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In any career, there are traits that make people good at their job – and medical sales is no different. Due to the competitive nature of the industry, there are many qualities that can help in being successful – but how do you stand out?

How to stand out as a Medical Sales Representative

Believe in what you are selling

HCPs are visited by hundreds of medical sales representatives every year – how do you have the edge to ensure they remember you?

It is important to not only have accurate and up-to-date information on your product, but also to be passionate about the benefits it could offer –  if you do this, health professionals are more likely to engage with you. Having knowledge on the challenges that your customer faces, and being able to offer tailored solutions to their individual needs will also give you that edge over your competitors.

Put in more miles and do your research

A role within medical sales is exactly what you make of it, and one of the easiest ways to ensure you are optimizing your role is by planning your schedule and keeping track of when your contacts are available. For example, set aside more time for travel so that you can see as many HCPs as possible, and be sure to plan your route for the day so that you are using your time in the most efficient way possible.

Before travelling to see your contacts, ensure to do your research so that you are prepared with detailed and accurate knowledge on the CCG, surgery, whether or not your drug is on formulary, and what the current treatment guidelines recommend. Know more about your customers’ environment than they do; know, own and provide solutions to their problems. This way you will be fully up to speed on your account and will be able to have more in-depth conversations with your contact.

Make sure you achieve the targets you are set by your manager and yourself

In a target-driven industry, exceeding these targets is the key to success. To do this you need to be focused, determined and persistent.

Achieving your own targets requires perseverance, knowing how to grow from mistakes, and the ability to drive yourself. Aiming to be proactive and surround yourself with people who will help you to achieve those targets will be vital to your success.

Own your development and create your own path to the top

Personal training and development is vital if you want to take your career in exciting directions. You should have a plan which includes short and long term goals and find out who can assist you in executing this plan and talk to them.

If you would like to progress to a leadership role you should spend time thinking about where you see your career in the next five years, both professionally and personally.

Our Recruitment Director, Caroline Wilcher, recently wrote a short article that outlines “6 tips to enhance career progression” – you can read this here.

Sharing Best Practice

Communicating with your team frequently is important in order to learn about different methods that your colleagues have used in order to drive sales. This can give you ideas of new methods to try, as well as methods that you should perhaps no longer use if other colleagues have found them to be unsuccessful.

Surrounding yourself with a good support network is critical for the progression of your career.

Ready to join the team?

Our Ashfield Commercial and Patient Solutions businesses have a helpful and dedicated recruitment team based at our Head Office in Ashby-de-la-Zouch. They would love to hear from you and will happily answer any of your questions. You can contact them using the details below, or below to look at our current vacancies:


Phone: 01530 562 476

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