6 Tips for a Successful Clinical Device Sales Job Interview

Competition for career opportunities in laboratory revenue can be fierce.  Health care is a fascinating field, and the work environment for clinical sales reps is exciting, lucrative, and rewarding for these who want to really make a difference.  However, sales interviews are difficult, and interviews for positions in pharmaceutical device revenue, pathology sales, biotech sales, imaging revenue, or other health care sales are demanding.  That means that you’re going to got to work a little harder to set yourself apart from the competition and win the job.  If your background and experience are up to snuff, all that’s left is the interview.  Here are six things you can do that absolutely will work to make the most of the time you have in your interview to impress the hiring manager and boost your chances of landing the job:

1.  Research the company. In other words, do your homework.  There’s no excuse for not knowing what the company does, what its current issues are, what its goals are, where its products fit in the marketplace, and who the competition is.  Your career opportunity is to take in this information and use it to figure out how you can help them reach their goals….and then frame your answers to interview queries accordingly.

2.  Know what kinds of questions to expect from a clinical sales interview, like “Can you voyage?”  or, “How will you build your market?”   Have answers prepared for tough (but popular) interview musings such as, “What’s your greatest weakness?” (definitely use a real weakness that helps you be a great sales rep–but not perfectionism) or “Why should we hire you?“  Especially be willing for behavioral interview questions focused on tough situations you’ve had to deal with, or goals you’ve achieved and how you did it.  Quantify your answers whenever possible.  Hiring managers want sales reps who know their job is to ring the cash register.

3.  Dress appropriately, and watch your body language. Dressing appropriately means dressing conservatively (see how to buy a costume for men) with no flashy jewelry or strong perfume.   If you’re not sure about your job interview body language, discover a book to study, or research body language online.  Try making a movie of yourself and get a friend to help you critique it.

4.  Create a 30/60/90-day sales plan, which is a short, 1-3 page outline of your first 3 months on the job–how you will get your training, how you will get up to speed on current accounts, how you will bring in new customers, and so on.  It’s attractive because it is evidence of how much you want this job, and how hard you’re willing to work, before you even get the career opportunity.  It shows the hiring manager that you understand the company, and you understand how to be successful in the position.  A 30/60/90-day plan helps the hiring manager to see you in the job, which then makes it easier to make the decision to hire you.  It also helps you guide the direction of the interview so that you’re sure to get your points across, and it turns the interview into a conversation rather than a question-and-answer session.  You can certainly make a 30-60-90-day plan yourself from scratch, but if you wanna make your life easier, you can download samples and a template with audio coaching from the Sales Recruiter.

5.  Bring your brag book. A 30/60/90-day plan shows the hiring manager what you will do, but a brag book shows the hiring manager what you’ve done.  It’s the evidence to back up what you say you can do.  It should include your sales stats, performance reviews, “nice job” notes or emails, CV, certifications, PowerPoint presentations you’ve created, brochures you’ve done, and what types of products or equipment you’ve marketed.  A really thick brag book with a few critical things highlighted (that you show the hiring manager) is especially effective.

6.  Know how to close the interview. If you’re in sales, you know how to close the sale.  A job interview is the same process, except that the product you’re selling is yourself.  This is one of the most important sales calls of your life.  Don’t leave without asking for the job.  Whether you ask for it directly or you use an assumptive close by asking about the next step, it’s important that you uncover any objections the hiring manager might have while you’re right there to answer ‘em.

Being well-prepared for the interview will boost your confidence, present you as a better candidate, and help you smoothly navigate the interview toward getting the job offer.

Article courtesy of  Peggy McKee - Owner / Senior Recruiter at the nationally
recognized pharma and pharma sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved

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6 Tips for a Successful Medical Device Sales Job Interview