k Bonus - $20K to $30k3)Biotech – $120K to $180K Base - $100K to $130K Bonus - $20K to $50K
  7. 7.  Hospital Based – Sell Capital Equipment or Disposables to the Hospital System (non-O.R.) and Offices – 5+ years of B2B or limited Pharm Exp Gowns – Gloves – Beds – Stretchers etc… $100K to $130K Compensation $50K to $60K Base $50K to $70K Bonus
  8. 8.  Operating Room Based – Sell Capital Equipment and/or Disposables during surgery 7+ years of B2B and/or B2B Mgt Pharm and/or Med Device Surgical Staplers / Implants / Heart Valves $140K to $500K Compensation $40K to $100K Base $100K to $400K Bonus
  9. 9.  Excellent High School background – athletics/government/part-time work etc. 4 Year Degree – 99% of the time / Master’s not necessary yet good for movement into upper mgt Exceptional Extra-Curricular Activities other than going to class i.e. Athletics / Clubs / Government / Greek / Volunteer Good GPA – Usually 3.0 or higher but not an absolute Very limited movement out of college – no job hopping – have a job waiting for you when you graduate Exceptional Business to Business (B2B) Sales Training/Experience/Accomplishments Fortune 500 companies such as ADP / Pitney Bowes / IKON Office / Ricoh / Lanier / Gallo / IBM / Xerox etc…
  10. 10.  Initial Phone Screen – 30 - 45 minutes Initial Face to Face – 1 Hour Topline conversation – “Tell me what you have done in your career?” “Walk me from High School to Present Day” 2nd Interview – 2-3 Hours – In Depth Dialogue “Tell me how you accomplished what you have done” Field Ride – ½ to a Full Day shadowing a Rep / asking questions to the customers / taking notes – interacting Final Interview - 1 hour to 3 hours Not a lock if you go to a final
  11. 11.  PISTL P = Presence / you can be 5’ Tall and have tremendous presence and be 6’ 6’’ and have no presence I = Intelligence / Can you absorb – learn – master the clinical terminology well enough to carry on a detailed conversation with a physician? S = Sales  Sales Training – Formalized i.e. SPIN Selling  Sales Accomplishments – Rankings – Accolades – Awards T = Thought Process – why did you pick the college you did? Courses to take? How did you land your first job? L = Leadership – can you take on additional responsibilities down the road? Can you show how you acted like a leader in High School / College / First Job?
  12. 12.  Sign up for www.linkedin.com – it’s like Facebook for Professionals Reminder on solid Fortune 500 B2B companies such as ADP / Pitney Bowes / IKON Office / Ricoh / Lanier / Gallo / IBM / Coca Cola / Pepsi / Xerox etc… Buy the book – “SPIN Selling” by Neil Rackham  Situation  Problem  Implication  Need Payoff

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