Apart from the academic pre requisites to
obtaining an interview, prospective employers will look for evidence that you
have given due consideration and thought to your chosen career. Candidates with
a well-developed passion to enter the Industry will shine at interview, as will
their hunger to succeed. Therefore, dedication to your pre employment research
and a 'go the extra mile' attitude will always pay dividends and perhaps give
you the edge over other less well prepared candidates. It is essential that an
element of your research include time on the road with an experienced Medical
Representative. Surprisingly, this simple step is a stumbling block to many
aspiring Medical Sales Professionals. For tips and advice on how to arrange a
field visit, please read our article: Arranging a Field Visit.
OK, so
you have a field visit arranged.
How will you make best use of the time?
How can you go the extra mile and obtain optimum benefit?
As
follows are some guidelines:
- Spend the whole day on the road. Part of a Medical Representatives day involves 'setting the day up'. This may involve an early start and 'dropping cards'. Make sure you experience this, as the skills involved with this element of the role are vital.
- Make copious notes throughout your field visit. Things are always forgotten. Ask questions.
- Look for opportunities to discuss Pre Call Objectives
- Post Sales Call - ask your escort to de brief you on the call and to discuss 'Moving the call forward' or Next Call Objectives
- How was the day planned?
- How is business targeted?
- What works best - Sales Targets or Activity Targets?
- Is a business plan important?
- How is success measured?
- How do you become a top performer/top bonus earner?
- Look to discuss 'Gate Keepers'
- Ask about effective Time planning & Geographical planning
- How do you develop the toughness to handle rejection?
The following is a guide:
- Did you witness evidence of Pre Call Planning / SMART objectives?
- How was the right climate created in the Sales Call?
- Did you witness the use of Open Questions?
- How were they used & what type of information did they elicit?
- Did you witness the use of Closed Questions?
- How were they used & what type of information did they elicit?
- How were the customers needs uncovered?
- Having uncovered the customers needs - were benefits sold to the customer? (sell benefits, not features)
- Did you witness Listening Skills on the part of the Sales Professional? (selling isn't about telling - its about asking questions)
- How did the Sales Professional respond to the customer's behavior and 'buying signals'?
- How were customer concerns / questions / objections - dealt with?
- How was commitment gained?
- In your opinion will the customer take action on the basis of this call?
- Were SMART objectives reviewed & how were Next Call Objectives set?
- What went well?
- What did you learn?
The above is merely a guide. Remember that
you are not there to interrogate or judge the effectiveness of the Medical
Representative who has been kind enough to take you out. Remember that it can
be quite unnerving being watched. Above all, make the most of your time on the
road and ensure that it is a positive learning experience. Take the time to
reflect on what you have learned and perhaps be prepared to document your
findings. By doing so, you will give yourself increased confidence and a clear
'winning edge' at interview. Average candidates do not embark on this level of
research. Average candidates don't excel at interview.
For further
information read:
How to organise a
field visit with an existing UK Medical Sales Representative
