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Medical Device Sales training: what should it include?

Posted on: 20 Dec

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 set to grow by approximately 8.4% over the coming years, driving growth across the country and ushering in more new drugs than ever before, the value of giving employees a good training cannot be underestimated.

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 access information that would previously have only been available in the classroom. Online learning is becoming a huge phenomenon, with classes, seminars and lectures available at the touch of a button: indeed, companies who use eLearning tools and strategies can boost productivity by up to 50%. Such readily available information is therefore a game-changer for the Medical Sales Representative, whose career is spent on the road. 

E-learnings offers sales reps the chance to learn on the job and minimise the time they spend in the classroom. With greater flexibility 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. Given that the best sales training will improve the performance of an individual by an average of 20%, there’s no better time to get started.

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 69% of buyers say that listening to their needs is the top way to create a positive sales experience,  it’s clear that this approach will create a sales base much more likely to choose you rather than a competitor.

Learning how the industry works

You also 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, and Healthcare Economics: how GPs work, and what the regulations on buying and selling medical products are. 

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.

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. 

At IQVIA we work tirelessly to support our Medical Sales Representatives and ensure that they have all the training they need to excel in the field. 

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