Medical Device Sales is not hitting the lottery

Many people would like to break into medical device sales for many reasons. Often one of the main reasons is money. There is a perception that breaking into medical device sales is akin to hitting the lottery.

People can develop inflated expectations about what they expect to make the first year, when in reality, the first year can be very challenging. There is a huge learning curve for anyone entering a this as new industry and selling environment. I’ve described hospitals as “small cities” before. Learning to navigate the many rules and restrictions, gaining access to doctors and figuring out who the key players really are is a gigantic task. It takes plenty of sophistication and tenacity to sell in such a complex environment.

Add to that the huge task of acquiring product and clinical knowledge to converse credibly with doctors and hospital staff. This especially applies to positions focused in the operating room, like orthopedics: anatomy, medical terminology, surgical techniques, solutions to unanticipated problems.

Anyone who is breaking into the industry, and needs to develop these kinds of knowledge and skills, should be thankful that they are not taking over a top-notch territory. It would be a recipe for disaster to try to keep up with the expectations of a customer base with high expectations from day one. Instead, industry newcomers should be thankful for a shot at an under-performing territory, where they can learn and build their business.

It takes hard work and dedication to reach the ranks of highly successful medical device reps. You should expect to toil away for 2-3 years building your business. And hopefully you will love every minute of it- the learning, the challenge, the competition, the hard work, the privilege of being a meaningful resource to your customers and selling products that enhance outcomes for patients and make the lives of the clinicians easier too. You won’t starve while building your business, but you won’t get rich either. It’s not like hitting the lottery. It’s much more meaningful.