How do inexperienced individuals get into the pharmaceutical or medical sales industry?

Networking with pharmaceutical and medical reps is the answer.  As they say, "If you want to be a success, surround yourself with successful people.  Find out where they congregate, conduct pharmaceutical and medical sales rep association meetings, or where they enter or leave a doctor's office or hospital.  

Try to expose yourself to as many of them as possible.

Seek them out, and infiltrate their territories. Talk to them, and ask if you can ride along with them in the field for a day.  See if you would like to do this as a career.  But first, you need to find out who they are, and for whom they represent.

Get your hands on the bible of pharmaceuticals or Medical products, "The PDR", also known as the Physician's Desk Reference" or the "MDR" The Medical Device Register.  These books are available in the reference section of most public and hospital libraries.  Every doctor's office and pharmacy has at least one copy on their shelves.  The PDR can be purchased at most book stores, or see my "Books/Classes" section on this website. The 3000 plus page books explains drug names, indications, reactions, and lists every pharmaceutical manufacturer's name, address, and telephone number.  It is your pharmaceutical/medical corporate contact info, and source for technical information.  These books are very useful in preparing you for an interview to study up on the drugs or medical products. The PDR is also ideal to have around the house to check on medications prescribed to you and your family.

How do I identify who the reps are?

Take the Physicians Desk Reference or Medical Device Register as mentioned in the previous question, write down on lined paper the name of every pharmaceutical or medical company with a few blank spaces next to it.  Contact your family physicians, if you have more than one, contact them all.  Try and speak to one of the nurses when they are not busy, ask them if the time is convenient or when you should call back.  Also do this with a few of your local pharmacists, preferably "independent pharmacies", like Joe's or Jack's Pharmacy, not a chain type pharmacy.  Inform the pharmacist, pharmacy tech, doctor or nurse that you are trying to secure a position in the pharmaceutical or medical sales field.  Inquire if you can make a copy of their rolodex or list of sales reps that call on their offices or pharmacy.  If they are somewhat reluctant to help, offer to take them or a their staff  member out to lunch if you secure a job with the information that they have provided.  People are willing to help you if you offer something in return.

Once you get the business cards, fill in the blanks on your paper of the reps with their corresponding companies. Keep doing that until you have filled up every line. If you are still missing a name, call another pharmacy or doctor's office in your city, or nearby town until you have filled in the "puzzle". Don't think if you have one name that is sufficient.  Most companies have more than one rep in a given territory. Some of the larger companies have as many as 9 reps in a given area. There is quite a bit of turnover or change in the industry, so peoples names change often due to downsizing, mergers and retirements.

Once I have the names of the reps, then what?

Have your resume professionally written by a "service" or reviewed by a third party to check for any errors or omissions.

Send your resume to every rep that you have identified on their business card.  Some of the addresses listed are their homes.  Send your resume there, that's where they will get the mail the quickest.  Include a short cover letter asking them to review your resume, and if they could forward it onto their District Sales Manager for consideration of a position within their company along with their personal recommendation.  Most reps are willing to do this for you because some companies offer their reps a "finders fees" for their submittal of potential hires.  Ask if they can call you to set up a meeting, or just to discuss the opportunities within their own company, or any other situations of employment they may be aware of in the future. 

If you do not hear back from the rep within 1 month, keep sending another resume out each and every month, just like clockwork, and keep a diary so that you don't forget to whom, and when the resumes were sent. 

Another option would be to call the local rep from the number listed on their business card, just to confirm their receipt of your resume.

Should I send my resume to a corporate address?

Yes, send one resume to the corporate name and address, Attention to: Human Resources, Sales Employment.  Send a second identical resume to the same address, Attention to: District Sales Manager, (your city and state).  Once again, do this every month, and document it in a diary, until you receive some type of response.  If you receive a form letter from the company, again, keep sending a copy out to them every month.  Companies like persistent, aggressive individuals, people that have a "hunger" for their opportunity with their company.

Do I need to have prior cold calling sales experience to get a position in the pharmaceutical or medical sales fields?

No.  We have seen many people in the pharmaceutical and medical sales field that did not have any prior cold calling sales experience.  Legal secretaries, lawyers, teachers, stewardesses, baseball and football athletes, etc. 

You don't have to sell copiers, telephone systems or come from B-2-B sales to doctor's or hospitals to get into your dream career.  Most of that advise is from the "old school" of employment agencies.  

A professional appearance, personality, aggressive behavior and tenacious attitude will get you the job.  When and if you get that personal interview with a hiring authority, demonstrate to them that you're trainable, money motivated, and looking for upward mobility.  

Being confronted with the  negative attitude of not having any prior medical or pharmaceutical related experience can be overcome by informing the interviewer that you have not been molded and brainwashed!  But trainable and not having any bad habits that some of their competitor's reps might.  Also, not having any pre-conceived notions on who is a see, or no see perspective client.  You could walk in unknowingly, and get that big order!  At times ignorance does have its advantages! 

If a hiring authority asks about relocation, that option is up to you.  Being somewhat open to a possible relocation for an opportunity shows how bad you really want the position.  If they are speaking about an hour or less away, tell them of your great work ethic, and how you get up earlier, and come home later.  Also, the advantage of not working in your territory is that during lunch you stop for a quick bite, and keep on selling, while a rep that works, and lives in or near their territory could go home, and take extended breaks due to the convenience.  Show them that any negative about yourself can be turned into a positive. 

How do I discuss the money, time off, and why the position is open during an interview?

 "Interviewing is like telling a joke, timing is everything."

The worst thing that you can do during your interview for a sales position is dwell on the base salary, especially when the position pays a bonus or commission, on top of the base. 

The second worst thing people do is "push" on how much time they can get off from work, or can they start late, or leave early.

When you are applying for a sales position, you are there  for the opportunity of growth within the company, the flexible hours you can work around your busy schedules, and the substantial monies that can be earned by putting in that "extra" sales effort.

Most companies talk about base salaries or monies, towards the end of an interview.  Try to judge the wrapping up time of the interview to bring up the discussion of salary, if they haven't brought it up to you first.  You can talk about bonuses and commissions during the initial discussions of the interview. You are there looking at the potential of the opportunity. 

The interview is like a business decision of buying a franchise.  It has to make good business sense for you to buy into the "job".  If you cannot see the potential, it is probably not there. Remember buyer beware!  

Also, find out why the position is open?  Did the previous person, or persons leave? Or were they fired? Is this an expansion for company growth, or replacement of one, or maybe two people, now going to be done by only one person.

Always ask to see some figures in writing to substantiate what the interviewer states of the potentials. Be prepared to do the same with any of your background statements.  Companies will check you inside and out, from credit checks, driving records, drug tests, and college transcripts, with proof of overall GPA, and completion, no matter what your age, or experience. 

In this modern day of computers and the internet, companies can find out anything, on anyone if they look hard enough. Clean up your Facebook, or Myspace pages.  Companies don't like to hire partyers, drinkers, or smokers.  Also, get rid of any vulgar or derogatory language.  Just remember, when you sign the application for employment, your verifying everything is true, to the best of your knowledge.  If after you get hired, they dig more into your background, and they find a discrepancy, you're usually fired on the spot, no questions asked, no second chances.  

During the interview process, companies can't ask personal questions, but if you feel that telling the person that is interviewing something about you, or your situation, and it will help your cause for the job, mention it, if not keep quiet.  You can tell, but they can't ask, or their not suppose too.

Some books you read state: never talk about money, let the interviewer bring it up first.  If they don't, and you don't, you may not get a second interview to do so.  Get all your facts of money, benefits, and time off, discussed before you leave that first interview.  If you don't, and you get called for a second interview, and it's not what you wanted or expected, you wasted everyone's time, including yours! 

Discussing time off, has always been a tender issue.  A company wants to hear what you will do while your working for them, not what your going to do while your taking time off.  They are hiring you to be there and work or sell!

Companies want people that want opportunities to work, succeed, and make money for both parties involved.  That's why you're both trying to succeed in the sales arena.