In popular culture, Frankenstein is the creation of the mad scientist. If you’ve ever read Mary Shelley’s classic, the novel is very different. Dr. Frankenstein is the scientist who creates the “fiend” who hunts and haunts him for the rest of his days.

If I were Dr. Frankenstein, I would create the perfect candidate, who could look and act something like this:

1. My perfect candidate-creature would research the company and understand the products s/he would potentially be selling, even before the first phone interview.

2. This creature would greet me with evident but not over the top enthusiasm and stay engaged throughout the phone interview.

3. I would receive a concise but thoughtful thank you note the same day, in which the creature reiterated their qualifications and interest in the position I am recruiting for.

4. The creature would promptly complete and supply all requested materials within a business day.

5. I would receive pleasant and periodic updates throughout the interview process from the candidate about his/her progress.

6. The candidate would ask smart questions, and for help and guidance when needed.

7. The candidate would show up for interviews well-prepared and well-groomed (very much unlike Shelly’s fiend.)

8. Like Shelly’s fiend, the candidate would be focused, almost single-minded, in their pursuit of the position. They would not give up, not stop closing, until s/he had an offer in hand.

I have had the pleasure of working with some candidates like this, who are not of my own making, but nearly perfect in their own right. It is always an absolute pleasure.

Many people don’t realize that the questions a candidate asks during an interview are just as important as those they answer. It is not uncommon for a manager to tell me the reason for ruling out a candidate is that the candidate did not ask any questions. The rest of the interview might have been fine, but if a candidate doesn’t have a single question, it is taken as a sign of 1) lack of preparation or 2) lack of interest. Hiring managers don’t have time for either one.

I always suggest candidates come up with some insightful questions. Frankly, those of us who interview a lot get bored of answering the same old questions over and over again: “What is training like?” or “What’s the interview process?” Yes these are necessary questions, I’ll admit. (This is why I’ve created FAQs for some of the positions I recruit for routinely.) However, as every sales person should know, a sharp, probing question is like a double espresso. It wakes you up, sends blood to your brain and makes you sit forward in your seat. It makes you think. Hiring managers are grateful for a jolt like this every once in a while when they are conducting back-to-back interviews. It keeps things interesting.

The best way to uncover powerful questions is to research, research, research. Learn as much as you can. The things you can’t figure out on your own are probably really good questions. By asking an insightful question, you’ll reveal how much you’ve already learned, and how willing you are to learn. Since hiring managers are often concerned about how long your learning curve will be before you are knowledgeable about the products and fully effective in the territory, demonstrating that you are a fast, self-motivated learner is one the keys to any successful interview.

Most of the best questions will come out of your interview preparation. There is one other very important question however you should be certain to include in your repertoire. If it is not the very best question to ask, it’s pretty darn close.

The question is: Did that answer your question?

It’s a great question to ask periodically throughout your interview, but especially when if you sense the hiring manager disengage. They may well be thinking, “Well that wasn’t what I was looking for…” but they may not articulate it. You need to make sure you are providing the hiring manager with the information they need to consider you seriously for the position. This question is another way to demonstrate that you are interested and that you care. If you tend to babble a bit, asking this question can also be a good way to stop yourself from over-talking.

When you prepare for your next interview, make a list of all the questions you have. Then try to see if you can find answers to any of them yourself. The ones that remain may be the ones you need to ask, and always keep this one essential question handy.

Because medical device sales is considered such a desirable career path, I often receive emails like this one:

“My name is [x] and am interested in pursuing a medical sales career. I am very interested in breaking into Medical Sales because am very driven,outgoing and have great people skills. The question that I have for you do I have to take the [XXXX] and [XXXX] training? I am very confused on everything I am reading online because some people say these programs are a waste of time. Can you please give me guidance on how to get into the industry since you have the ins and outs?”

Looking in from the outside, it can be very confusing about how to break into the industry. After thousands of hours of conversations with hiring managers over the past few years, there are a few truisms I’ve learned that will help anyone’s chance of getting into the industry.

Going through expensive industry training is not one of them. If you don’t have the right sales skills and a strong track record, such training may end up being a very expensive shortcut to nowhere.

Here are the essentials you must have to break into medical device sales:

1. A Bachelor’s degree.

2. 3+ years of outside B2B sales experience at a minimum. It is best to gain your experience with a well-known company with a great training program. You should also make the switch into medical device sales before you get too entrenched in your current industry. Keep your work history clean by sticking with your jobs for 3-5 years instead of hopping around every 18 months.

3. A consistent track record of meeting and exceeding your quota, awards and a great brag book to document it all.

4. You should be a true sales professional who is constantly learning and improving your sales skills. Your knowledge of the sales process, ability to handle objections, prospect, manage your territory and close will be assessed during the interview process.

5. You should have a clean driving record and be able to pass a criminal background check. Medical device companies need reps to be safe drivers and good citizens who can meet hospital standards.

If you don’t have these essentials, you’ll find it very difficult, if not impossible to break in. Yes there are exceptions, but if you are serious about a career in medical device sales, your time and energy would be better spent accomplishing these things than fighting an uphill battle.

Add to this list lots of intelligence, drive, passion, the ability to build relationships with sophisticated customers and a number of other intangibles. Such intangibles are subjective and sometimes in the eye of the beholder (i.e. the hiring manager). If you are solid on the fundamentals, and learn to interview well, then you will eventually meet a company and manager you mesh with if you are persistent enough.

One caveat: if you have these essential qualifications and experience, then yes, maybe one of the industry training programs could help you land a job in the industry more quickly. Too often though, I have noticed people with poor work histories, few accomplishments and not enough sales experience plunk down their cash on such programs in the hopes it will make up for the deficits on their resumes.

Sorry, it just doesn’t work that way. Employers still want to know they are hiring a dedicated employee who strives to excel. A stable work history with documented accomplishments is the best way to demonstrate that.

So take care of your career, make thoughtful choices, and put up the best numbers you can. As eager as you may be to break in, patience and hard work will pay off with the right opportunity in the end.

“There are not shortcuts to any place worth going.” ~ Beverly Sills

I joined LinkedIn back in June 2005, back when on-line social networking was still in its infancy. Back then, Facebook only had five million users.

It’s amazing how much has changed. Five years ago, LinkedIn was more of a curiosity than anything. When I used to ask people if they were on LinkedIn, they would ask, “What is that?” Frankly, I didn’t use it much back then and knew little about its functionality myself. A few thousand connections later, I’ve learned a thing or two about the site. These days, LinkedIn is a ubiquitous as Kleenex.

LinkedIn is probably the best thing ever to happen to recruiters. Still, I find myself wishing that a few things were different…

1. I wish that people would stop sending me generic invites, and instead tell me a quick, concise thing or two about their skills and career goals.

2. I wish people would update their profile to include a picture. It more personal and appealing to put a face with a name.

3. I wish people would use their summary and headline to express their expertise or career goals in a meaningful way.

4. I wish I could tell whether or not someone had opened my Inmail, or if it was just sitting in their in-box like a forgotten time capsule.

5. I wish that I could tell the city instead of just the greater metro area where someone lived.

6. I wish that there would be more meaningful discussion in the medical device industry groups.

7. It would be terrific if everyone’s profile were complete and up-to-date, including education and their most recent position.

8. I wish active job seekers uploaded their resumes to their profiles in the Box.net application.

9. I wish it was easier to search my contacts and organize them into a list.

10. I wish that people who list “career opportunities” as one of the things they are interested in would not decline my inmail as “not appropriate”! I just learned from LinkedIn that this will still count against me- doesn’t seem fair that I get dinged for following the rules!

The great thing about LinkedIn is that it is constantly evolving. I’ve even seen one suggestion I made adopted in the Recruiter solution. In general, I have found LinkedIn is pretty tuned into its customers.

That’s why I am hopeful there will soon be a change in the “greater metro area” concept. I am hounding them every chance I get, especially since it seems half the east coast falls in the “Greater New York City” area. Hopefully this change will be coming soon, as well as many other clever ideas that I never could have imagined of myself!

“The way we communicate with others and with ourselves ultimately determines the quality of our lives.” ~ Anthony Robbins

Today I spent a lot of time sourcing, which is recruiter-speak for looking at a lot of resumes and profiles. I have different search criteria I use to narrow down the number of resumes or LinkedIn profiles to the ones that are most likely to be the best match for a particular job. Even so, there are more than I can really review. Through my search criteria, I have only increased the percentage of interesting candidates in the results.

Will you make this first cut?

You have a pretty good chance, if your resume or profile…

• is rich with keywords, from “sales” to “awards” to “medical device” or lists ideal degrees
• you work for or have worked for a larger company that is well-known for great sales training
• your LinkedIn profile indicates you are open to new “career opportunities”
• you belong to LinkedIn groups that indicate an interest in medical device sales, even if you are not yet in the industry

The second cut is when I start reviewing the “headlines.” The more keywords you have in your resume or profile, the higher you rank in the results, and the more likely I am to look at your resume. The second cut is also where a much more subjective process comes into effect.

I scan the information available to me in the brief profile visible in the mass of search results. If it looks intriguing enough, I click on your resume or profile to read the whole thing. Just like you would not read every article in the newspaper, I will not read every resume. I choose based on how interesting or relevant the headline or summary is.

Which would you rather read?

A – Jamie Johnston

B – Chris Cardoba, Top Performing Sales Hunter Seeking Medical Device Sales!

It’s so obvious, the question is hardly worth answering. It should also now be obvious that you should put some thought into how you can express your goals, interests and strengths in whatever headline or summary available to you, not to mention your resume or profile overall.

Whether or not you believe in the “Law of Attraction,” this could be a a pretty concrete instance of how it might work in the universe! Set aside your modesty, though not honesty. Recruiters actually want to present the right opportunity to someone who will be interested and excited about it- so make it easy on us by declaring your aspirations.

On LinkedIn, the more complete your profile is, the more likely I am to look at it. If you have only your most recent job listed, with no description or accomplishments… it gets the equivalent of the wastepaper basket. Someone with a rich profile, who lists their education, their complete work history and includes their awards and quota performance will get my attention. It is an indication that they take their career seriously, and that they pay enough attention to LinkedIn that I am more likely to get a response back.

Take the time to create and update a great resume and great profile, and it will work in your favor many times over.

The medical device industry is less apparent to the general public than many other industries. Unlike the pharmaceutical industry, there is little consumer advertising by device companies. Industry giants aside, the names of most medical device companies are not commonly known.

Ideally, going into college, you would know that medical device sales is something you want to pursue, and plan your course of study accordingly. You would choose the best companies to gain the right type of sales experience, put up great numbers, and 3-5 years into your sales career, you would get your big break in the industry and build your career from there.

Of course, it does not always pan out exactly this way. Sometimes people “discover” the medical device industry later in their careers. I’ve interviewed people who are amazed to find out that sales reps are actually in the operating room during surgery.

So is there a point in one’s career when it is just too late join the party?

I received a message through LinkedIn from someone who had taken an interest in the industry later in their career:

“Hi Lisa, I don’t want to impose on your day, but am hopeful you can offer your expert opinion on my career pursuit.  I have a strong technology sales management background but have never focused on a particular industry.  Healthcare is clearly where the action is so I would like to move in that direction.  All the opportunities I see strongly prefer sales “specialists” in the given medical sales field, even for executive management roles.  Am I wasting my time or are there companies out there that have a track record of hiring the right sales leaders and providing training around the given competency?”

I’ve often heard that is takes about 10 years to develop an expertise in a given field. For anyone looking to break into medical device sales later in their career, it would be extremely hard to do so as a manager or executive. At these levels, most of the people are industry experts. Someone from the outside would most likely need to be prepared to take a step back into sales. Even so, breaking in could be very tough.

I would say the reverse would also be true- it would be tough for a medical device industry veteran to break in at senior levels in technology.

Although there may be many transferable sales skills from other industries, selling in the operating room environment is exceptionally unique. Unlike any other sales position, medical device reps are there first hand while their new customers are using their products and are immediately accountable in a way few other sales reps are.

Anyone who is serious about breaking in would need to become a student of the industry. They would need to learn anatomy and medical terminology. They would have to decipher surgical techniques and familiarize themselves with different products, procedures and companies. In this is before starting a job; this is what it would take to even get an interview.

My suggestion: If medical device sales is a passing fancy, my suggestion is to let it pass you on by.  If you are already a decade deep in another industry, you’ll have to think long and hard about how far you are willing to go to break into medical device sales.

If you are serious, then work hard to develop your knowledge and target an aspect of the industry that has a strong similarity to your past experience. For the person above, approaching the industry from a technology angle, like electronic medical records of other technology solutions for health care could be a good avenue. If possible, focus on the health care vertical in your own industry to gain some experience selling in hospitals or other health care settings. And as always, network like crazy with people who are already part of the industry.

Breaking into medical device sales at any point is never easy. Interest alone is never enough. It must be backed by commitment, passion and action. This will lead to success at any stage of your career.

“Most of us serve our deals by fits and starts. The person who makes a success of living is the one who sees his goal steadily and aims for it unswervingly. That is dedication.” ~ Cecil B De Mille

One of the biggest draws of medical device sales is feeling you are contributing to the health and well-being of others through the products you represent. This is an important motivation of most people I interview who want to break into the industry, as well as one of the main reasons that people who are already part of the industry find it so rewarding.

Many trauma reps in particular derive a incredible satisfaction from providing the right products to assist a surgeon in putting someone back together after an accident. They love the immediacy and high stakes of getting everything right in order to achieve the best outcome for patients.

There are some people who try out trauma, only to find the 24/7 on-call requirements wear on them. After about a year, they will decide that although they love the operating room, trauma is not for them, and sometimes move onto another part of the industry. Perhaps they want to do good, but not quite that much.

When considering which area of medical device sales to pursue, it is important to consider your own needs and desires to decide if the industry is the best match for you.

Are you wired like a trauma rep, with a strong desire to help surgeons and their patients? Do you love intensity, problem solving and thrive on pressure? Then trauma might be a good match for you. If you are someone who prefers more work-life balance, trauma probably is not the right match, but other areas of the industry could be. In general however, being a successful medical device sales representative is going to require a high level of commitment.

Although “doing good” can be an important motivation for breaking into medical device sales, it should not be the only one if someone is going to sustain the long-term drive and commitment it takes to succeed in a very competitive industry. If “helping” is your overriding interest, there are many other jobs and industries where you can satisfy the need to help, including being a health care provider. In medical device sales, you must also have a strong desire to “do well” through competing, winning new business and growing your income in order to succeed.

Without the desire to “do good,” you could loose sight of the ethical responsibility to do right by the patient.

Without a strong desire to “do well,” you may not be sufficiently motivated to achieve the results necessary to sustain a successful career in the industry.

Make sure you reflect on your motivations for breaking into medical device sales. If you find that you do in fact have a strong desire to “do well by doing good,” you’ll find the industry remarkably satisfying on many levels. If you are already in the industry, renew your energy and commitment by reflecting on the many rewards provided by your remarkable career.

What do you think are the greatest rewards of medical device sales?

“Reflect upon your present blessing of which every man has many- not on your past misfortunes, of which all men have some.” ~ Charles Dickens

Almost every candidate who applies for a medical device sales position says that they’ve always wanted to be in medical device sales. Over time, it’s possible to become rather skeptical of this statement.

One hiring manager said to me, “People sometimes get this idea that medical device sales is a glamorous job. This job is about pushing video carts across slushy parking lots in the middle of winter.”

Breaking into medical device sales is not like hitting the lottery. Don’t expect to coast. Expect to work hard and be challenged to grow professionally like you’ve never been before.

If you really want to be in medical device sales, are you prepared to…

Wake up at 4:00 am in the the morning so you can arrive early for a 7:00 am surgery?

Compete against the most dedicated, skilled sales reps anywhere?

Cram the equivalent of med school into your brain in less than a year?

Put yourself on the hook for a patient’s well-being?

Work harder and longer than in any other industry to win your customers’ trust?

Despite the demands, there are plenty in the industry who thank their lucky stars (even in the wee hours of the morning) that they are part of this exceptional industry. Medical device sales exciting, challenging, intense, fascinating, meaningful,  and rewarding. Those who have succeeded in the industry will tend to think the satisfaction and rewards are well worth the hard work and sacrifices.

What are the greatest rewards of a successful career in medical device sales?

“Great achievement is usually born of great sacrifice, and is never the result of selfishness.” ~ Napoleon Hill

One of the reasons people often give me for wanting to pursue medical device sales is that they want to work with a more professional clientele. In order to do so successfully, a certain level of professional polish is required. You need to be prepared to deal with highly educated and intelligent people such as surgeons, hospital administration and many other members of the hospital staff.

Hiring managers often tell me when they sit in front of a candidate during an interview, they ask themselves if they can imagine doctors in their territory wanting to do business with the person. If the person is arrogant rather than humble, the answer is usually an immediate “No.”

Here are a few of the other essential characteristics that lead to success, not only during the interview process, but in dealing with customers in health care:

1. Be Overly Prepared This means knowing twice as much as you think you need to: about products, the company, the procedures, and having multiple back-up options. In the interview, you should have extra copies of your resume, a brag book and 30-60-90 day plan. Research the company and products so that you can ask in-depth questions about the products and hold an intelligent business conversation.

When dealing with a doctor, it means you know alternative solutions and competitive products, that you can anticipate needs and are one step ahead of everyone during a procedure. You should also do pre-call planning and research, so that you are not wasting anyone’s time by proposing irrelevant solutions.

2. Appropriate Attire It is worth reviewing suggestions on how to dress for an interview. It has a huge impact on the overall perception of the interviewer, likewise your customers. Conservative and neat are two keywords here. Otherwise, you may instantly find yourself in a deep hole that is impossible to get out of.

As this article “Dress for Success” from About.com notes, it is important for women to choose “sparse make-up & perfume” for the interview. This is equally important on the job. Especially in sterile environments, heavy make-up or perfume can be perceived negatively.

Using the suggestions in this article, both men and women should perform an audit of their attire to see if they are on the right track. Enlist the honest opinion of a trusted friend, if needed.

3. Chose your words well Communication in health care should be intelligent, relevant and accurate. Health care professionals are highly educated and very busy. They need to get to the point quickly, and value information that will assist them in making the best decisions for their patients.

Medical device sales people need to be able to succinctly explain intricate concepts, products and techniques to these busy, intelligent people. In the interview, candidates who have a sophisticated vocabulary and communicate in a precise manner have an advantage, even if they don’t yet know all the medical lexicon. Rambling or coarse, unsophisticated language is perceived as a mismatch.

Entering and succeeding in the world of medical device sales requires the right preparation, presentation and phrasing. Are you polished enough to make the most of this step in your career?

“Intelligence is really a kind of taste: taste in ideas.” ~ Susan Sontag

I was copied on the following thank you note after an interview last week. Here are a few reasons I enjoy it so much…

1. Enthusiasm -This thank you note is brimming with the candidate’s energy and excitement for this job.

2. Specific to the interview – It is clearly not a “form” letter. By referring to what was discussed or learned in the interview, it engages the hiring manger. The candidate also reinforces how s/he could be a good fit for the manager’s criteria.

3. White space – It is a tad long, but there is enough white space and bullets to break it up. It’s easy to read and digest, compared to thick blocks of text. Some of the sentences could be tightened up. If you edit and simplify, you’ll often find you can cut out 25% of the words.

Good Afternoon (Manager),

I just wanted to say thank you for allowing me to interview for such a great company!

During my interview today I could sense the passion that you had for the company and how success leads to growth in the company which is what I was looking for! After our meeting, I played the interview back in my head as I do with all sales calls and realized that this company not only was a great company with unlimited growth, but was also the company that would be the perfect fit for me. Below are some of the reasons I would be the best fit candidate for the position

• Competitive Drive-My will to win is unstoppable
• Money Motivated
• Goal Oriented-I am always setting goals for myself and holding myself accountable for those goals
• Organized-Educated in Franklin Covey organizational system which has made me an efficient sales rep. I always plan out my days before hitting the field
• Commitment Objective-This one is very important, I always have a commitment objective of what I would like to get out of each and every sales call. The reason this is so important is so even if the customer gets off track you can still know in your head where you want to direct the call and that puts you in charge!

One of my favorite parts about the interview today was when you stated that you needed your reps to work extra hard to beat out the competitors like (x), I love a good challenge and I always love to out compete my competitors!

I can honestly say that I have made sure to do my due diligence on (x) and after seeing what a great company (x) is and meeting you today and seeing what a great leader and individual you are I realize that this would be a perfect fit for me!

Please inform me on what the next steps are in the interview process as I would like to stay on top of it and make appropriate accommodations.

Lastly, if there are any questions that you have for me please do not hesitate to contact me day, night or weekend and I will make myself available to answer them.

I look forward to working with you in the near future and again thank you for the opportunity to interview with your company!

Best Regards,

(A very smart candidate)

What do you think of this thank you note? What works? What would you change?

“I would maintain that thanks are the highest form of thought; and that gratitude is happiness doubled by wonder.”  ~G.K. Chesterton