Is There More Than One Way To Break Into Medical Sales?

I was asked recently about the National Association of Pharma Representatives (NAPRx)—specifically, whether or not the training certificate program they offer is an adequate substitute for a 4-year degree if the end goal is breaking into pharma sales as a sales rep. 

There’s a couple of ways to answer this question, so here goes: 

First of all, my opinion is that no certificate program is an adequate substitute for a 4-year degree.  There is just no substitute for a solid science background if you’re going into clinical laboratory sales.  Remember—the customers in this area DO have science degrees…if you don’t, it will be apparent that you don’t.  My major candidates all have 4-year science degrees and some kind of sales/business experience.

Second, of all the areas available in medical sales (pharma revenue, clinical diagnostics sales, biotechnology sales, DNA products revenue, cellular products sales, molecular products sales, hospital equipment sales, imaging sales, surgical supplies sales, clinical device sales, clinical laboratory sales, histology sales, pharma software sales), pharma sales is the most volatile and the least respected—partly because medical sales reps (as a whole, though there are exceptions) bring the least value.  The effectiveness of the pharmaceutical sales force is declining, and layoffs are everywhere. 

See my website, www.phcconsulting.com, for job listings.  Reading position descriptions and requirements will give you a much better idea of where you have to focus your prep time before getting into medical revenue.

Article courtesy of  Peggy McKee - Owner / Senior Recruiter at the nationally
recognized clinical and clinical sales recruiting team of PHC Consulting.
© Copyright 2008 PHC Consulting | All rights reserved