If you are a sales professional or want to become one, or if you are looking for a new sales job, you will face one of the toughest interview processes of any job seeker.
Here are 22 videos designed to guide you through the job search and interview process and give you your best chance for success. They’re all on YouTube and in random order on this blog, but I’ve put them in order for you here, so that you can build your knowledge as you go and see how it all fits together.
About Pharma Sales
If you’re new to pathology sales, or thinking about transitioning from one area to another, you need some general information. What are the different areas available? How is, say, clinical sales different from clinical device revenue different from pharmaceutical revenue? If those are your queries, those are the videos for you:
1. Introduction to PHC Consulting - PHC Consulting is a nationally-known recruiting firm, in business for 10 years. We have a LOT of experience available to guide you through the hiring process and place you with some of the most prominent, high-growth healthcare companies in the country.
TWO. Explaining Clinical Sales Part I: Medical sales can be generally categorized into consumable revenue and capital sales, and I explain the difference.
THREE. Explaining Pharmaceutical Revenue Part II: What kinds of personalities best fit different types of revenue?
4. Explaining Clinical Revenue Part III: Sales processes differ greatly between capital and consumable sales. Which process will you like best?
5. How to get into clinical revenue: General overview. It’s a must-see for the person trying to break into medical sales.
6. Getting into pharma revenue: How job shadowing, otherwise known as a “ride-along” or a preceptorship, can make the difference for you as a candidate.
Networking
Networking is a critical skill for you to master. Building a great network through social media, or just old-fashioned talking to people, will benefit you in countless ways in your position search and throughout your career. I can’t emphasize enough just how important this is.
7. Easy networking tips: How to utilize your current contacts, get more contacts, and one major tip.
8. How to Work a Tradeshow: Tradeshows (anything industry-specific) are a great way to get to know the players in your field. There are ways to make these shows work for you in your job search.
9. Shine up your LinkedIn profile : LinkedIn is tremendously popular, and one of the most effective social media sites for business.
Resumes
Ten. 7 resume tips: A resume overview…objectives, bullet points, appropriate length, keywords, and more.
11. Keywords in your RESUME : You MUST have quality keywords in your RESUME to be picked up by ATS (Applicant Tracking Systems), even if you don’t have specific experience.
12. You must have numbers on your RESUME: When a sales rep has a resume with very few #s on it, I wonder….do they not understand that their career opportunity is to ring the cash register? Here’s what kinds of numbers to include.
13. Resumes that don’t make the cut: I go through a 12-inch stack of resumes and tell you why they don’t make the slash. Learn which mistakes to avoid.
References
14. Check your own references: Here’s the scoop on references–what (who) makes a powerful reference, how to get ‘em to work for you, and how to “test” Them before you need ‘em.
You need an edge
15. Explaining brag books: Brag books demonstrate initiative, professionalism, organization, your understanding of sales and product management, and sets you apart from your competition–it’s the difference between “good” and “great.”
16. How to use your brag book: Hiring managers will look at how you use your brag book. That’s their indication for how you’ll use product brochures, PowerPoint presentations, or other media with your future customers. Lots of sales reps don’t use those kinds of tools well, so if you can, you’ll stand out.
17. 30/60/90-day plans: Do you really wanna knock it out of the park? Bring a 30/60/90-day plan. They take a little work, but presenting a detailed plan is a guaranteed impressive attention-getter.
Interviews
18. Behavioral interviews: Chances are very fine that you’ll find yourself answering behavioral questions in your interview. Know what kinds of questions to expect, and what kinds of answers interviewers are looking for. One hint: In sales, quantify your examples whenever possible.
19. Panel interviews: Panel interviews can the most stressful for the candidate of all interview types since they seem impersonal and more judgmental. Here are some tips to get through it successfully.
20. Asking questions in the interview: Asking queries in the interview sets a candidate apart. Learn which queries are going to be the most effective for you.
21. How to handle the money question - How to navigate your way through one of the most stressful aspects of the hiring process: Salary discussions.
22. Closing the interview: No sales manager is going to hire someone who can’t handle a closing process, and the closing process for an interview is no different than the closing process for a sale. You’ve to just do it.
I hope those movie scenes make you a better candidate. I also do custom career coaching for jobseekers who decide they need more help. Either way, Priceless Luck.
Peggy McKee
Article courtesy of Peggy McKee - Owner / Senior Recruiter at the nationally
recognized pharmaceutical and pathology revenue recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved
Related posts:
- PHC Consulting’s You Tube Channel: career opportunity candidate’s survival guide! In my constant quest to get the word out about PHC…
- Peggy’s video about your CV for Clinical Sales I actually go through my 12 inch stack of resumes…
- Job Interview Skills Tip: How to Use Your Brag Book Brag books can be very persuasive in an interview process…
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