Breaking Into Medical Sales: What You Need to Know

Medical sales is among the most rewarding and competitive fields in the sales industry. With attractive salaries, performance-based bonuses, and opportunities to work with cutting-edge healthcare technologies, it’s easy to see why so many professionals are eager to enter this space. However, landing your first role in medical sales requires more than enthusiasm—it demands preparation, strategy, and a strong understanding of the industry.

If you’re considering a career in medical sales or actively working toward it, here’s what you need to know to start your journey with confidence.

Understand the Landscape of Medical Sales

Pharmaceutical sales typically involve calling on physicians and clinics to promote prescription drugs. These roles often come with structured training programs and are a common entry point for newcomers. On the other hand, medical device sales can be more technical and involve working directly with surgeons, nurses, and hospital procurement teams. This area offers higher earning potential but requires more clinical knowledge and experience.

There are distinctions between inside sales (conducted over the phone or via virtual meetings) and field sales (which involve travel to hospitals and healthcare facilities). Knowing the differences between roles will help you target your job search more effectively and tailor your skillset to the right audience.

Build a Strong Foundation in Sales and Healthcare

While some companies may be open to training entry-level candidates, having a solid background in sales or a working knowledge of healthcare can significantly boost your chances. Hiring managers often seek transferable skills like relationship-building, communication, time management, and goal-oriented performance.

Healthcare degrees in life sciences, nursing, or health administration can help you stand out—especially in more technical areas like surgical or orthopedic device sales. Even if your degree isn’t related, showing that you understand medical terminology, patient care environments, or industry regulations can help build credibility.

Certificate programs specifically designed for aspiring medical sales reps, such as those offered by Medical Sales College, are also available. These programs provide hands-on training and industry exposure that can be a valuable stepping stone into the field.

Network Like It’s Your Job

In medical sales, who you know can often be as important as what you know. This industry thrives on relationships, and networking can open doors to job opportunities that never make it to job boards. Many roles are filled through referrals, especially at top medical sales companies.

Start by connecting with current medical sales reps on LinkedIn. Ask for informational interviews to learn more about their career path, daily responsibilities, and what their companies look for in new hires. Be respectful of their time and proactive—people are often willing to share advice if you approach them with genuine curiosity.

Attend industry events, trade shows, or virtual conferences where medical professionals and sales reps gather. Look into associations like the National Association of Medical Sales Representatives (NAMSR) or the Healthcare Businesswomen’s Association (HBA) to gain access to networking events and resources.

Polish Your Resume and Interview Skills

Medical sales hiring managers look for results. Your resume should showcase achievements, not just responsibilities. Use metrics to highlight your success: increased territory revenue by 25%, exceeded quarterly sales goals for six consecutive quarters, or built a client base of over 100 accounts. If you don’t have sales numbers, focus on accomplishments that show initiative, leadership, or customer impact.

Tailor your resume to each role, incorporating keywords from the job posting to pass applicant tracking systems. Keep the format clean and professional—your resume should reflect the polish and attention to detail expected in the industry.

Regarding interviews, demonstrate your knowledge of the product and the client. Research the company thoroughly and be prepared to discuss how their products impact patient outcomes or align with healthcare trends. You may be asked to perform mock sales pitches or walk through a clinical scenario, especially for device sales positions.

Be Persistent and Open to Entry Points

Breaking into medical sales can be challenging, especially if you don’t have direct experience. Don’t be discouraged by initial rejections. Many successful reps had to apply to dozens of jobs before landing their first opportunity.

Be open to related entry-level roles, such as associate sales rep positions, sales support, or inside sales jobs at healthcare companies. These roles can give you the exposure and experience needed to move up into a full rep position. Some companies offer internships or training programs for recent grads or career changers.

Medical sales is a dynamic, fast-paced career that combines science, business, and human connection. While the path into the field may not always be straightforward, the personal and professional rewards are well worth the effort. By understanding the landscape, developing relevant skills, building relationships, and staying persistent, you can successfully break into medical sales and begin an impactful and lucrative career.