The Pharma Coach - Jebb C. Ruff, MBA 🔹Break into Medical Sales in 90-Days🔹’s Post

𝐖𝐡𝐚𝐭 𝐬𝐞𝐩𝐚𝐫𝐚𝐭𝐞𝐬 𝐓𝐎𝐏 𝐏𝐞𝐫𝐟𝐨𝐫𝐦𝐢𝐧𝐠 𝐬𝐚𝐥𝐞𝐬 𝐫𝐞𝐩𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐯𝐞𝐬 𝐟𝐫𝐨𝐦 𝐨𝐭𝐡𝐞𝐫𝐬? Purpose Throughout my life, for different reasons, I have asked myself these questions again and again: 📌 What’s my purpose? 📌 What is going to get me excited? 📌 What am I attempting to achieve? These questions come up often because circumstances CHANGE. When you identify WHY you want to achieve something, you can fully and completely get obsessed with achieving it. This OBSESSION to blow away any barriers you run into on the way to your goal will help you achieve your purpose. Embarking on a journey to discover your PURPOSE isn't just about finding a job; it's about finding your unique contribution. Sometimes our purpose is simple, other times it’s complex. Either way, embrace self-reflection and define your purpose. Remember, meaningful goals aligned with your purpose lead to a more fulfilling life and career. Happy Selling! What steps are you taking to uncover your purpose? Share your insights! ~~~~~~~~~~~~~~~~~~~ 📬 Connect and Message Jebb C. Ruff, MBA your medical sales questions. #purpose #drive #motivation #career #medicalsales #meddevice #pharmaceutical #heart #goals #obsession

𝐎𝐮𝐫 𝐈𝐧𝐧𝐞𝐫 𝐂𝐫𝐢𝐭𝐢𝐜 Having an inner critic refers to the internal voice that critiques and judges oneself. This inner voice can have Positive or Negative consequences for a Medical Sales Professional. 𝐀𝐧 𝐞𝐱𝐚𝐦𝐩𝐥𝐞 𝐨𝐟 𝐚𝐧 𝐢𝐧𝐧𝐞𝐫 𝐜𝐫𝐢𝐭𝐢𝐜 𝐢𝐧 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐒𝐚𝐥𝐞𝐬: After an important sales call, despite receiving positive feedback from your supervisor, your inner critic tells you… ➝ 'You stumbled over your words several times.’ ➝ ‘You sounded unsure and unprofessional.’ ➝ ‘Everyone probably noticed and thinks less of you now.' 𝐇𝐨𝐰 𝐚𝐧 𝐈𝐧𝐧𝐞𝐫 𝐂𝐫𝐢𝐭𝐢𝐜 𝐇𝐮𝐫𝐭𝐬 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐒𝐚𝐥𝐞𝐬 𝐑𝐞𝐩𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐯𝐞𝐬: 🔴 Undermines Confidence ➝ An overactive inner critic can erode a sales representative's confidence, leading to disappointment in the sales territory. 🔴 Fear of Rejection ➝ The fear of failure instilled by the inner critic may prevent sales representatives from pursuing challenging opportunities; thus, limiting their success. 🔴 Impacts Performance ➝ Constant self-criticism can distract sales representatives from focusing on their goals and tasks, ultimately impacting their ability to meet sales targets. 𝐇𝐨𝐰 𝐚𝐧 𝐈𝐧𝐧𝐞𝐫 𝐂𝐫𝐢𝐭𝐢𝐜 𝐇𝐞𝐥𝐩𝐬 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐒𝐚𝐥𝐞𝐬 𝐑𝐞𝐩𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐯𝐞𝐬: 🟢 Promotes Learning ➝ A healthy level of self-criticism encourages sales representatives to reflect on their performance, identify areas for improvement, and strive for excellence in their sales techniques. 🟢 Drives Improvement ➝ Constructive self-criticism motivates sales representatives to seek feedback, learn from mistakes, and implement changes to enhance their sales approach, ultimately leading to professional growth. 🟢 Encourages Accountability ➝ The inner critic holds sales representatives accountable for their actions and decisions, fostering a sense of responsibility in their interactions with clients. While an inner critic can pose CHALLENGES for medical sales representatives…it can also serve as a CATALYST for growth and improvement. Balancing your inner critic with a GROWTH mindset is essential for navigating the demands of a TOP Performing Medical Sales Representative. What should we add to the conversation? ⬇️ Comment Below ⬇️ ~~~~~~~~~~~~~~~~ 📌 Connect and DM Jebb C. Ruff, MBA your Medical Sales Questions. #doubt #criticalthinking #communication #sales #medicalsales #meddevice #pharmasales #pharmaceutical #accountability #b2b

𝐎𝐮𝐫 𝐈𝐧𝐧𝐞𝐫 𝐂𝐫𝐢𝐭𝐢𝐜 Having an inner critic refers to the internal voice that critiques and judges oneself. This inner voice can have Positive or Negative consequences for a Medical Sales Professional. 𝐀𝐧 𝐞𝐱𝐚𝐦𝐩𝐥𝐞 𝐨𝐟 𝐚𝐧 𝐢𝐧𝐧𝐞𝐫 𝐜𝐫𝐢𝐭𝐢𝐜 𝐢𝐧 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐒𝐚𝐥𝐞𝐬: After an important sales call, despite receiving positive feedback from your supervisor, your inner critic tells you… ➝ 'You stumbled over your words several times.’ ➝ ‘You sounded unsure and unprofessional.’ ➝ ‘Everyone probably noticed and thinks less of you now.' 𝐇𝐨𝐰 𝐚𝐧 𝐈𝐧𝐧𝐞𝐫 𝐂𝐫𝐢𝐭𝐢𝐜 𝐇𝐮𝐫𝐭𝐬 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐒𝐚𝐥𝐞𝐬 𝐑𝐞𝐩𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐯𝐞𝐬: 🔴 Undermines Confidence ➝ An overactive inner critic can erode a sales representative's confidence, leading to disappointment in the sales territory. 🔴 Fear of Rejection ➝ The fear of failure instilled by the inner critic may prevent sales representatives from pursuing challenging opportunities; thus, limiting their success. 🔴 Impacts Performance ➝ Constant self-criticism can distract sales representatives from focusing on their goals and tasks, ultimately impacting their ability to meet sales targets. 𝐇𝐨𝐰 𝐚𝐧 𝐈𝐧𝐧𝐞𝐫 𝐂𝐫𝐢𝐭𝐢𝐜 𝐇𝐞𝐥𝐩𝐬 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐒𝐚𝐥𝐞𝐬 𝐑𝐞𝐩𝐫𝐞𝐬𝐞𝐧𝐭𝐚𝐭𝐢𝐯𝐞𝐬: 🟢 Promotes Learning ➝ A healthy level of self-criticism encourages sales representatives to reflect on their performance, identify areas for improvement, and strive for excellence in their sales techniques. 🟢 Drives Improvement ➝ Constructive self-criticism motivates sales representatives to seek feedback, learn from mistakes, and implement changes to enhance their sales approach, ultimately leading to professional growth. 🟢 Encourages Accountability ➝ The inner critic holds sales representatives accountable for their actions and decisions, fostering a sense of responsibility in their interactions with clients. While an inner critic can pose CHALLENGES for medical sales representatives…it can also serve as a CATALYST for growth and improvement. Balancing your inner critic with a GROWTH mindset is essential for navigating the demands of a TOP Performing Medical Sales Representative. What should we add to the conversation? ⬇️ Comment Below ⬇️ ~~~~~~~~~~~~~~~~ 📌 Connect and DM Jebb C. Ruff, MBA your Medical Sales Questions. #doubt #criticalthinking #communication #sales #medicalsales #meddevice #pharmasales #pharmaceutical #accountability #b2b

𝐂𝐨𝐦𝐩𝐞𝐭𝐢𝐭𝐢𝐯𝐞𝐧𝐞𝐬𝐬 𝐢𝐧 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐒𝐚𝐥𝐞𝐬 Taught or Innate? Either way, an important quality to have in Medical Device and Pharmaceutical Sales. 𝟑 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐭𝐡𝐞 𝐡𝐢𝐫𝐢𝐧𝐠 𝐦𝐚𝐧𝐚𝐠𝐞𝐫 𝐜𝐨𝐮𝐥𝐝 𝐚𝐬𝐤 𝐭𝐨 𝐮𝐧𝐜𝐨𝐯𝐞𝐫 𝐲𝐨𝐮𝐫 𝐜𝐨𝐦𝐩𝐞𝐭𝐢𝐭𝐢𝐯𝐞 𝐬𝐩𝐢𝐫𝐢𝐭: 🔸 How do you handle rejection and maintain motivation in a competitive sales environment? 🔸Can you share a specific example of a situation where your competitive nature positively influenced a sales outcome? 🔸 In what ways do you continuously improve your product knowledge and understanding of the market to outperform competitors? As someone passionate about medical sales, I've found that embracing a competitive mindset has its distinct advantages and challenges. 𝐇𝐞𝐫𝐞 𝐚𝐫𝐞 𝟑 𝐩𝐨𝐬𝐢𝐭𝐢𝐯𝐞𝐬 𝐚𝐧𝐝 𝐧𝐞𝐠𝐚𝐭𝐢𝐯𝐞𝐬 𝐈'𝐯𝐞 𝐨𝐛𝐬𝐞𝐫𝐯𝐞𝐝: Positives: 🟢 Innovative Problem-Solving - The desire to outperform encourages creative approaches to overcome challenges. 🟢 Drive for Excellence - A competitive spirit fuels a constant pursuit of excellence, pushing you to exceed targets and set new benchmarks. 🟢 Enhanced Resilience - Facing competition builds resilience, turning setbacks into valuable learning experiences that contribute to long-term success. Negatives: 🔴 Risk of Burnout - Intense competition can lead to burnout if not managed effectively, impacting both performance and well-being. 🔴 Overemphasis on Winning - An excessive focus on winning may overshadow the importance of collaboration and teamwork, potentially straining relationships. 🔴 Potential for Unethical Practices - Intense competition may drive some individuals to resort to unethical practices to gain an edge, compromising long-term integrity. What are your thoughts on leveraging competitive instincts in medical sales? ⬇️ Comment Below ⬇️ There is a delicate balance between being competitive, coachable, and humility. Focus on the patient and the rewards will follow. Happy selling! ~~~~~~~~~~~~~~~~ 📬 DM Jebb C. Ruff, MBA your Medical Sales Questions. ♻️ Re-Post this message if someone in your #Linkedin Network will benefit. #meddevice #medtech #medical #medicalsales #territorysales #pharmasales #pharmaceutical #business #resumetips #interview

𝐂𝐨𝐦𝐩𝐞𝐭𝐢𝐭𝐢𝐯𝐞𝐧𝐞𝐬𝐬 𝐢𝐧 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐒𝐚𝐥𝐞𝐬 Taught or Innate? Either way, an important quality to have in Medical Device and Pharmaceutical Sales. 𝟑 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐭𝐡𝐞 𝐡𝐢𝐫𝐢𝐧𝐠 𝐦𝐚𝐧𝐚𝐠𝐞𝐫 𝐜𝐨𝐮𝐥𝐝 𝐚𝐬𝐤 𝐭𝐨 𝐮𝐧𝐜𝐨𝐯𝐞𝐫 𝐲𝐨𝐮𝐫 𝐜𝐨𝐦𝐩𝐞𝐭𝐢𝐭𝐢𝐯𝐞 𝐬𝐩𝐢𝐫𝐢𝐭: 🔸 How do you handle rejection and maintain motivation in a competitive sales environment? 🔸Can you share a specific example of a situation where your competitive nature positively influenced a sales outcome? 🔸 In what ways do you continuously improve your product knowledge and understanding of the market to outperform competitors? As someone passionate about medical sales, I've found that embracing a competitive mindset has its distinct advantages and challenges. 𝐇𝐞𝐫𝐞 𝐚𝐫𝐞 𝟑 𝐩𝐨𝐬𝐢𝐭𝐢𝐯𝐞𝐬 𝐚𝐧𝐝 𝐧𝐞𝐠𝐚𝐭𝐢𝐯𝐞𝐬 𝐈'𝐯𝐞 𝐨𝐛𝐬𝐞𝐫𝐯𝐞𝐝: Positives: 🟢 Innovative Problem-Solving - The desire to outperform encourages creative approaches to overcome challenges. 🟢 Drive for Excellence - A competitive spirit fuels a constant pursuit of excellence, pushing you to exceed targets and set new benchmarks. 🟢 Enhanced Resilience - Facing competition builds resilience, turning setbacks into valuable learning experiences that contribute to long-term success. Negatives: 🔴 Risk of Burnout - Intense competition can lead to burnout if not managed effectively, impacting both performance and well-being. 🔴 Overemphasis on Winning - An excessive focus on winning may overshadow the importance of collaboration and teamwork, potentially straining relationships. 🔴 Potential for Unethical Practices - Intense competition may drive some individuals to resort to unethical practices to gain an edge, compromising long-term integrity. What are your thoughts on leveraging competitive instincts in medical sales? ⬇️ Comment Below ⬇️ There is a delicate balance between being competitive, coachable, and humility. Focus on the patient and the rewards will follow. Happy selling! ~~~~~~~~~~~~~~~~ 📬 DM Jebb C. Ruff, MBA your Medical Sales Questions. ♻️ Re-Post this message if someone in your #Linkedin Network will benefit. #meddevice #medtech #medical #medicalsales #territorysales #pharmasales #pharmaceutical #business #resumetips #interview

🚀 From Good to Great: Crafting a Stellar Sales Team in the Pharmaceutical Sector 🌟 In the high-stakes world of pharmaceutical sales, having a good team is commendable, but assembling a great one is transformative. The difference lies not just in numbers but in the quality of connections, understanding of customer needs, and the ability to adapt and innovate in an ever-evolving landscape. **A Good Sales Team** excels in hitting targets and executing strategies. They're skilled, disciplined, and knowledgeable about their products. This foundation is crucial, but to transition from good to great, a deeper evolution is required. **A Great Sales Team**, however, transcends traditional benchmarks through: 1. **Empathy and Insight**: They don't just know their product; they understand the challenges and needs of their customers, offering solutions that genuinely help. 2. **Adaptability**: In a sector as dynamic as pharmaceuticals, a great team quickly adapts to market changes, regulatory updates, and healthcare trends, always staying ahead of the curve. 3. **Collaboration and Communication**: Beyond individual excellence, they excel in teamwork, sharing insights and strategies to elevate the entire group's performance. 4. **Continuous Learning**: They're not just experts in their current product line; they're constantly expanding their knowledge base to include the latest medical research, competitor information, and sales techniques. 5. **Inspirational Leadership**: Great teams are driven by leaders who inspire, motivate, and challenge them to exceed their limits, fostering a culture of achievement and continuous improvement. Building such a team in the pharmaceutical sector isn't an overnight achievement but a strategic commitment to nurturing talent, fostering a culture of excellence, and continuously investing in development and innovation. As we aim for greatness, let's remember that the core of our success lies in the value we bring to healthcare professionals and patients through our work. Here's to building sales teams that don't just meet targets but redefine them. #PharmaceuticalSales #TeamBuilding #Leadership #SalesExcellence

Whether we are managing and leading sales representatives in; 1). medical device 2). pharmaceutical 3). digital health, 4). SaaS/ software or 5). telehealth It is critical to work with your teams in (effectively) coaching them how to prevent buyers’ resistance. (This missing piece is becoming more prevalent from an overwhelming amount of sales leaders in companies. In talking to hundreds & hundreds of sales leaders over my career… this isn’t conducted as effectively as it could be. Because the sales leaders themselves have never been trained on neuro emotional sales questioning). How do you do that? You ask. ✅ create a list of reasonable, yet uncommon questions that your potential customer would not mind answering. Because the questions are not typical “sales person” questions. ✅ make sure those questions create an emotional connection where the potential customer wants to urgently solve what their frustrations are caused by ✅ discuss with the potential customer what using your product or service would look like from their view point based on the reasonable results and outcomes they would receive. (This is not done by enough sales professional representatives).

(3) things that changed my life while working in medical sales: And no it’s not your textbook answers like: - Marriage - Kids - Parents getting older/health issues 1. Tripled down on me! I changed my approach, my communication methods and realized everything I said and did mattered. - Understand your purpose and pursue it relentlessly. 2. Realized it’s not about the package at the job, the equity offered nor the perks associated with. - I stopped monetizing my thoughts, this granted much more insightful thought on how to understand my passion and how to truly help customers and peers. I was able to set clear attainable goals. 3. Started to prioritize “sharing.” - Anytime anyone needed or wanted advice, I shared it. Sharing all the techniques that made me successful is extremely fulfilling. Prioritize helping others and your cup will overflow! Here is a snapshot of success and failures along the way: - Entered pharmaceutical arena at age 24 in 2002, Primary Care Sales - Promoted to Specialty Sales in 2007 - #1 sales rep in the country 2008 - Lost it all by 2009 due to company lay off STARTED OVER - Changed companies and disease states, Hospital Sales 2009 - Numerous accolades, MVPs, quota trips - Promoted to Specialty Sales/Regional Sales Trainer 2016 - Lost it all again in 2016 natural disaster STARTED OVER - Entered Biologic Sales arena 2018 - 2021 let go and once again had to wait for it… STARTED OVER - 2022 entered Specialty Pharmacy arena #1 sales rep in the U.S. - Promoted to National Trainer 2023 - Changed paths because I did not love it! STARTED OVER - New company/new disease state 2023 #1 sales rep in the US (Q4) - 2024 the story is still unfolding The point of the timeline is to share that the process is not always linear. In fact, my story is filled with many bumps, bruises and failures. The constant is change! These topics covered and much more in my e-book on Amazon titled: From the Interview to the Field: Breaking into Pharmaceutical Sales (kindle version) https://lnkd.in/ga72iJ5i #butterflyeffect #specialtypharmacy #corporatementor #pharmaceuticalsales #salestraining #careerdevelopment #followyourwhy #winningmindset #followyourpassion #relentlessfocus #medicalsales #successinpharmaceuticalsales #medicaldevicesales #careerprogression

𝐌𝐚𝐤𝐢𝐧𝐠 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧𝐬 Medical Sales Professionals make important decisions throughout the day. These decisions impact… - Patients - Hospital - Clinic - Doctor - Company - Territory Research suggests that the average person makes about 3500 decisions each day. That equals 24,500 choices / options / recommendations per week. Over the course of our life, we will make more small decisions that affect our future than big ones. 𝐇𝐨𝐰 𝐜𝐚𝐧 𝐰𝐞 𝐢𝐦𝐩𝐫𝐨𝐯𝐞 𝐭𝐡𝐞 𝐝𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐦𝐚𝐤𝐢𝐧𝐠 𝐩𝐫𝐨𝐜𝐞𝐬𝐬 𝐢𝐧 𝐌𝐞𝐝𝐢𝐜𝐚𝐥 𝐒𝐚𝐥𝐞𝐬? ⭕️ For starters, STOP using the word “WHATEVER” when making a decision. This indicates that we don’t care. ⭕️ In order to enhance the decision making process, get CLEAR on our INTENT. What is the goal? Decisions become easier when they move us towards our goal. ⭕️ To AVOID decision FATIGUE, evaluate the situation and made a decision. When we put off making a decision, the number of decisions multiplies and stress increases. As much as possible, decide at the moment. ⭕️ Don’t WAIT for the better OPTION to appear because it likely won’t. Similarly, make a decision even when both your choices are bad. Problem solve and push through the unwanted consequence. ⭕️ Do what’s right…follow your GUT. Otherwise, utilize simple methods like listing pros and cons or “if, then” statements to evaluate your options. One thing that I love about working in medical sales is that I’m surrounded by smart people. If I don’t know the answer, ask someone. Happy Selling! ~~~~~~~~~~~~~~~~ 📫 Message Jebb C. Ruff, MBA your medical sales questions ❇️ Is someone in your #Linkedin Network searching for a medical device or pharmaceutical sales job? 👉 $100 💰Referral Fee #decisions #decisionmaking #choices #resumewriting #resume #career #careergoals #goals #interviewtips #medicalsales #territorymanager #pharmaceuticals #pharmaceuticalsales #medicaldevice #sales

Today I am being curious to know about sales in the pharmaceutical industry. So I am reaching out to my connections who are in sales jobs like Territory Manager,Therapy Business Manager,Healthcare Executives,Associate Vaccines and Medical Representatives,Business Development in form of some questions. I have never done sales as sales does not motivate me. What does make sales an exciting career for you ??? In case of field sales how do you manage the long working hours ???? What does it take to become a good salesperson ??? Can sales be learned or is one intrinsically good ????? Do you always meet the sales targets if not then how do you compensate ??? Have you ever thought of career change ??? Kindly let me know in the comments below. Thanks. #sales #pharmaceuticalindustry.