Medical sales training: what should you be learning?

For people who are just getting started in medical sales, entering the market as a new salesperson can seem like a daunting prospect. With so much to learn - not only basic selling techniques, but also getting to grips with the way in which the medical sales industry works and how business is done within it - it’s not surprising that many companies invest in medical sales training for their newest employees. With the UK pharmaceutical market valued at £21 bn and employing 63,000 employees, it's driving growth across the country and creating more career opportunities than ever before.

If you’re thinking of making the switch to a career in medical sales, this is what you should be learning about- and how you should be doing it.

Learning on the road

The advent of the internet has not only made it easier than ever to connect with people from around the world, but you can now access information that would previously have only been available in the classroom. Online lessons, seminars and lectures mean that learning is available at the touch of a button. And with the e-learning market forecast to grow by $147.7 bn over the next four years, there's never been more information readily available. This is real a game-changer for the medical sales representative, whose often spend a good deal of their career on the road. 

E-learning offers sales reps the chance to learn on the job and minimise the time they spend in the classroom. With greater flexibility - one of the top reasons to work in medical sales - than ever before, education is now often split up into smaller modules that make for easier digestion. 

Learning basic sales skills

Every salesperson needs to know how to sell, and any medical sales training should include a basic guide on how to sell to your customer. It will come as no surprise that sales training improves performance, but what you might not know is that the effectiveness of sales training is boosted by 24% when your sales manager also receives training. So when looking for your next medical sales rep job, ask yourself if your sales manager is going to help you get the most out of your training.

A good salesperson should be able to strike up a rapport with their customer: they need to be patient, considerate, and able to explain clearly and concisely why their product can help solve their problems. Given that 52% of customers believe that offers should be personalised, it’s clear that you need to take the time to get to know your customer their unique needs

Learning how the industry works

Knowledge of the market is one of the top skills that a modern-day medical sales rep needs to succeed. To build your knowledge, you need to hone your research skills. The world of medical sales is highly specialised, and in order to be able to deliver a high-quality service to others, medical sales representatives need to undergo extensive training to keep on top of the changing market and the variety of different products they’ll be competing against to sell their own. 

They also need to have a good grasp of things that could affect the way in which they sell, and who they sell to, keeping abreast of industry issues like the state of the NHS and which departments are receiving more funding. Also, a keen awareness of healthcare economics - how GPs work, and what the regulations on buying and selling medical products are - will get you far in today's medical sales job market.

Learning how to keep up with and handle basic documentation 

Salespeople also need to understand the basics of the job - and that involves handling the complex documentation that comes with being a medical sales representative. The standards that are required to sell medical drugs and products are very rigorous, and so in order to deliver a good service, medical sales representatives need an excellent knowledge of what products they sell and what the regulations governing them are. Knowing your stuff is critical in sales, especially if you need to keep track of the fact that regulations have been followed.

As a result, medical sales training should include training reps in how to handle, keep on top of and store basic sales documentation.

Learning to respect customers 

One of the most important things anybody in sales needs to know is how to sell to their customer base. When it comes to dealing with medical sales, this is no different: here, though, you’re selling to busy, trained GPs. One of the main things you should learn here is to respect your customer’s time: try and schedule your appointment to fit around when they’re free, and don’t attempt to go in for the ‘hard sell’ with them. These people are professionals, so they should already understand the basics of what you’re selling them. Instead, just keep customers informed about what they can expect from the latest models, the value of what you’re selling, and the pricing.

And for the medical sales reps of the future, patient care and relationship building will be the key to mapping out a successful career.

Learning to keep on top of the market

Any good Medical Sales training should include follow-ups. Though of course the training you receive upon starting as a medical sales representative is vital, it always helps to keep abreast of the latest developments in the world of pharmaceuticals, so you can carry on delivering the best service possible to your clients. 

This could include technology changes, regulatory changes or even changes in the way that business is done: for your representatives, training should be an ongoing process. With plenty of Medical Sales courses in the market, there’s no excuse.

Help us on our mission to find better solutions for patients

At IQVIA, we work tirelessly to support our colleagues and ensure that they have all the training they need to excel in the field. With over 10,000 field professionals working in more than 30 countries, we've got the global opportunities that will help you progress your career.

Have a look at our medical sales representative jobs and take your next career move with IQVIA.