Skip to main content
SEARCH

Building better relationships: the key to a strong Medical Sales career

Today’s recruiters are looking for more from their Medical Sales staff than the traditional Sales requirements of being able to talk fast and push for a deal. In a sector that is becoming more heavily regulated, people working in Medical Sales need to be able to foster strong, close relationships with both new and existing customers if they want to continue securing deals and selling their product to GPs and Pharmacists alike. 

With more required of modern Medical Sales Representatives than perhaps ever before- including expert knowledge of their product, the industry and cutting-edge Sales techniques- the ability to build good relationships with everybody from customers to coworkers remains invaluable, improving business, bettering patients’ lives and increasing the bottom line. Indeed, a recent survey found that Medical Sales Representatives who invest in their relationships also earn more, as well as helping you further your career: clearly, putting the time in benefits you as well as the client.

Here are some pointers for doing just that.

Set expectations 

One great way to manage expectations from the start is to set out what you and your client want from your working relationship. You don’t want to overpromise and underdeliver, which will ultimately hurt your reputation in the market, as well as your customer relationships. Instead, you should set out exactly how the service works and what they can expect from you: this way, you will deliver on your promises, and anything extra you do for them will be seen as a bonus. 

Go above and beyond

Indeed, putting the extra effort in can really pay dividends when it comes to making your customers feel valued and appreciated. With 51% of Sales leaders looking to increase customer retention by improving their client relationships, this is definitely something that you should invest time in developing. Take the time to answer any questions that your client may have, and give them the education and support they need to use the product that they’re buying correctly. 

In the Pharmaceutical sector, representatives also play a critical role in educating and working with doctors and GPs to get maximum value out of the products that they’re selling, with some salespeople even frequently Operating Theatres to properly instruct their clients. Today’s salespeople don’t have as much influence as they once did on the decision-making process, especially given the complex web of regulations that hospitals, pharmacies and GPs often function within; as a result, the role of the Sales Rep is changing. By educating and working with clients, you’ll be able to create a stronger, more satisfying working relationship despite this and become a trusted advisor rather than simply another salesperson to them. 

Be open and honest

Many customers find it hard to trust Salespeople, with only 19% of them relying only on Sales Representatives when seeking information about a product that they want to buy. Put that misconception to rest by making a point of being open, engaging and honest with your clients from the start. 

Whether it’s by requesting feedback from them about how you’re performing- and what you could be improving on- or giving your honest opinion about your products, rather than telling them what they want to hear, you’ll be showing that you’re worthy of their trust. You can even share reviews about the product to prove that you’ve got your customer’s best interests at heart. After all, these clients should be trusting you and your expertise to make the right decision for their patients, so being agreeable is not the best personality trait to exhibit- especially if they think that you’re holding something back as a result. 

Manage the relationship

One of the biggest mistakes a salesperson can make is only to focus on the sale and ignore the customer once a deal has been done. Not only can this be a dangerous thing to do, should you wish to close further deals with them in the future, but it also makes a client feel unappreciated. 

This can easily be solved by taking charge of your communication strategy. Keep in touch: reply to their emails promptly, and follow up with them regularly. It could be something as simple as touching base to check up on how they’re doing, or dropping them an email regarding a hobby that you both share. Not only will your customers feel valued as a person, but it’ll go a long way towards strengthening your bond and paving the way for a fruitful relationship in the future.

Build new relationships with IQVIA

At IQVIA, we’re proud of the strong relationships that we build with our customers- and we’re looking for passionate Medical Sales Representatives to carry on our tradition of excellent service. 

Interested? Why not check out our vacancies, or browse our articles for the latest insights?

Sources

https://www.medreps.com/medical-sales-careers/want-to-earn-more-in-medical-sales-build-better-relationships 
https://www.salesforce.com/blog/2017/11/15-sales-statistics.html 
https://blog.hubspot.com/sales/stats-about-selling 
http://www.insightsquared.com/2013/07/11-tips-for-building-and-maintaining-sales-relationships/
 

Related Post

List #1

IQVIA Related insights

Group of three young coworkers working together in a sunny office.Man typing on computer keyboard. Woman pointing hand to desktop screen. Horizontal image, blurred background
What does a market access manager do and why should you become one?

Teaser

General

Content Type

Article

Published

17/07/2024

Summary

Market access is all about preparing a drug for market entry, and as such it’s a vitally important part of the drug development process and wider pharmaceutical industry. While for pharmaceutical an

Teaser

Market access is all about preparing a drug for market entry, and as such it’s a vitally important part of the drug development process and wider pharmaceutical industry.

Read more
tablet PC and medical equipments, medical technology concept
How to turn a medical science liaison job into a career

Teaser

Medical Affairs & Services

Content Type

Article

Published

04/07/2024

Summary

Becoming a Medical Science Liaison is a popular career choice for many Doctoral-level candidates seeking a meaningful role within the pharmaceutical industry where they can communicate scientifically

Teaser

We look at the possible medical science liaison career paths that could be available to you.

Read more
Tracey Smith

by

Tracey Smith

Tracey Smith

by

Tracey Smith

A person in a medical jacket holding a box of pills typing on a laptop
Clinical Pharmacist Interview Tips: Securing Your Next Opportunity

Teaser

Patient Centric Services (PCS)

Content Type

Article

Published

04/07/2024

Summary

The clinical pharmacy industry is booming. Since the pandemic, the general public has become more aware of how pharmacists play a vital role in healthcare. Naturally, the market for these roles is al

Teaser

IQVIA has compiled some top Clinical Pharmacist Interview Tips.

Read more
Ruth Lynn

by

Ruth Lynn

Ruth Lynn

by

Ruth Lynn

Amir, clinical pharmacist at IQVIA
Clinical Pharmacist duties - a day in the life

Teaser

Patient Centric Services (PCS)

Content Type

Article

Published

01/07/2024

Summary

If you’ve been doing your research into your next clinical pharmacy-based career, you might find yourself thinking “What are the daily activities of a Clinical Pharmacist?”.  To answer that question

Teaser

We caught up with Amir Khosravi-Nik, Senior Clinical Pharmacist at IQVIA.

Read more
Catherine Scott

by

Catherine Scott

Catherine Scott

by

Catherine Scott

Kareem, clinical pharmacist at IQVIA interface
IQVIA Interface - Kareem’s Clinical Pharmacist career story

Teaser

Clinical Operations

Content Type

Article

Published

28/06/2024

Summary

Kareem Mohamed joined IQVIA Interface in 2023 as a Clinical Pharmacist after having previously worked as a Primary Care Network (PCN) Pharmacist.  Our Clinical Pharmacists play a huge part in any h

Teaser

Kareem Mohamed joined IQVIA Interface in 2023 as a Clinical Pharmacist.

Read more
Ruth Lynn

by

Ruth Lynn

Ruth Lynn

by

Ruth Lynn

hands holding a red heart against a blue backdrop
5 ways you can celebrate World Well-being Week this year

Teaser

General

Content Type

Article

Published

29/05/2024

Summary

World Well-being Week 2024 is just around the corner. As an organisation with a passion for building a healthier world, our mission is not just confined to healthcare and medical sales, it also exten

Teaser

World Well-being Week 2024 is near, here are 5 ways you can celebrate.

Read more
Ruth Lynn

by

Ruth Lynn

Ruth Lynn

by

Ruth Lynn

Tips on how to keep your work life and home life separate

Teaser

General

Content Type

Article

Published

30/04/2024

Summary

Whether you work remotely, with a hybrid model, or are a careerist who can’t help but mentally take your work home with you when you leave the office, it’s undeniable that the lines between work and

Teaser

Explore learnable skills, tricks, and techniques that can empower you in your lifestyle

Read more
man in white lab coat holding glasses and talking to a man and woman
Why should you work in medical sales?

Teaser

Medical Sales & Services

Content Type

Article

Published

19/03/2024

Summary

Are you wondering if medical sales is a good career? All over the world, the medical and pharmaceutical sectors are booming, and nowhere more so than in the UK. With a thriving ecosystem of research

Teaser

All over the world, the medical and pharmaceutical sectors are booming, and nowhere more so than in the UK.

Read more
Two women on an interview
Navigating Career Growth and Flexibility at IQVIA: a Q&A with Lucy

Teaser

General

Content Type

Article

Published

05/02/2024

Summary

Lucy Manning sits in our clinical trials team, but that’s not where her career started at IQVIA. It all began at the back end of 2022 when Lucy took on a fixed-term contract as a Project Support Coo

Teaser

Lucy took on a fixed-term contract as a Project Support Coordinator. . But that did not signal the end of her time working with us.

Read more
doctor and medical sales representative shake hands
The Ultimate A-Z of Becoming a Medical Sales Rep

Teaser

Sales

Content Type

Article

Published

02/02/2024

Summary

Does the idea of being a medical sales rep excite you? This crucial position lets you make connections with companies and practitioners in the medical field. It’s also a growing and dynamic industry.

Teaser

This crucial position lets you make connections with companies and practitioners in the medical field.

Read more
female phlebotomist taking a blood sample from a male
How to become a phlebotomist

Teaser

Patient Centric Services (PCS)

Content Type

Article

Published

04/01/2024

Summary

Are you ready to step into a career that's both rewarding and accessible? Becoming a phlebotomist could be your ticket into the thriving world of healthcare. It's not just about drawing blood; it's ab

Teaser

Ready to discover how you could take the leap into this exciting field?

Read more
Young sad female nurse, doctor, carer looking through window, wearing face mask gazing at sun
Marissa's inspiring journey as a nurse advisor at IQVIA

Teaser

Medical

Content Type

Article

Published

20/11/2023

Summary

In the tapestry of healthcare, where expertise meets innovation, individuals like Marissa, a Senior Nurse Advisor at IQVIA, play a pivotal role.  Marissa has not only learned from challenges but has e

Teaser

If you consider the path of a Nurse Advisor, Marissa's story is a testament to the opportunities and fulfilment that await at IQVIA.

Read more