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Maybe you have been forced into a job search due to an unexpected lay-off or maybe you are looking for more security and money in these uncertain times. Whatever the case, many job seekers are looking for a lucrative and secure position with a pharmaceutical sales job.
Recently, the CBS Early Show did a segment on job searching and used the example of a laid off sales person. They even recommended that this candidate should look into pharmaceutical sales since it is a stable and growing industry!
I know what a plum job this is and I have been helping job seekers get into pharmaceutical sales for the past ten years. But I hear all the time that the biggest objection candidates receive is that they do not have the experience to land the job.
Here’s my four step strategic plan for overcoming this common objection:
Tactic # 1 – Make Your Resume Full of Documented Achievements
Pharmaceutical managers only want to hire superstars. So no matter what industry you are in, prove you are a top performer with documented, tangible results. Even if you have been working as a teacher, give examples of how you were recognized for exceeding expectations and performing better than your peers.
Make sure you spell out your three biggest accomplishments right on your resume with as many specifics as possible.
In the interview, be prepared to discuss at least five other successful activities in your background where you out-performed others whether it was in school, athletics, leadership, etc. You will show that you have always been successful at whatever you have done and pharmaceutical sales would be no different.
All hiring managers believe that past behavior is the best predictor of future behavior so make your resume sing your praises!
Tactic # 2 - Do Your Homework
One of the top complaints I hear from sales managers is that a candidate did not prepare for the interview. This is a huge and, quite honestly, inexcusable mistake.
With the search capabilities of the Internet, you can find out pretty much anything you want to know about a company. So if you do not have experience in the pharmaceutical industry, you must over-prepare. This will show that you know how to go “above and beyond” and even understand technical information.
In the interview, you should say something like, “To prepare for today’s interview, I thoroughly researched your company to see how my background can be an asset to your objectives.” Or “I met with one of your sales reps to learn more about the expectations of the job.” Or even “I spoke to a local doctor about your products and your company.”
Most candidates out there are not doing this kind of preparation and you will make a lasting impression on the hiring manager.
Tactic # 3 - Educate Yourself on the Sales Process
If you do not have any sales experience at all, you must have a strong understanding of the sales process and be able to articulate the concept of selling.
You cannot just say that you would be good at sales because others think so or that you are a “people person."
There are many great books out there on selling and while you cannot fully learn to sell from a book, you can learn how to uncover the customer's needs and how to present solutions.
You will be able to more intelligently ask questions about the company's sales philosophy and be able to offer thoughts on your sales approach by being prepared. I have personally worked with candidates with no sales experience but by using this strategy and showing that they are smart and coachable, they have been able to land a job in pharmaceutical sales.
Tactic # 4 – Be Persistent
Persistence and tenacity are among the top traits of the most successful sales people.
But I talk to job seekers all the time who have received a few rejections and they decide that there is no way they can become a pharmaceutical sales rep. Where is the persistence in that attitude?
If you really want to land your dream job, you have to keep at it. Make contact with a local pharmaceutical sales rep and get them to make a phone call on your behalf. Get the hiring manager's email address and write a brief but strong message on why they should at least interview you.
You will give the impression that you will work just as hard for their company as you are working to get the job. When you show that you can be professionally persistent, the hiring manager will often give you the benefit of the doubt. You can put a very positive spin on how you deal with rejection and overcome objections – key traits for any sales rep.
Bottom Line:
If getting your dream job in pharmaceutical sales sounds like a lot of work, it is. If you are going to overcome the objection of no experience, then you need to have a resume full of accomplishments, do thorough research, educate yourself on the sales process, and above all, be persistent.
You must be willing to do the work and face some rejection to get a job as a pharmaceutical sales rep. But the rewards and income will be well worth your efforts!
© Copyright Nikki Kerzic, 2009. Used with permission.
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About This Author:
Nikki Kerzic is the president of Executive Connection, Inc., one of the nation’s leading pharmaceutical and medical sales recruiting firms, and is now also the owner of Find Your Dream Job Now! to coach job seekers looking for jobs in medical and pharmaceutical sales. Visit Nikki's Website, PharmRepConnect.com, for additional free tips for landing a job in pharmaceutical sales and to learn more about Nikki's exclusive job search tools and strategies.
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