Eslam Khaled’s Post

I work in medical sales, I go to work everyday at 9 AM, I visit 4-6 hospitals, I meet some nice and welcoming doctors, My sales target is easy to hit, this makes me stress free, and leaves enough mental bandwidth to focus on serving doctors and patients, Once in a while I'd make a group meeting for some doctors and all of them happily attend. By 5 o'clock I'm done. This is my life as a med rep, But in a perfect utopia! ..... Here's what my day really looks like. I get stuck in traffic, I reach my first account at 9:30, A few doctors will accept my visit, A few will refuse to meet, Most of the time I'm stressing about my sales quota. A lot of time is wasted in commuting, Postponed meetings, and waiting. I try to squeeze in some emails and paperwork during the day, Sometimes I'm working for 10 or 11 straight hours. ..... The fact is, Medical sales is an incredibly overwhelming job. It's stressful, demanding, and time consuming. But, when I take the time and reflect on the impact I have on patients' lives, I feel incredibly Fulfilled. The notion that I'm providing tools for HCPs to help the patients, alleviate their suffering, and improve their lives is what motivate me to go through this hardship. I Always say: Medical sales is extremely challenging, but it’s so freaking Fulfilling! P.S. is your day more like the first or the second scenario?

When I work with medical sales professionals, the first thing I work with them to master is discipline. If success in medical sales can be attributed to one thing, it would be consistently performing the necessary actions day in and day out: - Go out to the field - Follow up with your existing customers - Approach new customers - Advance your accounts one small step Doing the fundamentals and having the right habits is more important than your skill level, looks, background, or years of experience. You need to Identify the fundamental daily habits that will lead you to achieve your goals, and commit to doing them every day. I once coached a rep who struggled with communicating medical information to doctors. He implemented just one new routine: Reading research papers and studying product materials for 30 minutes every day. In his words: "I can now easily talk to doctors and use unique angles to promote my products to different customers." There are more profound benefits to having daily routines and habits and sticking to them. Beyond the direct benefits that you get from doing something like learning, calling on doctors, or other constructive routines, doing these habits will add a sense of coherence and structure to your day. They become the pillars that hold your work together, making your day expectable while leaving room for good surprises. And, this sense of coherence is an essential element of finding meaning and fulfillment at work and in life as a whole. Having these structured routines and habits every day will decrease your levels of stress and anxiety. You’ll not be preoccupied with thoughts about what you need to do next, or how to make this day productive. Everything is laid out in front of you, waiting for you to perform your best, and express your capabilities. I need you to take some time to think about the habits and routines you can do every day. Write them down, commit to doing them, and build your discipline muscle. … P.S. If you have any questions about this topic or anything related to improving performance in medical sales, I'd be happy to help.

Is medical sales turning into a strictly service job? I know, here we go, but is it really salespeople just posing as a service person? Times have changed tremendously, and it appears that medical sales is turning into a lucrative service job. Are you doing the following: 1. Covering cases every day. 2. No sales meetings / calls in the last 30 days. 3. Spending more than 50% of your time moving product around. If you said yes to all three of these things you are a service person. There is nothing wrong with that until someone comes to you and asks you to grow. If you aren’t exercising your sales muscle / skills every day you will be rusty when you try again. Sales comes naturally to some people until it doesn’t, and you don’t want to be the lip sync act. Let me know what you think in the comments!

Major 🔑's to success from a medical sales star, Ryan Inglett, Senior Executive Sales Representative at Ambu USA. Ryan won region of the year in 2020, and finished top 5 for five straight years. Ryan's keys to success ⬇ 🔑Pleasant Persistence 'While the main goal is to get the sale right away, but if that's not possible, then I want to be the first person my prospect thinks of when they have an issue or are entering the market for the product I am selling. Persistence pays off; some accounts took 2 years to close, but there's not a single one that I haven't been able to lock in eventually. As soon as you stop being persistent, you will miss your opportunity.' 🔑 Leave no Stone Unturned 'There are tons of people in every account that can be instrumental in pushing a sale forward. Just because one person says no or tells you to keep it moving, doesn't mean the next person won't be ecstatic to help, whether it be an office manager, physician, lead nurse, MA, PA, materials management director, sterile processing director, or anesthesia tech. There is no shortage of contacts in every scenario so use them all!' 🔑Leverage your Resources 'This will vary from place to place, but we often have SO many resources and people at our fingertips that bring different value to the table. Are you even trying if you aren't using 100% of your available resources?' ✨Thought to live by: If you don't ask, you don't get!!! Simple. Ryan is one of the most creative, positive and gritty professionals I know. He's a culture winner and simply a pleasure to be around. Ask him about his morning mirror routine and his 'Rubik's cube' story.

Medical sales—like anything meaningful in life—is not easy. - Long working hours. - Emergency cases. - Keeping up to date with medical knowledge. - Continuous follow-up and support for existing customers. - Building new customers and strong pipeline. - Driving from a hospital to a center to a clinic for hours. But, The rewards are truly worth the effort. - The fulfilment from serving patiens. - The experience you gain from Woking with doctors and staff and other decision makers. - The skills that you build that woul help you succed in any other business. - The flexibility and sense of freedom that you can build. - The financial security. Here's the catch: If you want to gain control over all these overwhelming demands, and maximise the rewards that you get from this field, You need to build the skills and master the tools that would facilitate this. - Planning. - Discipline. - Motivation. - Goal setting. - Prioritization. - Strengths utilisation. - Relationship building. - The ability to learn and master new skills. These are the performance skills that would allow you to acheive meaningful success in medical sales, and to maximise the rewards that get from this amazing industry. P.S. I will provide you with a personalized help on how to Implement these skills in the best way that suits your circumstances and specific situation. just DM me

9 things I’d do every Saturday if I was looking to land first medical sales job: 1. Walk/get sunlight. 2. Hit coffee shop, grab a dirty matcha to get in flow state. 3. On YouTube, research: procedures and products I’d be covering, what physicians are saying about the products, top 2-3 competitive products and what drs are saying about them, what’s new in a particular disease state like Rotator cuff repair. 4. On YouTube, study a sales process like Sandler. 5. Get all these notes onto a PowerPoint 6. Get on LinkedIn “Jobs Tab”, type in “associate sales representative” and my city, then message reps in each of those cities who have openings to ask for a 5-min phone call. 7. After a couple hours, get some exercise in. 8. Read 1-3 chapters of your sales book of choice. 9. Relax and wind down in evening with no phone or stress. Repeat Sunday. You’ve got this!!

I see a lot of posts from "experts" about how to break into medical sales. (in some cases, the word 'expert' means they got hired. Once.) There are many ways to get hired, but here's an approach I've used to help countless people with no experience to land a job in medical sales over the last four decades (and I don't actively sell a course or training to help people to do this, so this isn't a sales pitch). I believe in the quote, "How you do anything is how you do everything." If your idea of landing a job is to wait for an opening, send a resume, and then wait until you hear back... ...if I'm the hiring manager, that's how I think you're going to sell. You'll wait until you hear that someone needs a product, you'll drop off a brochure, and wait until they call you back. Compare this to someone who knows the industry segment they want to work in and the company they want to represent. They do a deep dive on the company and learn the products as much as possible. They'll even find end-users and ask them about their experience and while they're at it, who their sales rep is and how to reach them. They'll call the rep and invite them to lunch. Ask about working for the company. Find out how who does the hiring. Or instead, network on LinkedIn to identify the hiriing authority and reach out to this person.... Not to ask, "Do you have any openings?" That's what an average sales rep would do. Instead... They introduce themself, and assertively say, "I want to work for your company. I'd like to tell you why and share a plan with you on how I'll develop a territory in record time. I'm already familiar with your products. I'm familiar with many of your accounts (because you've done a deep dive on that too), and my goal is to get on your short list of candidates should a territory open up. Can we meet for a few minutes? Even if you don't hire me, I'm going to share some things with you that you may want to implement with your sales team. You're my first choice. I want to represent you. Can we talk?" The key word in medical sales is "SALES." Don't wait for your perfect job; go after it and sell yourself into the job. Distinguishing yourself with sales ability will get you hired way faster than a templated resume that merely says, "Me too."

Are you a Sales personnel meeting Doctors and grappling to make quality in-clinic discussions ?   Earning the respect of Doctors as a medical sales representative requires a combination of professionalism, product knowledge, and relationship-building skills. Here are some measures that can help: 1.    Be Knowledgeable: 📚💡Ensure a deep understanding of the products or services being promoted, including their features, benefits, and clinical evidence supporting their use. This knowledge instills confidence in the doctor regarding the representative's expertise.   2.    Respect Their Time: ⏰👩Doctors are often busy professionals. Make appointments in advance, arrive a little ahead of time, and be concise during interactions. Respect their schedules and avoid wasting their time with irrelevant information.   3.    Listen Actively: 👂💬Take the time to listen to the doctor's needs, concerns, and preferences. Understand their challenges and tailor your discussions or presentations to address their specific requirements. Active listening demonstrates respect and fosters trust.   4.    Provide Value: 💼💡Offer valuable insights, such as updates on new research, treatment guidelines, or industry trends that are relevant to the doctor's practice. Position yourself as a resource and partner in their efforts to provide optimal patient care.   5.    Be Transparent: 💬🔍Be honest and transparent in your interactions. Avoid making exaggerated claims or withholding important information. Doctors appreciate integrity and honesty in their professional relationships.   6.    Build Relationships: 👫 🤝 Focus on building long-term relationships rather than just making sales. Invest time in getting to know the doctor personally, understanding their practice, and building trust over time.   7.    Follow Up Responsibly: 📲✉After meetings or interactions, follow up promptly on any commitments made. This could include providing additional information, addressing queries, or arranging product demonstrations. Reliable follow-up demonstrates professionalism and commitment.   8.    Stay Updated: 📰🔬 Stay informed about the latest developments in the healthcare industry, including regulatory changes, competitor activities, and advancements in medical science. Being knowledgeable demonstrates your commitment to staying current and adds credibility to your interactions.   9.    Respect Boundaries: 🛑🔒Recognize and respect the boundaries set by doctors regarding promotional activities. Avoid being overly pushy or intrusive. Instead, focus on providing value and building trust at a pace that is comfortable for the doctor. 10. Seek Feedback: 📝🔄 Actively seek feedback from doctors about your interactions and presentations. Use constructive criticism to improve your approach and strengthen your relationships. Someone somewhere benefits from other's experience ! >> Invite Salesperson and Doctors to share their thoughts. Do follow / connect with me. 

In May 2022, I embarked on my career as an Associate Sales Representative in the Spine industry. Fresh out of Medical Sales College and at 25 years old, I thought I had a clear understanding of what lay ahead. However, I quickly realized how much I had to learn. During my first year, I immersed myself in mastering the essentials: 1. Learning the intricate anatomy of the spine. 2. Developing the ability to read X-rays, MRIs, and CT scans. 3. Familiarizing myself with the instruments in our trays as well as hospital trays. 4. Understanding how to operate the Stealth navigation system. 5. Gaining knowledge about the hospitals we work with, including the roles of SPD, Materials, and the loading dock. 6. Ensuring trays were signed in and that we had everything needed for each case to run smoothly. These are just a few examples of the many challenges I encountered. As I began to gain confidence in handling trays, surgeries, and logistics, I felt that my value extended beyond merely transporting trays from account to account. While I certainly don't claim to know everything about medical device sales—because in truth, no one ever will—I do understand the importance of adaptability in a rapidly evolving healthcare landscape. Innovations like robotics and the way we communicate today are just a few of the changes reshaping the industry. During my second year, I found myself in a different role—less involved in case coverage and relationship-building, but with the opportunity to observe the business side of the industry. Although it felt like I wasn’t growing in some areas, this period was invaluable. I came to understand that there is tremendous business potential beyond the operating room. Business rarely just falls into your lap (though occasionally, it might), but with the right work ethic, strategy, and consistency, you can break through barriers you never thought possible. Success in this industry requires understanding, quick problem-solving, attentiveness, and much more. It’s how you present yourself that ultimately makes the difference. Complacency, in my opinion, is the greatest weakness one can have in this field. If someone else wants it more than you do, you will lose business and be left behind. This realization led me to the decision to start my own venture. While some might say that ego or naivety influenced this decision, I believe in the skills I possess and my determination to achieve what I set my mind to. My parents instilled in me a drive to pursue what I want, and now it’s up to me to prove that this isn’t just talk. Nobody knows you better than you know yourself, and if you believe you have the capability to build something on your own, I encourage you to pursue it. I am incredibly grateful for all the support and kind words I’ve received as I embark on this new journey, and I remain open to any advice that may come my way.

Building rapport is fundamental in medical sales. But most medical sales reps are doing it the wrong way! It goes something like this: Rep: this fish tank is awesome, do you love fish? Doctor "in his mind": all med reps sound the same! .... Rep: did you watch the Super Bowl? Doctor: you are the 7th rep to ask me this! ... This approach of rapport building is already dead and exhausted. asking questions that anyone can ask will not help you connect, rather it tells your customer to keep their guard on! Here's how to go about connecting with doctors and getting them to open up and let there guard down: 1. Do your research: Before approaching a doctor, you need to gather as much intelligenceasyou can. What does their practice look like? Which kind cases the se the most? What are their preferences in the desease area you severe? Did they appear in the news lately? Did they publish any research papers recently? This will allow you to start a personalized and deep conversation with them. the more you know the better. 2. Ask specific, curious questions: when doing your research something should poke your interest and get you genuinely curious. It can go like this: Rep: when I was preparing for my visit I read your paper " a review of xyz" you said that technique/product is not so effective but it's the only option, I'm a bit curious, what don't you like about?!" Doctor: interesting 🤔...... It will not always go like this, but you get the idea, based on your product and your research about the doctor you should be able to ask a genuine question that would get their interest and let them open up. 3. Hold your horses: When they start taking, pleeeeease listen! don't wait for your turn to reply, just listen with focus and a child like curiosity, you'll not only connect with your doctor deeper, you'll also learn something new. 4. Use the power of Attunemnt: - Mirror ther body language in a subtle way - Adjust your tone and pitch to theirs. - Use similar language, if they talke technical and use a lot of jargon, do the same but with a bit lower intensity. "Never outshine the master" - Try to see the word from their perspective, this will make a huge difference I'm the quality and depth of interaction. 5. Ask more questions: Show your interest by asking followup questions. make them deep and thoughtful, but make sure to know when to stop✋️ If your doctor is busy or starts losing interest move on. 6. Don't blast features and benefits: when the time comes to present your solution, focus only on the things that matter to the doctor and how your solution will help them overcome their challenges. never listen the 15 features and their benefits. .... Follow this process, and thank me latter when you doctors feel that you're the only rep that really understands them, and the only rep they look forward to meeting. .... P.S. How do you connect with your doctors?