Posted By: Ralph on July 7th, 2010 | No Comments
Have you been actively pursuing everything possible to start a
new career in medical sales and feeling frustrated because it seems you aren’t getting anywhere quick? Are you close to giving up your dream?
The biggest problem that I have seen over my 30 plus years
in recruiting is that most people don’t really know how to
be objective and honest with themselves.
LETS BE HONEST!
Human Nature forces us to only see what we want to see and most of the time we just close an eye to what’s right in front of us. I believe that everybody needs a professional opinion, and more importantly guidance from either a career coach or veteran recruiting professional who has the insight and experience to give you the real facts.
Most of the greatest golfer in the world have a swing coach or a knowledgeable caddie by their side for advice and support.
There are excellent experts out there who can support your
career efforts if you are committed to making it happens.
Feel free leave a mesage here on our blog and we’ll offer recommendations.
tweet us at www.twitter.com/ralphsteeber
Posted By: Ralph on May 27th, 2010 | No Comments
Written By: Ralph Steeber. CPC
It’s amazing to me how many Gurus there are out there selling their services about having the “secret formula or plan” on How To Get A Job In Pharmaceutical Sales. The real question to ask yourself might be Is Pharmaceutical Sales Right For You?
I’ll be the first to agree that it’s a great profession that offers excellent salaries, bonuses, company cars, super benefits BUT is it the Right Place For You? Are you qualified to start further up the ladder in maybe medical products or devices?
Before you get all involved in buying books, tapes, job searching, recruiters, resume sending and ultimately face to face interviews, be sure a pharmaceutical sales career is right for you. A Pharmaceutical Sales Career has many benefits but there are a “few negatives” that the average jobseeker doesn’t take into consideration. In my 30 plus years of recruiting I’ve seen many individuals after a few short years in pharmaceutical sales wishing that they would have investigated other options.
The fact is if you have the Right Sales and Education you could be qualified to HOP right over pharmaceutical sales, that’s right HOP right into the medical products or devices field. When recruiters represent clients in higher/direct sales openings the general comment is No Pharma Reps please! If you don’t believe this, just ask your local or favorite recruiter if pharmaceutical reps are in demand when they recruit for medical products/devices or equipment.
My closing advice is: don’t short change yourself and look at all your options.
If you would like to discuss this issue or share your experiences to help others who are considering their career possibilities you can add your remarks to this blog. If you request help in your comments our staff at Medicalreps will contact you direct and confidentially to assist you.
Offer your suggestions, stories, career advice or any general comments
About The AuthorRalph Steeber, Founder CEO of MEDSEARCH a Multi Million Dollar Recruiting & Staffing Agency located in Cleveland, Ohio has been personally involved in beginning and advancing careers
of Sales & Sales Management Professionals since 1975.Over those 30 plus years he has developed the expertise to provide valuable industry education and career advice for jobseekers. |
Posted By: Ralph on October 15th, 2009 | No Comments
Searching for a job isn’t as difficult as it used to be. With the Internet at your disposable 24X7, the searching process has become much easier. Now you can locate jobs that interested you and send your resume via Internet from the comforts of your living room.
Since job postings are online, it’s important that you teach yourself in the finer points of online job searching. If you’re not tuned in to the nitty-gritty of job searching online, you might find yourself getting frustrated and overwhelmed.
Once you’re online, start with niche job sites in your specialty, the biggest job boards can be cumbersome. To find the most number of job listings you might consider using sites such as Indeed and simply hired. They pull from all sites, newspapers and companies. Once you have spent a few hours you should get a good feel of where to spend your time most effectively.
Register your profile and resume with as many job agencies as possible. This also can be done online today. Once the recruiting firm reviews your background and feels you qualify for clients they represent they will be on the lookout for an opportunity that matches your requirements. The key to success in searching for a new career is to utilize all the options available.
While you are online surfing for a job, you may come across opportunities where your experience level may be slightly more or less than what they are asking for or your area of expertise may be a little different. Give it a shot, take a chance, go ahead and respond because they may want to interview you based on your experience and overall qualifications.
Do not send every job you respond to the same resume. Make changes that reflect your experience as it pertains and speak to the job in question. Customize your job resume to meet the requirements of each company according to their needs. Dress up your skills in such a way that it shows your biggest strengths.
And to make the necessary first impression you must read and re-read your resume. Make sure it’s right. Have a friend review if possible. A second set of eyes is always best. Do not have any grammatical errors. That’s the surest way to the proverbial trash can.
Use key words related to your skills or industry. Many firms will only look at those job applications that have specific key words and they’ll run it through a scanner to determine specified number of key words.
Always follow up if possible to see if your application has been received by the recruiter or company you have applied to and send a follow email saying you’re still interested in the job.
effectively using the online technology is the 21st century way but never forget to keep networking. GOOD LUCK!
Posted By: Ralph on September 14th, 2009 | No Comments
Thanks to better technology, more companies and people are conducting job interviews and screening via video.
The good news about this new media is that it can provide a quick and easy platform to introduce yourself and sell your strengths, experience and personality to others before ever meeting face to face.
Now don’t get me wrong, the personal face to face interview will still be the way that employers hire. Video interviewing basically offers a stage allowing you to get your foot in the door.
An important rule is “don’t forget that people are evaluating you” so be prepared and ready.
Always dress the part based on the type of job you’re looking for, it never hurts to be safe and wear the proper business attire. First impressions are always very important.
Maintain eye contact and don’t gaze off into the distance while videoing and always present a professional demeanor.
It’s good practice to practice. Have someone assist you in making your personal video and review it to see if you have any little quirks thatneed corrected. Also observe whether you’re speaking clearly and boldly.
If you have experience, comments or suggestions, please register and share your experiences. We appreciate that!
Thanks from the staff at Medicalreps
Posted By: Ralph on July 31st, 2009 | No Comments
This is one of those tricky and touchy subjects that no one likes to discuss, AGE!
The truth is this, although we would like to believe that “the age factor” should have nothing to do with whether you get consideration most companies do care.
If you’re making a 180 degree career change (example) spent 18 years in Industrial Widget Sales and you want to transfer those skills to Medical Sales it’s probably not going to happen unless the hiring manager is your brother-in-law.
It has been my experience that the “un-written rule” is generally mid 30’s OR 10-12 years removed from college as a benchmark no matter what your track record or field.
It’s not that anyone feels you can’t learn or do the job it’s simply a matter of FIT. Most hiring managers feel the person that fits better regarding money being offered, different sales habits and style, overall chemistry with the sales team is dependent on age.
Even though you bring great sales experience, desire and determination there are younger jobseekers that possess what’s necessary. The rule is that if a company (in their mind) is going to train their new hire then previous experience to determine as to whether you can get the job done is based on your performance over the past 3-4 years.
Now there’s always the exception to the rule and over my 30 years in recruiting I have seen people outside the norm get hired, usually a personal referral, great chemistry or simply in the right place at the right time.
I always advise people that it can happen but have plan B working also. If you’re reading this and it applies my suggestion is to broaden your search base and you just never know what can happen.
If you can share any stories or experiences on this subject please sign in and use the comment area.
Ralph Steeber, CPC
Posted By: Ralph on July 23rd, 2009 | No Comments
Are you a new jobseeker wanting to break into medical sales but finding it hard? Well, maybe you’re not looking in the right places. If you can’t secure interviews with major pharmaceutical and hospital device companies maybe you ought to explore the “Specialty Markets”
Over the past few years a number of specialty market areas have developed. They allow jobseekers the opportunity to begin a career in healthcare by entering thru the side or back door without “the perfect education and sales experience”.
Two of the fastest growing of these specialties are the nursing home and home care industries. Today there are 80 Million people in the “baby boomer” generation who 
are between 55-62 years old. In the next 3-10 years, these people will be reaching retirement age.
Services directed to this group are IV infusion, nutritional care, skilled nursing services, rehabilitation therapy, dialysis treatment, and peritoneal services to name just a few. New services and products are constantly being developed to take advantage of this trillion dollar market.
Another growing segment is the durable medical equipment marketplace. This market is generally retail operation with both inside and outside representatives.
Products such as specialty beds, wheelchairs, walkers, ventilators, surgical and medical supplies.
New area keep developing because as technology advances. Insurance and goverment are constantly changing guidelines; they want products and services that save money.
So OPEN YOUR EYES to the specialty markets, IT JUST MIGHT SURPRISE YOU!
Posted By: Ralph on June 11th, 2009 | No Comments
Most of us when considering a sales career in Medical we have a tendency to think Pharmaceuticals, Devices, Equipment, DME, Homecare, ie BUT the future is opening new possiblities in the Computer and Information Technology fields. It may not be calling on doctors, nurses and clinicians but it’s still very much healthcare.
The hospitals across the USA will spend over $4.5 billion on information technology this year and grow upwards of $7.5 billion by 2015, according to the experts.
This healthy growth will be fueled by such things as incentive payments for electronic health records under the federal economic stimulus. In addition to increases in spending on clinical automation by varies healthcare facilities, other factors contributing to I.T. spending growth will be the new ICD-10-CM codes for claims as well as the new 5010 standards for electronic claims formats, according to many leading authorities in the marketplace.
So you might want to think out of the box when searching for either that new job in medical sales OR broadening your options for veteran of the marketplace.
Posted By: Ralph on May 30th, 2009 | No Comments
Posted By: Ralph on May 13th, 2009 | No Comments
GREAT ARTICLE by the folks at creativegroup for your enjoyment
Monogrammed stationery,a Rolodex filled with business cards, the Sunday want ads.
These job search tools have all gone the way of the dodo. But are you still using tactics that are similarly slated for extinction?
Like all trends, those that define the job search change over time — sometimes often, and sometimes dramatically. To give yourself the best possible chance of landing a new position, you need to use the most up-to-date approaches. And if you haven’t launched a job hunt in several years, you could be behind the times.
Here are some job search tactics that are “in” and “out”:
Out: Blanketing local employers with a résumé and cover letter addressed “To whom it may concern.”
In: Researching prospective employers and applying to companies where your skills and interests match their needs. In a competitive job market, a generic résumé won’t grab a hiring manager’s attention. The best applications are highly targeted to the opportunity. That means not only researching the appropriate contact so you can address the hiring manager by name but also detailing how your skills and experience can meet the potential employer’s exact needs.
Out: Stilted language in application materials (e.g., “Please find my résumé attached in response to the job posting …”).
In: More natural prose that provides a sense of your personality. Soft skills are more important than ever, and employers want to get a sense of your personality to ensure you will mesh well with existing staff members. So use your résumé and cover letter as a way to show the hiring manager who you are. But keep in mind that these documents should still remain professional — you can get your personality across without resorting to shorthand, slang or “text speak.”
Out: Using unusual résumé formats to hide employment gaps.
In: Filling potential gaps through volunteer or temporary work. Some job seekers have used functional résumés to downplay gaps in their work history. But this format — in which the person’s skills are listed at the top of the document, and the work history is truncated or omitted entirely — could raise red flags by making it seem like you have something to hide. Today’s hiring managers realize that many talented people are out of work right now through no fault of their own, so don’t feel like you need to hide a recent period of unemployment. Instead, demonstrate that you’ve remained professionally engaged while searching for a new position by taking on volunteer or temporary work.
Out: Overly detailed résumés.
In: Streamlined résumés that list relevant accomplishments. Hiring managers don’t have much time to devote to your résumé, so you need to make a positive impression right away. The best way to do so is to cut out unnecessary information from your document — for example, accomplishments from a job you held two decades ago, the clubs you belonged to in college (unless you’re a recent graduate) or that your references are available upon request. Focus on the skills you have that match the employer’s requirements and, in particular, bottom-line contributions you’ve made in previous roles.
Out: A narrow focus in your job search.
In: A broad view of how your skills might be useful in various roles. In today’s job market, you may need to be creative to land a new position. Think about the skills you possess and how they could be applied in new ways or in an entirely new position or field. For example, your experience spearheading a product launch could position you for a role as a project manager.
Out: Networking occasionally.
In: Networking constantly using tools such as LinkedIn, Facebook and Twitter, as well as in person. The best way to find a job remains through word of mouth. And, in the recession, a lead or referral from a contact can give you the edge you need to land a new position. Online networking websites make it easy for you to keep in touch with members of your network, but keep in mind that face-to-face interaction is still important. Offer to treat people to coffee on occasion to catch up and talk about your search.
Out: A set reference list.
In: A customized reference list for each opportunity. Like your résumé and cover letter, your reference list should be fluid and targeted to the opportunity. When providing this information to a prospective employer, think of who can speak best about your most relevant skills for that position, not who has the most impressive job title. For example, if you are interviewing for a management position, have the hiring manager reach out to individuals you’ve supervised in the past.
Out: Ending the interview by asking when they’ll be contacting you.
In: Ending the interview by asking for the job on a trial basis. It never hurts to be proactive. If you feel the employment interview has gone well, don’t be afraid to ask if you can prove yourself on a temporary basis. You’ll demonstrate your enthusiasm for the job and desire to hit the ground running.
The fundamentals of the job search — reaching out to employers and making a positive impression — haven’t changed. But the tools for doing so are different today than even just a few years ago. Make sure you understand the current trends to maximize your success on the job hunt.
The Creative Group is a specialized staffing service placing creative, advertising, marketing and web professionals with a variety of firms on a project basis. For more information, visit http://www.creativegroup
Posted By: Ralph on February 16th, 2009 | No Comments
prepared by Ralph Steeber, CPC
Interviews are setup so you can sell your background to the interviewer, not the other way around. Look online and do research on the company. If the company does not have a website or the website doesn’t have a lot of detailed information, then call a person in the company to find out more information. Tell the person that you are interviewing with the company and maybe the person will even put in a good word!
Bring your info!
Bring two copies of your resume and a separate list of references. Make sure you have one personal reference, one reference from a customer/client you did business with, and two references from previous employers.
Dress the part.
Even if you are going to interview with a very blue-collar company, you always want to wear a suit to every interview. Wear a blue or black suit with a white shirt when interviewing. As a male make sure you are clean shaven with little or no jewelry. Do not overdue it on the perfume because the interviewer may be allergic.
Shake hands like you mean it.
One of the biggest turnoffs to employers is the “dead fish” shake. Make sure you position your hand as deep as possible in the other persons palm. When doing this it is very hard to “over” squeeze a handshake. Make sure to have a firm hand shake and smile!
Presentation is key.
If you want to write notes, make sure you ask the interviewer first. Do not put your resume, briefcase, or any personal items on the interviewer’s desk. Sit at the edge of your chair and make sure to use hand gestures when speaking. Show your enthusiasm about the position. Have fun with it!
You better learn to be a sales person quick!
No matter what your background is, you need to be able to sell yourself in an interview. You need to show the interviewer that you will work hard, get along with the other staff, and that you will give great service to the company. Talk about your previous positions duties and responsibilities. If you’ve had outstanding accomplishments and achievements, now is the time to talk about them. However, do not keep talking! Remember the first rule of selling is listening. Use 80% eye contact. When it becomes uncomfortable, look at the interviewer’s mouth for a couple of seconds. This will show that you are also listening what the interviewer is saying.
Ask the questions and close!
At the end of the interview make sure you ask a couple of intelligent questions regarding the company. The first question you should ask is something you learned from the research you did. Example: How does your xyz product do in comparison to the xyz product? The second question should relate to the person you are interviewing with. Example: How long have you been with the company and why did you choose xyz company? The third and final question is the closing question. You must ask the interviewer for the next interview. Example: I really enjoyed our interview, when is it possible we can set up the next step?
Make sure you grab a business card so you can write a thank you letter. You can either email or send the letter. Email usually works best because it is a fast turnaround.
You get online and through your search of the Internet you find a job posted or a job board service that looks like it’s the “One For You”. You quickly register attaching your personal and professional information, CORRECT? Well, let’s cover a few suggestions that might be worthwhile thinking about. (1) If using your everyday personal email address you might want to consider signing up at Yahoo.com and selecting a new email address strictly for job searching purposes. (2) Choose one that is “business like” 
