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[G131]Get Into Pharmaceutical Sales

by Clint Cora, Cli

One thing that is always unfortunate to see during pharmaceutical sales interviews with candidates is just how nervous many of them are. Although being nervous is very common among many job seekers during any job interview situation, it is a definite liability when interviewing for pharmaceutical sales positions or any type of sales job for that matter.

As a former hiring sales manager in the pharmaceutical industry, I along with my other sales manager colleagues used interviews to predict whether candidates would be able to do the sales job in a real customer situation. The interviews would be the best device we have to assess a candidate's suitability for a sales position.

If a candidate is nervous in front of us, many sales managers unfortunately would think that the person being interviewed would also be nervous in front of actual customers. As sales managers, we want confident individuals in our sales forces, not those who would be anxious during sales calls with our customers. Nervous candidates would probably not progress much past first interviews.

If you tend to get nervous during job interviews, it is highly recommended that you find ways to get rid of this nervousness. One must display a certain level of confidence in order to come across as a top candidate for a pharmaceutical sales position. Being nervous would just become too distractive for both a sales representative and the customer during a real sales call.

Practicing interviewing with friends would be a great way to start in gaining comfort during interviews. Then move on to informal networking with people you meet in the industry such as working pharmaceutical sales reps. It gives you experience in interacting with pharmaceutical professionals without being in a job interview situation. Recruiting agencies or headhunters can also be good outlets to rehearse your interviews.

Another great way to help get rid of nervous habits is to get more experience speaking in front of people. Participating at your local Toastmasters club which develops public speaking skills in a friendly group atmosphere would do wonders for improving self confidence in front of people.

Just remember, even though one might have good qualifications on paper, if one shows any nervousness in an interview situation, then one really isn't ready for pharmaceutical sales or other types of sales positions. Work on getting comfortable first before pursuing a sales career.

Over the last few years, I've helped hundreds of people successfully land jobs as pharmaceutical representatives. But there's still work to be done! If I've learned anything over the years, it's that some people learn differently than others. It is said that the great inventor Thomas Edison failed nearly 25,000 times before he created the battery. When asked what he thought of all his failures he replied, "I haven't failed. Over the last 20 years I've learned 25,000 ways NOT to make a battery."

So, in the spirit of Thomas Edison, I bring to you, 5 ways NOT to get hired as pharmaceutical sales representative.

1. Send your resum? hopelessly off into the neverland that we call the Internet.
Before you go ballistic and tell me that job sites work, hear me out. Job sites do work. Sometimes. The majority of all jobs, however, especially pharmaceutical sales jobs, are filled through referrals. If you want to give online submissions a shot, go ahead. If you really want to make strides toward getting a pharma sales job, spend your time networking and get a referral from a current drug rep or district manager.

2. Be a scrooge about self improvement and promotion materials.
Are you listening? The pharmaceutical industry is rather infamous for its ability to create kick-butt marketing campaigns that generate results. Make no mistake, your job search is a full on, all out, high intensity marketing campaign. The product is you. Pharma companies create awesome campaigns because they aren't afraid to spend a little money to generate maximum results. Be reasonable about how much you can (and should) spend while looking for a job as a pharma rep, but don't be so darned determined to do it for free! Spend some money on a book or two to improve your interview skills, to learn a little bit about companies you might be interviewing with, or on a professionally written resume. Consider it an investment in your career. After all, why wouldn't you spend $300 bucks to make $50,000 - year after year after year (plus bonuses)?

3. Be a liar
You want to prevent yourself from getting any job? Just lie. The pharma industry is under intense scrutiny from consumer watchdog groups and the federal government. They don't need a liar to complicate what, in many cases, is already a delicate relationship. Be honest, be yourself, work hard, mind your P'S and Q'S and you'll be fine. There's no need to be a liar.

4. Don't prepare for the interview
It's not a stretch to say that a pharmaceutical sales interview is one of the toughest, most competitive interviews you will ever face. There are a boatload of other people out there Jonesing for the same job you want. And they want it BAD. If you don't prepare for your interview, they will beat you. Study the industry. Study the company. Review common interview questions. Most importantly, know yourself and know your [from the heart] answers to those interview questions backwards, forwards, and in your sleep.

5. Don't follow up with your contacts
We've already discussed how important networking is in this search. What's more important than knowing someone who is in a position to help you? Being able to remind that person of his/her ability to help you and encouraging him/her to do so! Practice saying this to everyone you talk to about business. "OK John, I'll check in with you in a few weeks to see if you need anything else from me?" It's low key. It's low pressure. But it gives you a reason to follow up with your contacts and hold them accountable for any action you've requested on their part.

There probably are 24,999 ways not to get hired as a pharmaceutical sales representative, but these should get you off to a good start!

Article Source : Pg. 17

About Author

Both Clint Cora & Ryan Stewart are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Clint Cora has sinced written about articles on various topics from Careers and Job Hunting, Tax and Careers and Job Hunting. . Clint Cora's top article generates over 27100 views. to your Favourites.

Ryan Stewart has sinced written about articles on various topics from Interview Questions, Careers and Job Hunting and Employment. Ryan Stewart has coached hundreds to pharma sales success (and he's done it all for free). To jump-start your career go to. Ryan Stewart's top article generates over 27100 views. to your Favourites.