How to improve your leadership skills in Medical Sales
Working as a Medical Sales Representative can be tough, especially for Sales Team leaders. The pharma industry is growing rapidly, and the job is becoming much more complex as new regulations continue to be introduced. Today, the patient is key and patient centricity is one of the top trends we can expect to rise in the medical sales industry. So Sales Representatives need to embrace and learn a new set of skills if they want to thrive in the changing market. Alongside increased flexibility, today’s sales reps need to be team players, adept at managing multiple accounts, and show an eagerness to manage multiple stakeholders at the same time.
One trait you should be looking to invest time into as a Medical Sales Rep is leadership. Strong leadership skills are essential if you want to progress in the industry. They will help you to encourage and inspire your team to be better, as well as giving them the guidance they need to improve and upskill within their role- all whilst hitting your sales targets and closing deals.
Whether you’re looking to flesh out your skillset or for ways to motivate your team, here’s what you should be doing.
Be open
The best way you can inspire loyalty within your team is by providing them with the chance to use you as a sounding board. Managers often spend a quarter of their working hours managing people, so you need to put that time to good use. Conduct regular reviews and team meetings to touch base with your Medical Sales Representatives, and check in with them on a regular basis to make sure that everything is progressing smoothly. A recent survey found that in the space of two years there was a sizeable 89% increase in the number of employees who want formal performance conversations a minimum of once a month. So take the time to listen, and your team will reward you with higher levels of trust and engagement.
Be inspirational
Working as a Medical Sales Representative can take its toll on you, even if you love the job. With representatives spending more and more time on admin related tasks, it's important they have someone who can inspire them. A good leader understands what makes people tick, and what motivates them to do better: whether it’s by hiring well, encouraging a good work-life balance or challenging them over time to raise the bar in their work you can create a positive cycle in your team that sees continuous improvement.
You should also make sure that you give praise where it’s due, and while it might sound a little stranger, being a great sales manager is about being caring. After all, there’s nothing that will increase job satisfaction and employee loyalty by showing that you appreciate the efforts and achievements of your colleagues.
Be a coach
Medical Sales is changing, and you need to make sure that your team changes with it. Effective coaching is a keystone of leadership, as it’s your responsibility to make sure that your team is equipped to make great sales, whatever the state of the market.
Whether it’s coaching your team on closing a deal or educating them on more obscure disease areas and healthcare to add value to sales calls, great leaders work on their team’s weaknesses and enhance their strengths. They understand that one size doesn’t necessarily fit all when it comes to Sales skills, so they will adapt their coaching style in order to suit their team. One survey found that when sales reps consistently have three hours of training a week, they exceed their selling goals by 7%, boost revenue by 25%, and see a 70% increase on their close rate.
Lead by example
Great leaders don't just delegate, although having a good head for numbers and a vision to lead your team is important. They'll also lead by example, working with the sales representatives to make sure that everything is progressing smoothly. How is a certain account doing? Is there anything that can be done to get that deal over the line? Managers should know what’s going on within their sales pipelines, so they can adjust their targets, work with people who need extra support and speak up for their team if there are any problems: for instance, if they need new technologies or equipment to do their job more efficiently.
Create a supportive environment
Being a successful Medical Sales Representative is about relationship building, and that's not just with prospects. You should aim to create a supportive environment where every person puts time into the relationships around them.
Take the next step in your career with IQVIA
We know the challenges and rewards that go hand in hand with being a great leader. It’s time to take the next step in your career. Browse our Medical Sales Representative jobs to see where you could take your career next.Find out more about life at IQVIA
Did you know IQVIA has
1,900+ epidemiologists
and real world insight experts
Did you know IQVIA has
4,600 data scientists
including statisticians and analytics developers
Did you know IQVIA has
Countless development opportunities
for personal and professional growth
Did you know IQVIA has
56+ petabytes of unique data
including 1.2B+ non-identified patient records
Did you know IQVIA has
Excellent work-life balance
and is committed to this kind of culture
Did you know IQVIA has
86,000+ employees
from clinicians to data scientists each transforming healthcare in 100+ countries
Did you know IQVIA cares about
Health and Wellbeing
for all its employees
Did you know IQVIA cares about
Health and Wellbeing
for all its employees
Did you know IQVIA has
Excellent work-life balance
and is committed to this kind of culture
Did you know IQVIA has
Countless development opportunities
for personal and professional growth
Did you know IQVIA has
56+ petabytes of unique data
including 1.2B+ non-identified patient records
Did you know IQVIA has
86,000+ employees
from clinicians to data scientists each transforming healthcare in 100+ countries
Did you know IQVIA has
4,600 data scientists
including statisticians and analytics developers
Did you know IQVIA has
1,900+ epidemiologists
and real world insight experts
Related jobs
Salary:
Location:
Lexington
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Lexington
Description
IQVIA has an opportunity with one of the largest medical device manufacturers in the US. We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute
Reference
R1419260
Expiry Date
01/01/0001
Author
Pedro GodomarAuthor
Pedro GodomarSalary:
Location:
Louisville
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Louisville
Description
IQVIA has an opportunity with one of the largest medical device manufacturers in the US. We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute
Reference
R1420469
Expiry Date
01/01/0001
Author
Pedro GodomarAuthor
Pedro GodomarSalary:
Location:
Little Rock
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Little Rock
Description
IQVIA has an opportunity with one of the largest medical device manufacturers in the US. We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute
Reference
R1420468
Expiry Date
01/01/0001
Author
Pedro GodomarAuthor
Pedro GodomarSalary:
Location:
Indianapolis
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Indianapolis
Description
IQVIA has an opportunity with one of the largest medical device manufacturers in the US. We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute
Reference
R1420464
Expiry Date
01/01/0001
Author
Pedro GodomarAuthor
Pedro GodomarSalary:
Location:
Gulfport
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Gulfport
Description
IQVIA has an opportunity with one of the largest medical device manufacturers in the US. We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute
Reference
R1420463
Expiry Date
01/01/0001
Author
Pedro GodomarAuthor
Pedro GodomarSalary:
Location:
Lexington
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Lexington
Description
IQVIA has an opportunity with one of the largest medical device manufacturers in the US. We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute
Reference
R1420467
Expiry Date
01/01/0001
Author
Pedro GodomarAuthor
Pedro GodomarSalary:
Location:
Fargo
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Fargo
Description
IQVIA has an opportunity with one of the largest medical device manufacturers in the US. We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute
Reference
R1420462
Expiry Date
01/01/0001
Author
Pedro GodomarAuthor
Pedro GodomarSalary:
Location:
Kansas City
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Kansas City
Description
IQVIA has an opportunity with one of the largest medical device manufacturers in the US. We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute
Reference
R1420465
Expiry Date
01/01/0001
Author
Pedro GodomarAuthor
Pedro GodomarSalary:
Location:
Knoxville
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Knoxville
Description
IQVIA has an opportunity with one of the largest medical device manufacturers in the US. We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute
Reference
R1420466
Expiry Date
01/01/0001
Author
Pedro GodomarAuthor
Pedro GodomarSalary:
Location:
Dover
Job Type
Regular
Employment status
Part Time
Job Category
Medical Systems Support
Location
Dover
Description
IQVIA has an opportunity with one of the largest medical device manufacturers in the US. We welcome you to apply if interested! You will be asked to create an account, which takes less than one minute
Reference
R1420461
Expiry Date
01/01/0001
Author
Pedro GodomarAuthor
Pedro GodomarJust following on from the amazing news I got yesterday I wanted to say a really special thank you for all the help and support you have provided throughout the entire recruitment process.
A quick note to say thank you for your time this morning discussing my future career options. As you know I was feeling very conflicted about the right decision. Discussing the role with you gave me chance to clarify what is important to me.
Since joining IQVIA I have had unrivalled support and development from my manager to enable me to aspire to move into secondary care. I feel like my career is strongly supported by my manager in order to maximise my potential.
IQVIA has been behind my development to become a MSL. The contracts that I have worked on have allowed me to push clinical projects with a recent opportunity to manage a pilot scheme integrating e-detailing into an established field based team. The result was an increase in sales.
Once again I cannot thank you enough for not only approaching me with this opportunity but also for all the support you’ve given me along the way!
A quick note to say thank you for your time this morning discussing my future career options. As you know I was feeling very conflicted about the right decision. Discussing the role with you gave me chance to clarify what is important to me.
IQVIA Related insights
Teaser
Medical Sales & ServicesContent Type
ArticlePublished
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
GeneralContent Type
ArticlePublished
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
SalesContent Type
ArticlePublished
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.
Content Type
ArticlePublished
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
MedicalContent Type
ArticlePublished
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
SalesContent Type
ArticlePublished
13/11/2023
Summary
A guide to excelling in Key Account Manager jobs in healthcare In the dynamic landscape of the healthcare industry, the role of a Key Account Manager (KAM) is pivotal. Experienced account managers con
Teaser
Medical Affairs & ServicesContent Type
ArticlePublished
10/11/2023
Summary
The role of medical science liaisons has never been more pivotal. Why? As catalysts for change and advocates of cutting-edge advancements, these professionals play a crucial role in fostering collab
Teaser
Medical Sales & ServicesContent Type
ArticlePublished
25/10/2023
Summary
In an industry where cutting-edge innovations and life-changing treatments are introduced every day, the role of ethics in medical device sales is critical. Bridging the gap between groundbreaking m
Teaser
Clinical OperationsContent Type
ArticlePublished
06/10/2023
Summary
Need some guidance on how to get a job in clinical research?Clinical research is a dynamic and rewarding field that transcends borders, offering professionals worldwide the chance to contribute to m
Teaser
SalesContent Type
ArticlePublished
06/10/2023
Summary
In the dynamic and competitive world of medical sales, the path to success is not just about knowing your products or having an impressive CV. Instead, amongst key skills, it's often the abili
Content Type
ArticlePublished
31/08/2023
Summary
Are you one of the 788,638 registered general nurses in the UK? Are you looking for a new challenge, with opportunities to grow and make a real impact in the world of healthcare? A unique and transf
Teaser
Medical Sales & ServicesContent Type
ArticlePublished
24/08/2023
Summary
In the dynamic landscape of global healthcare, staying abreast of emerging trends is not just an option—it's a strategic imperative for Key Account Managers (KAMs) who strive to excel in their roles.
Recently viewed jobs