What are the top sales skills for medical representatives in 2022?
In recent times, the landscape of the medical sales industry has changed dramatically requiring pharmaceutical companies to adapt, or in some cases, completely transform to help them to thrive.
Redefined workplace environments; the shift in healthcare sales delivery; and innovative data advances are a few examples that are contributing to unprecedented change.
However, amongst all of the changes, successful medical sales reps are still responsible for providing the critical link between pharmaceutical companies and healthcare professionals. The past few years have presented a host of challenges and medical reps have had to remodel their methods to flourish.
Here, we've listed the top sales skills needed to have a successful medical sales representative career in 2021.
Building rapport in virtual meetings
The emergence of Covid-19 at the tail-end of 2019 hurtled the pharma sales industry into a digital communications era. The pandemic has forced medical reps to navigate a new virtual world as clients dramatically reduced or abandoned traditional face-to-face meetings. Medical sales reps have traditionally built rapport with clients through in-person meetings, so an element of adaptation is required to keep up.
Many reps have disclosed that building rapport over a phone or video call is significantly more difficult than via face-to-face meetings. So much of communication is experienced through non-verbal cues and it’s much easier to establish a positive relationship with someone when we’re close to and facing that person.
That said, if you can master transferring your in-person skills into the virtual world, then you can take a leap ahead of the competition and accelerate your career in pharmaceutical sales.
Showing strong product and industry expertise
Rapid technological advances are the hallmark of the medical sales industry. As we advance digitally, organisations will need to keep pace with technological and industry change and as a sales rep, it is imperative that you stay on top of the trends. As a healthcare company releases new products, it’s essential that the rep knows each and every aspect of the technology. Potential customers will have questions about the product and it is the sales team’s job to be able to provide in-depth answers and display their industry expertise.
Showing a detailed knowledge of the product you are selling enhances your reputation and relationship with the client which can be the difference between a successful and unsuccessful sale. Keeping up with medical trends is a must and can propel a medical career to new heights.
Setting yourself up for success using data and AI
The exponential growth of data coupled with increasingly accurate analytics is transforming life sciences in significant ways.
Although AI has been around for a few years now, we’re still unlocking its full potential and it will continue to transform healthcare throughout 2021 and in the years to come.
AI is changing the way medical sales representatives are engaging with healthcare clients, enabling them to taper interactions based on more detailed and targeted customer data. Sales reps are also using AI to taper the content that they share with clients and to identify what the next actionable steps are based on previous calls.
By taking advantage of the systems and data that is available, medical sales reps can adapt their approach in line with customers’ evolving needs and provide the best possible experiences. Ultimately, the use of data helps reps increase the strength of their client relationships and enhances the chance of a successful sales relationship.
Start a medical sales representative career with IQVIA
At IQVIA, we want to improve the healthcare environment by finding the best candidates for medical sales jobs. By working with IQVIA, you will have access to an enriching career and have an important role in helping our clients find and implement new innovations for the healthcare industry. We endeavour to find the best candidates for a range of pharmaceutical sales jobs.
Browse our latest medical representative jobs and join us on our mission to change healthcare for the better.
Find out more about life at IQVIA
Did you know IQVIA has
Countless development opportunities
for personal and professional growth
Did you know IQVIA has
Excellent work-life balance
and is committed to this kind of culture
Did you know IQVIA cares about
Health and Wellbeing
for all its employees
Did you know IQVIA has
1,900+ epidemiologists
and real world insight experts
Did you know IQVIA has
56+ petabytes of unique data
including 1.2B+ non-identified patient records
Did you know IQVIA has
4,600 data scientists
including statisticians and analytics developers
Did you know IQVIA has
86,000+ employees
from clinicians to data scientists each transforming healthcare in 100+ countries
Did you know IQVIA has
Excellent work-life balance
and is committed to this kind of culture
Did you know IQVIA has
56+ petabytes of unique data
including 1.2B+ non-identified patient records
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
Did you know IQVIA has
86,000+ employees
from clinicians to data scientists each transforming healthcare in 100+ countries
Did you know IQVIA has
Countless development opportunities
for personal and professional growth
Did you know IQVIA cares about
Health and Wellbeing
for all its employees
Related jobs
Salary:
Location:
Hamburg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Hamburg
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420730
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Münster
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Münster
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420733
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Hannover
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Hannover
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420729
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Düsseldorf
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Düsseldorf
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420727
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Heidelberg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Heidelberg
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420723
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Stuttgart
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Stuttgart
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420718
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Munchen
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Munchen
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420716
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Berlin
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Berlin
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420714
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Nürnberg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Nürnberg
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. IQVIA unterstützt Life Science Unternehmen, Verbände, Institutionen, Ko
Reference
R1420717
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
Location:
Torino
Job Type
Contractor/Consultant
Employment status
Full Time
Job Category
Medical Sales
Location
Torino
Description
Il nostro cliente, realtà farmaceutica in forte espansione e specializzata nel settore della nutraceutica ci ha incaricati di ricercare un Informatore Medico Scientifico, area di lavoro in Piemonte -
Reference
R1366349
Expiry Date
01/01/0001
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.
Just 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.
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.
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.
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!
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!
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