SMS048 – Understanding the Annual U.S. Healthcare Spend


In today’s episode, I want to give you a better appreciation for the economics of healthcare and how medical device falls into the economics.  In a nutshell, it is big bucks.  If you take one thing away from this episode, know that you are pursuing the right career for your future.  Check out my notes below.  Persist until you succeed!

P.S. If you rate and review my show, I’d be tremendously grateful for it.  Thanks!  Use this link to do so.

Resources

References for my data can be found here and here’s the pdf report

Free Med Sales Course – 7-day email video series to help you break into the business

Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

Free Audio Book – Be The Best Candidate in Medical Device Sales!

SMS047 – Harvey Leake and Meshanda Banks from MedReps Share Career Search Advice


Tune into this week’s episode to get some insights from Harvey and Meshanda from MedReps.com

Topics we discuss:

  • Characteristics companies look for in candidates
  • Things to do to succeed in interviews
  • Fitting into the culture
  • Resources to succeed in your career search
  • And much more!

Michael Irvin’s Inspirational Video:  Look up, Get up, Don’t Ever Give Up

Resources

Free Med Sales Course – 7-day email video series to help you break into the business

Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

Free Audio Book – Be The Best Candidate in Medical Device Sales!

Check out Med Reps for additional resources!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm

SMSMS046 – Get O.R. Experience from your Living Room with Nikita Bernstein, CEO of jomi.com

Smart medical sales listeners, in this quick episode, I interview Nikita Bernstein, the CEO of jomi.com (journal of medical insights).  There is some fantastic footage of procedures that you can learn from as you prepare yourself for your next medical device sales position!

Enjoy!

Resources:

SMS045 – A Week as a Med Device Sales Rep

SMS045 - A Week as a Med Device Sales Rep

In this episode, we walk you through the typical week as a medical device sales rep. I encourage you to think about these activities while you look to strengthen the relevance of your resume.

Territory planning (10%)
Plan for the week
Ordering samples, getting equipment ready for cases
Setting up yearly, quarterly, monthly and weekly goals
Staying focused to ensure you achieve and tweaking consistently to reflect market changes
Time with sales manager and team

Time with Customers (50%)
current customers – providing service and new solutions
clinical, financial
meals with customers – business updates and relationship development
attending procedures: Daily / weekly if in the implantable business
attending procedures: During evaluations, new product introductions, training – capital, consumable, other

Cold Calling new customers (20%)
offices, hospital, O.R.
new customers appointments – sales calls, follow ups

Administrative (20%)
Staying compliant with hospital and FDA regulations – modules, training
Expense reports, sales forecast updates
Quoting, Contracting, pricing alignments
Time with sales manger and team

Resources:

SMS044 – Avoiding the Lizard Brain

SMS044 - Avoiding the Lizard Brain

Much of the med device sales career is dependent on psychology and having the right mindset.  The number one thing I have seen holds most people back is that they let their lizard brain control them.  In this episode, we talk about what the lizard brain is, how if affects you and what you can do to avoid it and break into the business!
 
What is the lizard brain?
It is the amygdala.  It refers to the oldest part of the brain, the brainstem, responsible for primitive survival instincts such as aggression and fear (“flight or fight”).
 
This part of the brain is what causes you to trigger the fight or flight mechanism.  It is the driver of emotions of; fear, anger, and negativity.  Its job is to keep you from trying anything risky or new.  This part of the brain is focused on keeping you in your safety zone and encourages you to get a plan b.  One of its favorite things to whisper to you is to,”shut up, sit down and do what you’re told.”
 
It is hard wired to help you survive, not to thrive.
 
How does it affect you?
  • Procrastination
  • Overly critical
  • Invent anxiety
  • Make excuses
 
What can you do to avoid it?
  • Don’t make a plan b
  • Train yourself to do the exact opposite
  • Embrace failure as a learning experience
  • Stay true to your goal
 
Next Steps to take:
  • Take note of what commitment means to you and then commit.  (Big difference between commitment vs. Interest)
  • Make failure your friend and create an environment that reinforces that
  • Take action and don’t make a plan B, you’ll break into medical device sales!
 
Resources:

SMS043 – Pharma into Medical Device Sales: Part II with Claudia Friedman

SMS043 - Pharma into Medical Device Sales: Part II with Claudia Friedman

Show Notes:
Biggest obstacles
  • Lack of experience / OR Experience
  • Not able to appropriately translate your experience to the role you’re after
  • Not knowing anyone in the industry or speciality space
  • Naysayers – overcoming them in the process
    • Negative association of pharma reps vs. B2B.  He didn’t believe a pharma rep had those same qualities.
    • Address biases with concrete examples – Use STAR Method!  Be confident.
Claudia’s Top 3 tips to help others from Pharma Into Device  (in a nut shell)
  • Layoffs in Pharma are real.  Part of a group layoff in Pharma where she was able to perfect her job search and transitions.
  1. Structure your time well!  Improve how you structure your time, review and reflect – search, emails, fitness “count for your time, and make it count”  Use the Panda Planner.  – https://pandaplanner.com/
  2. Encourage yourself daily with positive reinforcement and expressing gratitude.  Create positivity and confidence.
  3. Stay the course – be persistent and stay agile.
    1. Reading the Challenger Sales Method
    2. Created opportunity to continue the dialogue
Most common objections and how Claudia overcame them
  • Interview objections – how you deal with the interview is very predictive of how you’ll handle objections
  • ACAC – acknowledge, clarify, answer, confirm
  1. What is your perception of what we do?  Your opportunity to shine.  Share what you have learned by reaching out.  Ask for a ride along.  Smash this weed out the question into the ground!  Use the “know the company” form on SMS.
  2. Tell me about how you handle rejection?  “You seem too sweet, I don’t think you could do this job…”  Do you have the thick skin to do this role.  You will need a very specific STAR example to show how you’ve handled rejection.  Make it SOLID.  Ultimately a question about resilience.
  3. How did you take ownership of your goal?  Especially if you’re working in a pod structure, this is a question that you must be able to answer.  Use STAR to demonstrate you have had success and differentiate your contributions as an individual performer.
Closing thoughts and words of advice
  • No doesn’t mean never.
  • Keep communication lines open.
  • Don’t burn bridges.
  • Be sure with each interaction you have, ADD VALUE.  Make it more about them and less about you!!!!!!!!
  • Seize every opportunity to express thanks and appreciation to the people involved in the process. (gyft.com)

Resources

Free Med Sales Course – 7-day email video series to help you break into the business

Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

Free Audio Book – Be The Best Candidate in Medical Device Sales!

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm

SMS042 – 5 Skills Chiropractors Can Translate to Break into Medical Device Sales

In this episode, we focus on chiropractors wanting to break into the business.  If you are a chiropractor looking into medical device sales, these 5 qualities will help you break in.  Even if you are not a chiropractor and you posses these skills, here are a list of specialties and companies to consider.  Remember, you’re only one relationship away from breaking into the business!
  • Possesses Strong Communication Skills: Being able to communicate well with patients is essential. Good listening skills help ensure that all the patient’s needs are being met, while good speaking skills help ensure the patient gets a full understanding of what the treatment plan is.
Areas to consider:  Diabetes, Brain Stimulation, Pain Pumps (Abbott, Medtronic, St Jude)
  • Shows Empathy: A great chiropractor is very empathetic and can understand what a patient is going through in regards to pain and other symptoms. This empathy helps put a patient at ease and instills trust.
Areas to consider:  Any area of med device
  • Can Focus on the Patient: A great chiropractor is focused solely on the patient they are with. They are completely committed to creating a relaxed treatment environment and are focused only on the patient and the patient’s treatment plan.
Areas to consider: Ortho, Hips & Knees, Trauma, Sports Med (Stryker, Zimmer Biomet, DePuy, Smith & Nephew, Arthrex)
  • Is Very Knowledgeable: Chiropractors have a wealth of knowledge about the spine, the nervous and muscular systems, movement, exercise, and nutrition. They enjoy learning and stay on top of new research and techniques in chiropractic.
Areas to consider:  Spine, Hips&Knees, Trauma, Sports Med (Medtronic, Stryker, Zimmer Biomet, Orthofix, NuVasive, DePuy Synthes)
  • Is Able to Put People at Ease: A great chiropractor has a gentle disposition and can make patients feel comfortable during a treatment.
Areas to consider:  Any area of med device
Source for top skills in med device:  Top 10 Qualities of a Great Chiropractor

SMS041 – How Likability Will Land You a Six Figure Career

If you can’t seem to get into the business, you may want to consider increasing your likability.  While this factor alone won’t get you into the business, it is a multiplier that will help augment your skills and experience to break into the business.  Likability is a multiplier.  Tune in to find out how to make it work for you.
 
Six Ways to Make People Like You – Principles from Dale Cargie’s Book “How to Win Friends and Influence People”:
  1. Become genuinely interested in other people.
  2. Smile.
  3. Remember that a person’s name is, to that person, the sweetest and most important sound in any language.
  4. Be a good listener. Encourage others to talk about themselves.
  5. Talk in terms of the other person’s interest.
  6. Make the other person feel important – and do it sincerely.
Questions to ask as you apply these Six Principles:
A.  Begin with the end in mind – Have you set your goals?  Are they measurable?
B.  In person – Are you applying the six principles in person?  How so?
C.  On the phone – Are you applying the six principles on the phone?  How so?
D.  Email – What principles are you applying when you email recruiters / hiring managers?
 

SMS040 – How to get Operating Room Experience

In this episode, Kevin Haines from New Jersey, one of the listeners gets to hear the answer to a very great question he submitted.  “What can I do to get operating room experience.” Tune into the show so you can learn the steps to get operating room experience.

The O.R. is an area of high accountability with many systems and processes.  There are several ways for you to get it done, beyond the physician route.

OR Experience Videos

4 Minute Video:
25 Minute Video:
Other Great Ideas to Gain O.R. Experience:
1.  Learn through conversations with surgeons, surgical techs, radiology techs
2.  Take a trip to Latin America and get the O.R. Experience You’re Looking For
  • Mexico, Costa Rica, Colobmia, Panama are some examples
3.  Find a local chapter of surgeons doing mission work and join them!
4.  Get involved with a local cadaver lab.

Resources

Free E-Book – Be The Best Candidate in Medical Device PDF

Ask Saul – Submit your questions and podcast ideas

Free Med Sales Course – 7-day email video series to help you break into the business

Free Audio Book – Be The Best Candidate in Medical Device Sales!

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm

SMS039 – 3 Tips To Get Interviews Faster


In this episode, I walk you through some tips, tricks and share some resources to help you land interviews faster.  While these things will help you, always remember to stick to the basic blocking and tackling daily.  Combine these resources with daily activities and you’ll break into this six figure business faster.

3 Tips that will help you get interviews faster
  • Get recommendation letters and share them (or emails from people in the business)

Resources

Ask Saul – Submit your questions and podcast ideas

Free Med Sales Course – 7-day email video series to help you break into the business

Free Audio Book – Be The Best Candidate in Medical Device Sales!

Thanks to our Sponsor, Med Reps!

Start your career now with Med Reps – The #1 Med Device Recruiting Firm