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Testimonial:

"Stepping Up to Medical Sales Success" was extremely helpful in enabling me to handle my interviews and gain my first medical sales role. The information contained within the book will also help me to forward my career (I hope) as a successful medical sales representative. Thanks, I got a lot for a very little money". Nick Geddes, Medical Sales Representative.


INTRODUCTION
By Allan Mackintosh

I worked in the Pharmaceutical Industry for almost twenty years. I started out in early 1982 as a sales executive with a small offshoot of a multinational pharmaceutical company selling to General Practitioners, Hospital Physicians, Practice Nurses, Retail and Wholesale Chemists. It was my first 'true' job, as previously my only other employment had been as a labourer, dustbin-man, toilet cleaner, truck driver and gardener during my university holidays. This new job, gave me the chance to be my own boss; it gave me a brand new car, and it gave me money to start to pay off my debts from University!

Over the next twenty years, I survived three company mergers, two company ‘culture changes’, goodness-knows how many ‘downsizes’ and one company closure. I worked for, in effect, four different pharmaceutical companies each a different size and each with its own unique culture. In all, I spent seven years selling directly, six years being an area or regional sales manager and seven years training and coaching sales executives and area / regional sales managers.

I have written this short guide in order to support new and existing Medical sales executives to be the best they can be. It may also prove useful for more experienced sales executives who are in need of a refresher.

Medical Selling is a tough and demanding job. Whether you work in a Primary Care, Hospital or Retail environment there can be a great deal of rejection and pressure involved. However, if you can handle the rejection and channel the pressure accordingly, medical selling can be one of the most satisfying and rewarding careers.

You are in effect your own boss most of the time. How you plan and execute your day is in the main down to you. You do not have a manager breathing down your neck everyday and even if you do see a manager fairly frequently, the best managers are much more of a support than a 'hindrance'.

By following the steps outlined in this book you will not go far wrong. I have written this to be more of a reference book than a story, although you may find some of the points emphasised through my own experiences.

Enjoy and be successful!


CONTENTS LIST

Introduction

Becoming a Medical Sales Executive

Step 1: Do you really want to do this?
Step 2: Find a decent recruitment agency.
Step 3: Find out exactly what a medical sales executive does.
Step 4: Prepare for your interview.
Step 5: Prepare for your initial training course.

Step 6: Preparing for the course
Step 7: Plan out your course.
Step 8: Arrange to meet your manager.
Step 9: Use and Support your trainer
Step 10: Work Hard, Enjoy yourself and have fun.

Step 11: Rally support from your manager, team-colleagues and other
reps.
Step 12: Get all the previous records you can.
Step 13: Get to know your territory.
Step 14: Fill up the Diary and build a ‘spec’ list.
Step 15: Pick up as many calls as you can.

Step 16: Ensure a robust contract with your manager
Step 17: Get to know your team-colleagues.
Step 18: Keep in touch with training course colleagues.
Step 19: Don’t dump the Head Office Trainer!
Step 20: Start to build relationships within Head Office.

Step 21: Ensure you have a good record system.
Step 22: Do you have all the tools you need?
Step 23: What about your target list?
Step 24: How are you with business planning?
Step 25: Build in planning and monitoring time.

Step 26: Contracting with Customers
Step 27: Learning about behavioural analysis.
Step 28: Using behavioural analysis.
Step 29: Getting feedback on your skills.
Step 30: Enlist support from other staff.

Step 31: Know your products!
Step 32: Develop your selling skills.
Step 33: Use behavioural analysis to sell.
Step 34: Ensure you are selling the right products to the right
customers.
Step 35: Continually look to develop your skills.

Step 36: Ensure time is put aside to review sales outputs.
Step 37: Collect as much information as you can.
Step 38: Build in review meetings with your manager.
Step 39: Get feedback from your trainer, coach, manager and peers.
Step 40: Collect and save your sales data.

Step 41: Build a personal development plan.
Step 42: Ensure regular reviews of the development plan.
Step 43: Be pro-active in securing funding
Step 44: Identify the courses best for you and the company
Step 45: Enlist a coach to support you.

Step 46: Keep fit and Healthy.
Step 47: Resolve any conflicts.
Step 48: Build in relaxation time.
Step 49: Keep positive company.
Step 50: Enjoy yourself!