Preparation, communication, enthusiasm and understanding the interviewer's
requirements are the 4 key ingredients to success at interview.
- Companies want to feel that they are exceptional. If you
haven't thoroughly researched a position or company you will find it very
difficult to persuade the interviewer that their particular position or
company is the one you are looking for.
If you want to break into medical sales then you will need to have spent
at least one day work-shadowing an experienced medical representative. This
can be difficult to arrange but - if you can't persuade someone to take
you out on a day's work-shadow what chance do you have of persuading a
doctor to change his or her prescribing habits?
You must also understand some of the issues facing a medical representative
and have developed some ideas of your own on how to tackle these challenges:
How are you going to get to see more doctors than other candidates?
How are you going to plan your territory?
What initiatives can you think of that will help you develop good working
relationships with your customers?
- You must be able to communicate, succinctly, why you are
the best person for the position. Demonstrating a sound understanding
of what the position requires and what transferable skills you already
have will give you a distinct advantage.
Don't expect to be taken at face value, you must be prepared to back up
any claims with specific evidence from your previous experience.
- Enthusiasm is probably the single most important ingredient
that most pharmaceutical companies look for in their sales recruitment.
You can train representatives in most things but you can't train people
to be enthusiastic - you either have it or you don't!
Enthusiasm can be demonstrated in many ways:
Your body language.
The amount of preparation you have done.
The way in which you discuss the subject of medical sales.
Your determination to get a position with this particular company.
- Remember to sell yourself for the medical sales position
that is being interviewed for. You can demonstrate ambition by telling
the interviewer that you are looking for a career but reinforce that you
have a realistic expectation of the timescales involved. Remember, they
will be trying to fill this sales territory for at least the next 2 -
3 years.
Assessment Centres
- Many companies in the industry use an 'assessment centre'
style interview as their final stage. This comes in a variety of forms
and can take anything from half to a whole day - possibly involving an
overnight stay. You should be well prepared if you are asked to attend
one of these, but don't be daunted at the prospect. It will be a demanding
day but will give you the opportunity to show your strengths and abilities
as well as giving you a good look at the company and the people that you
are being interviewed by.
If you would like more details on assessment centres please
visit the SHL candidate helpline. Saville and Holdsworth Ltd (SHL) is a
company that specialises in designing and delivering the type of assessment day that
you are likely to experience.
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