Forum - Ask the Hiring Manager

QUESTION:

Hello Dr. Krueger:

May I start my letter by thanking you first for your wonderful book and website...they helped me TREMENDOUSLY. Now, I have a few highly specific questions regarding the occupation of drug sales representatives that I just can't seem to find any information on:

  1. What kind of people are best-suited for this job in terms of education training? I have a degree in undergraduate pharmacology.

  2. How exactly is the drug rep's performance gauged?

  3. What does one do to become a "successful" drug rep?

  4. What about job security? Is one in constant danger of having one's territory encroached by johny-come-lately's? Is a drug rep in constant danger of being fired due to lack-luster sales performance?

  5. I presume this to be a high-pressure job: superiors constantly on one's case about poor sales...true?

  6. What exactly prompts a physician to prescribe a particular drug, aside from whatever therapeutic effects it boasts?

  7. Where can I get more info on this occupation?

  8. Would it be wise for me to "cold-call/e-mail" pharmaceutical comapanies?

  9. How should I market myself to my best advantage?

Thank you so much!

From: Jessica, Recent Grad, University of British Columbia


ANSWER FROM BRIAN KRUEGER:

Hi Jessica -

First of all, thank you for the "Dr." compliment, but I, like you, only have a Bachelor's Degree (well, two of them, but still, no Doctorate).

Here are the overall answers in relation to your questions. I have been a Sales Rep for IBM in the past, but NOT in the pharmaceutical industry, so it is from my perspective in sales, combined with my general knowledge of the pharmaceutical industry. For the best answers, it would be best to find someone working in the pharmaceutical industry--perhaps through the career center or alumni office at University of British Columbia.

  • Almost no one goes to college taking a course of study in sales. It simply is not offered. So one of two backgrounds usually best prepare someone for a career in sales: a Business degree (usually Marketing is best), or a technical degree specific to the industry (such as chemistry, chemical engineering or pharmacology, in the case of the pharmaceutical industry).

  • Usually any sales rep's performance is gauged based on sales ($$'s). There are other end-product measurements (such as new accounts opened, margin, new products sold, etc.), which measure specific components of the actual sales and process measurements (such as number of calls, number of appointments, number of presentations, etc.), which measure steps along the way toward the eventual sale. But, in the end, what matters is whether or not the sales are produced.

  • Most companies have internal sales training programs that will get a new sales rep started. Externally, there are more training classes and books centered around sales than perhaps any other business topic.

  • Most (not all) sales reps live under the "what have you done for me lately" syndrome. Unless the sales process is a long one, results are typically expected to be achieved on a consistent basis. So yes, there is always the pressure of performing and protection of territory. To answer this question best, you should ALWAYS ask to interview a current sales rep with the company to get an inside scoop before accepting the job offer.

  • Sales is high pressure, but only if you are not performing (or under performing). In addition, there are many different sales management styles. It's vitally important to understand the management style of the person you would be reporting to within the company. There are far too many "it's never enough" sales managers who make life miserable for their reps.

  • Good question. I have no idea. I would like to think that it is because it is the best drug for the need, but that may not necessarily be so. It is more likely that it is the best KNOWN drug for the need (which is where the sales rep comes into play). Ask your family physician for an honest answer.

  • We have general information about sales positions at our site. However, you should try to find out if there is a professional organization for this occupation. Beyond that, seek to find and informational interview people who work in the industry or, ideally, those who work as sales reps in the industry.

  • If you are targeting any industry, yes, it makes sense to cold call (i.e. make a call even though they have not specifically advertised an opening). Follow the steps outlined at our site.

  • Only you can answer this question. Do a thorough analysis of your background in relation to what employers are looking for. As the old song goes, "Accentuate the positives, eliminate the negatives." Understand your gaps so that you can effectively address them. Know thyself first. Then know the job. Then build the path to get there.

    Please note that these answers alone are not enough. I am providing them from a general sales perspective. You need to ask the questions of two additional people:

    1. Before you interview - talk to someone currently working in the pharmaceutical industry--get contact info through your career center or alumni office. This will help you to better understand the specifics of the pharmaceutical industry.

    2. Before you accept an offer - talk to a peer in the company you have the offer from--ask the HR rep to put you in contact with someone for a peer interview. This will help you to better understand the specifics of the employer and your potential new boss.

    One final note: for a sales job, more than virtually any other type of position, you will be expected to sell yourself in the interview. Your first product sale will be yourself.

    All my best to you!

    Brian Krueger
    Author of College Grad Job Hunter

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