PRZOOM - /newswire/ -
West Palm Beach, FL, United States, 2007/12/27 - Sales Pilot is producing its 3 day Medical Sales School Intensive in West Palm Beach in February -- Class Teaches the essential knowledge and selling skills for medical sales professionals - MedicalSalesSchool.com.
Throngs of hopefuls try to enter the competitive field of medical sales after learning about the prestige and financial rewards that the career offers. Medical sales professionals that represent many of the large medical device and equipment manufacturers earn incomes comparable to the physicians that they call on and become involved in the business of patient care. Getting your foot in the door of this highly sought out industry however, is not easy.
The typical applicant for medical device sales has little or no knowledge as to what skills are actually required to succeed in this vocation. Certainly, most understand that it is a sales position, but the majority of applicants have little or no sales experience and many have a distorted perspective on what medical sales involves.
According to Mace Horoff, President of Sales Pilot Medical Sales Training, "The typical medical sales candidate thinks that the job entails nothing more than learning all there is to know about a specific medical product, and then calling on physicians and hospitals and telling them everything you know and then they buy. If it were that simple everyone would excel in this field, but the truth is it takes a certain type of person with very specific selling skills. This is a lot different than selling cars or copiers."
When asked if many medical sales representatives come from previous employment in hospitals and doctors offices, Horoff notes, "There are some reps who worked in medical jobs before moving into sales. But many of them don't make it initially and end up back working at their former hospital or medical jobs. Medical sales is much harder than it looks."
While Horoff is mainly engaged in sales performance improvement for medical device companies, he says that one of the most frequent requests he gets is from non-corporate people who want medical sales training so they can get hired in the industry. "Most of my time is spent working with corporate clients, but there is a demand for training for people who want to get the right skill sets before they begin their job search. So I put together the Medical Sales School 3-day intensive," Horoff added.
The Medical Sales School 3-day intensive starts by teaching the general principles and secrets to working in the competitive and often stressful medical environment and then layers on additional knowledge and skills until the students spend a full day participating in real-life medical sales simulations. "This is where a lot of the students say, I had no idea it was this difficult or this involved," Mace adds.
Evenings at the program are devoted to resume and interview skills that turn neophytes into hireable candidates. "Generic resumes get tossed in the trash and insincere, unfocused interview responses get you tossed out the door. We focus on real-life skills that hiring managers only see in experienced reps," says Horoff.