DO’s and Don’ts of Medical Sales Interviewing!
Founder & CEO of Kick Consulting
A Medical Sales Career Advising Company
I recently interviewed several pharmaceutical and surgical device managers along with a few medical sales recruiters to find out what can turn an interview south and what can happen in an interview that helps you land the job. Here is what I learned:
TOP 10 THINGS TO NEVER DO DURING AN INTERVIEW: (Some of these things appear obvious, but you’d be shocked at how many times they happen.)
1. NOT bringing copies of your resume.
2. NOT being prepared for the interview.
a. Not having a brag book to show documentation of your sales numbers
b. Not really knowing much about the company for which you are interviewing …ie, position and products
3. Answering your cell phone during an interview. (Shocking, I know. Turn your cell phone off before going into the interview, even the vibrate mode should be off. You can answer your phone later.)
4. Being late for the interview. (You should prepare for traffic delays and even getting lost by planning your route the night before and making sure to arrive 10 minutes early. Being late tells the interviewer that their time is not of importance to you and it won’t be a concern for you once you are hired.)
5. Using the same situation to answer more than one questions. (Many managers today use a form of interviewing called “Situational Interviewing and STAR” You should study these techniques or hire an advisor to prep you for the interview.)
6. Not giving specific answers or being able to fully develop your answers. (Many times people dance around the question or ignore what you’ve asked and provide you with alternative information. This isn’t working for you. The manager is only becoming frustrated that you aren’t answering their question. If you don’t understand what they are asking, request that they rephrase the question.)
7. Not asking the interviewer any questions at the end of the interview. (There is no way you have no questions. If you don’t, you either haven’t done enough research to know what to ask, you just aren’t that interested in the job or you may come across as being so arrogant you think you know everything.)
8. Coming to the interview unprofessionally dressed. (Ok, a suit is the uniform, a clean pressed suit that isn’t flashy for both men and women. Guys, make sure your belt and shoes match and that your hair is neat. Ladies, please no super short skirts, skin tight shirts or low cut shirts. Also minimize the makeup and accessories. You don’t want your personal appearance to be a distraction. If you are running late because you had a surgical case run late and have to come in scrubs call ahead and tell the interviewer to make sure it is alright.)
9. Don’t be NEGATIVE about anything or don’t say anything that could be considered offensive. Basically, don’t get too comfortable. (The last thing a manager wants to hear is you blaming others for why things didn’t work out or why your numbers weren’t as high as they should have been. You can be honest without being negative. Also, keep this in mind while employed. It is never good business to be a complainer. There are ways to make your point in a positive manner and be respected. Definitely refrain from trashing your previous company and/or boss. Talk to an advisor concerning interviewing techniques.)
10. Don’t leave without ASKING FOR THE JOB. (If you don’t ask for the job the interviewer can only assume you won’t ask for the business.)
TOP 10 THINGS THAT WILL HELP LAND THAT JOB!
1. Have a positive upbeat attitude and be able to demonstrate passion and commitment. Have a sense of humor.(Don’t be a cheerleader, keep it real.)
2. Be honest.
a. If you were laid off or fired and haven’t had a job in a few months make sure your resume reflects this. (If the interviewer finds out on his/her own, they probably won’t tell you, but you probably won’t get the job and if they find out after you’ve been hired, this is often grounds for termination.)
b. If asked, be honest about why you were let go. (If you had a few bad months, but you’ve had years of excellent numbers, you need to explain this. If you tell them you’ve been laid off (and you were actually fired) and the next person they interview tells them that they are also interviewing for you last job, you are out. This has happened. You can put a positive spin as not every job works out and that doesn’t always mean you are a failure. However, if you’ve been in sales for a while and have no proven tract record, you might want to consider a new career.)
c. If asked, tell them how much money you really make as most employers will ask for W-2s as part of the background check. (I always recommend having this information in your brag book.)
3. Be upfront about your experience. (If you have hospital sales experience only, don’t act like you know the ins and outs of the operating room. If you were a Regional Manager, but didn’t manage people, don’t act like you did.)
4. Be confident, but humble and show how you are coachable. (No one wants to manage a premadonna and in this economic environment there are a lot of excellent people out there, so don’t be cocky.)
5. Find out how many people are interviewing you and bring copies of your resume for each person and one for yourself.
6. Research the company and devise a business plan. (This may not secure the job for you if you aren’t the most qualified candidate, but if it is a tight race it certainly can be the tiebreaker.)
7. Make a list of “REASONS” to hire you. (ex. I have consistently exceeded my sales goals. The skills that I’ve demonstrated are transferable to this position. My customers are loyal and trust my recommendations.)
8. When asked a situational question be able to provide more than one example and provide a detailed example, including how you accomplished your goal and when you accomplished the goal. The most recent the better. (ex. Tell me about an account that would not use your products that you were eventually able to convert.)
9. Immediately act on any assignment the interviewer gives you. (ex. They recommend you calling two their most senior reps. Call them as soon as you get in your car to at least leave a message asking to speak with them.)
10. ALWAYS ask for the interviewer’s business card or their e-mail address and immediately send them an e-mail reviewing what you discussed and thanking them for the opportunity to present yourself. (A handwritten card is obviously more personal, however you will rarely be given the interviewer’s personal address and by the time the receive your letter, they most likely have already made the decision.)
The bottom line is that the competition is fierce and managers can be choosy. An opinion of you is formed in the first few seconds. Just having the perfect resume and giving a great interview is not enough these days. You need to be likable. Remember, these managers are picturing themselves sitting in a car or the OR with you for hours. You want them to like you. Good-luck in your search and if I can help you, call me. By: Anissa Neubauer, MBA, Founder & CEO of Kick Consulting, A Medical Sales Career Advising Company