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.Erfahren Sie mehr über das Leben bei IQVIA
Did you know IQVIA has
1,200 +
epidemiologists
and real world insight experts
Did you know IQVIA has
70,000 + brave minds
from clinicians to data scientists each transforming healthcare in 100+ countries
Did you know IQVIA has
70,000 + brave minds
from clinicians to data scientists each transforming healthcare in 100+ countries
Did you know IQVIA has
1,200 +
epidemiologists
and real world insight experts
Salary:
Location:
Vienna
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Vienna
Description
Oncology Key Account Specialist – Oncology Immunotherapy - Austria m/w/dAs part of a new European team across multiple countries, IQVIA’s international talent acquisition team is recruiting for an Onc
Reference
R1421495
Expiry Date
01/01/0001
Author
Rhys HarringtonAuthor
Rhys HarringtonSalary:
Location:
Erfurt
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Erfurt
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. Bei IQVIA Contract Sales & Medical Solutions unterstützen Sie unsere Ku
Reference
R1344285
Expiry Date
01/01/0001
Author
Michelle PflanzAuthor
Michelle PflanzSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Jakarta, Medan, Surabaya)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebag
Reference
R1374944
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Semarang, Central Jawa)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebagai
Reference
R1379173
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Nurse Advisors
Location
Jakarta
Description
Job Overview To Promote pharmaceutical products targeted to health professionals and potential clients according to the established guidelines by the company, contributing to the execution of establis
Reference
R1391435
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Augsburg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Augsburg
Description
Für ein spannendes Projekt im Bereich COPD und HKL suchen wir Pharmaberater (m/w/d) zum nächstmöglichen Zeitpunkt. In Gebiet: Regensburg, Ingolstadt, Augsburg, München, KemptenDas sind Deine Aufgaben:
Reference
R1420765
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
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:
Vienna
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Vienna
Description
Oncology Key Account Specialist – Oncology Immunotherapy - Austria m/w/dAs part of a new European team across multiple countries, IQVIA’s international talent acquisition team is recruiting for an Onc
Reference
R1421495
Expiry Date
01/01/0001
Author
Rhys HarringtonAuthor
Rhys HarringtonSalary:
Location:
Erfurt
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Erfurt
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. Bei IQVIA Contract Sales & Medical Solutions unterstützen Sie unsere Ku
Reference
R1344285
Expiry Date
01/01/0001
Author
Michelle PflanzAuthor
Michelle PflanzSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Jakarta, Medan, Surabaya)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebag
Reference
R1374944
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Semarang, Central Jawa)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebagai
Reference
R1379173
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Nurse Advisors
Location
Jakarta
Description
Job Overview To Promote pharmaceutical products targeted to health professionals and potential clients according to the established guidelines by the company, contributing to the execution of establis
Reference
R1391435
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Augsburg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Augsburg
Description
Für ein spannendes Projekt im Bereich COPD und HKL suchen wir Pharmaberater (m/w/d) zum nächstmöglichen Zeitpunkt. In Gebiet: Regensburg, Ingolstadt, Augsburg, München, KemptenDas sind Deine Aufgaben:
Reference
R1420765
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
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 BollianIQVIA 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.
Jodie Edwards
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.
Brendan Maccaoilte
Salary:
Location:
Vienna
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Vienna
Description
Oncology Key Account Specialist – Oncology Immunotherapy - Austria m/w/dAs part of a new European team across multiple countries, IQVIA’s international talent acquisition team is recruiting for an Onc
Reference
R1421495
Expiry Date
01/01/0001
Author
Rhys HarringtonAuthor
Rhys HarringtonSalary:
Location:
Erfurt
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Erfurt
Description
IQVIA ist ein führender, globaler Anbieter von zukunftsweisender Analytik, Technologielösungen und klinischer Auftragsforschung. Bei IQVIA Contract Sales & Medical Solutions unterstützen Sie unsere Ku
Reference
R1344285
Expiry Date
01/01/0001
Author
Michelle PflanzAuthor
Michelle PflanzSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Jakarta, Medan, Surabaya)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebag
Reference
R1374944
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Jakarta
Description
Sales Executive (Semarang, Central Jawa)Kami mencari seorang Sales Executive yang berpengalaman untuk bergabung dengan tim kami dalam mengembangkan aplikasi baru konsep SaaS di bidang farmasi. Sebagai
Reference
R1379173
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Jakarta
Job Type
Regular
Employment status
Full Time
Job Category
Nurse Advisors
Location
Jakarta
Description
Job Overview To Promote pharmaceutical products targeted to health professionals and potential clients according to the established guidelines by the company, contributing to the execution of establis
Reference
R1391435
Expiry Date
01/01/0001
Author
Polly KwongAuthor
Polly KwongSalary:
Location:
Augsburg
Job Type
Regular
Employment status
Full Time
Job Category
Medical Sales
Location
Augsburg
Description
Für ein spannendes Projekt im Bereich COPD und HKL suchen wir Pharmaberater (m/w/d) zum nächstmöglichen Zeitpunkt. In Gebiet: Regensburg, Ingolstadt, Augsburg, München, KemptenDas sind Deine Aufgaben:
Reference
R1420765
Expiry Date
01/01/0001
Author
Anja BollianAuthor
Anja BollianSalary:
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 Bollian