Yes.  Career crisis!  Don’t laugh.  Everybody has it at some point.  For some, it is early in their career for others around mid-life.  Sooner or later you will begin wondering why you are where you are, how you got there and if the grass is greener somewhere else.

I have experience in another industry and want to transfer my skills to medical or pharmaceutical sales.  Is this possible?

First of all, keep in mind the grass is not always greener on the other side of the fence.  Most pharmaceutical or medical sales representatives will tell you that the job is harder than it looks.  As a representative in this industry you will be faced with tests online, tons of study and memorization, reports and various other tasks that all add up to one thing…accountability for sales numbers.   Often sales professionals in this industry can find themselves selling a “me too” product or one that does not present them with a challenge.  The industry is also changing rapidly.  Company’s are frequently merging together and products can be taken-off the market by the FDA.  This can lead to job instability.

A four-year college degree plus at least two years of outside sales experience is required for most job opportunities in this industry. Typically, outside sales experience means selling in a business to business environment (such as copiers, payroll services, telecommunications or consumer products). The key is having sold some type of tangible product. If you do not possess these basic qualifications, it will be much more difficult to transition to a pharmaceutical or medical sales career.

While it may be possible to change your career, changes should only be made if they make sense.  You may be a great salesperson having learned various sales skills including prospecting, hunting, relationship building, closing, but you will have to prove that you can do it all over again in another field. There is more to being successful than knowing the sales process.  Although the sales process is extremely important, time and experience within a field helps you know what makes your buyers tick and how to get them to sign the deal.  These skills are part of what makes you successful.  Knowledge within your industry is power.  You may want to consider working your way into another product line that compliments your sales background.   Build on your past client relationships with your next career move so that you will continue to be successful.

If you have a strong sales background and a strong desire to change careers, nothing is impossible.  Start by creating a resume that sells you and your abilities in a matter of seconds.  If you don’t bring direct experience, bring great experience!  Sell the hiring company on your sales process and results.  No manager can resist hiring a super star!

How easy is it to switch from pharmaceutical to medical devices or vice versa?

The key to getting the job of your dreams is simple.  Make yourself valuable.  If you have sold a cardiovascular drug and achieved excellent sales numbers, consider applying to a cardiovascular device company.  If you have sold medical disposable products to hospitals consider transitioning to surgical sales or consider becoming a specialty pharmaceutical sales representative selling to the hospital environment.

The typical medical sales position requires more of a traditional business to business sales approach. More one on one customer time is allowed in the medical device industry, so the successful representative must have a through understanding of utilizing good probing skills. The ability to use probing questions and move the customer quickly to a closed sale is what will define you as a good candidate. To make the switch to selling medical products and devices, the successful candidate will need a proven track record of success, strong hunter traits and strong closing skills. Your resume should showcase your sales skills within a matter of seconds.

The good news is that the old way of thinking that a pharmaceutical person sells differently than a medical device representative is changing.  While some companies continue to post on their job advertisments, ” no pharma reps”, remember not to get discouraged. Nearly every company is seeking “winners”- show them you are one with your past accomplishment, well written resume and by using great follow-up skills.

Just show them you are a super star in whatever you are selling now.