What Skills Do You Need to Be a Successful Medical Device Sales Rep?

Imagine competing against 375 candidates with the same qualifications as you for a single job opening. For those interested in medical device equipment sales, that is the reality of trying to land a position in this highly competitive field. The competition doesn't stop there – once you have a job, you have to perform well, or else there are hundreds of candidates who would be happy to take your place.

Although being successful in the field can depend on a variety of factors, developing skills in certain areas can pave the way to a successful career in medical device equipment sales.

Career Overview
Medical device equipment sales representatives are responsible for selling many of the items that you see in your doctor's office or hospital. Depending on the company's specialty, a sales representative may sell surgical tools, implantable devices like screws or medical machinery like x-ray systems. One of the reasons this job is so competitive is due to the high salary.

Medical and Product Knowledge

Because medical device equipment sales representatives are usually selling directly to surgeons and other specialists, it's critical that you can not only "talk the talk" but also have advanced knowledge of medical procedures, anatomy and other medical knowledge. This is a crucial piece of medical device sales skills.

Once you have a device to sell, you must know everything about that product. The pros, cons, how it works, competitors' products – you need to know it all. It is common for medical device sales representatives to be present when surgeons or other physicians are actually using the product on patients, so be prepared to give good instructions and answer difficult medical-related questions.

Communication Skills

Good interpersonal communication skills can be the difference between an average and a great medical device equipment salesperson, according to Spotio. Listening to the needs of the client is the key to truly establishing a relationship and gaining their trust. Establishing positive relationships with clients can also lead to referrals, which can also help you to be successful in this field. Have medical device sales reviews handy for those who prefer visuals; have anecdotes and case studies ready to help explain the product.

Sales Skills

Most companies prefer to hire experienced individuals who already have medical sales rep skills, so the training can focus on the complex products the sales representative will be selling. Different types of sales may require you to have different skill sets. For example, if you are selling high-priced devices, you should have more aggressive sales techniques. On the other hand, if you are selling to the same groups regularly, you may need stronger relationship-building skills. Knowledge of a variety of approaches to sales is best, as you may have to use a variety of techniques throughout your career.