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Secrets To Getting A Federal Government Job.
Pharmaceutical reps have a mostly negative image to overcome when venturing out into other medical sales areas–often deserved, but sometimes not. If you’re a hiring manager, you shouldn’t dismiss a pharma candidate out of hand–it should be a decision based on the individual, with many factors to consider. If your friendly medical sales recruiter has submitted such a candidate to you, there must be a reason. If you’re a pharma sales rep looking to move into laboratory, clinical diagnostics, biotech, medical device, or other healthcare sales jobs, you should know what you’re up against, as well as how to deal with it.
NEGATIVES:
POTENTIAL POSITIVES:
What do I think, as a medical sales recruiter?
I won’t submit a candidate who has worked for more than 2 pharmaceutical companies. Why? Because they must have liked that environment in order to have stayed in it, which means that they won’t like the vastly different environment in laboratory, clinical diagnostics, medical device, biotech, pathology, or imaging sales.
I won’t consider a candidate who won’t concede that pharmaceutical sales is a detailing process, not a selling process. Why? They are disconnected with reality. Pharma reps, however successful they have been, do not follow a sales process in which they have to close a sale and ask for the business.
I won’t consider a pharma rep who is more interested in base salary than in total comp. Why? This is obvious: A great sales rep will be much more interested in sales commissions, because they expect to do well and make money off their efforts.
I won’t consider a pharma rep who can’t provide me with a manager reference (although I really won’t do this with any candidate). Why? In this day of LinkedIn, etc., it’s ridiculous to say you can’t keep in touch. That’s a red flag for me.
On the other hand, I would be interested in a pharmaceutical rep with a science degree who
(1) hasn’t been in the pharma area long and has realized it’s not the place for him/her, or
(2) has had some success with a real sales process in the past and wants to get back to it, or
(3) some combination of these with significant motivations to get out of pharmaceuticals, as well as a realistic attitude about pay and position.
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If you’re looking for the best information about the best medical billing training I’m going to help you with a few tips in this article.
Medical billing specialists actually handle a wide range of duties including medical office operations, electronic medical billing and coding, taking care of insurance forms, and using and keeping up with the newest medical billing software. Statistics report that there are more than one million of these specialists in the US.
You’ll learn the newest electronic medical billing software called medical practice management software, and the newest and improved versions are quite different from the older versions. But there is a variety of medical records software and electronic medical billing software packages that you will use.
As a medical billing specialist it doesn’t matter whether you plan to work for a health-related clinic or company or work from home. Medical clinics and physician offices, various insurance companies and your local hospital all need trained staff to take care of all the billing tasks.
The process of medical billing means taking care of the submission of medical claims and then following up on those claims to health insurance companies so you get payment for any medical services that were performed by a health or care provider.
If you take one of the Internet or online medical billing training courses you’ll learn the trade secrets and also how to use what you learn to start a medical billing business from the comfort of your home. And learning from your home computer may just be the best way for you to learn how you can start a medical billing career.
One of the first steps is to decide whether you should take your electronic medical billing training online or on a campus.
After completion of your training you can expect to earn between $25,000 and $30,000 annually if you’re working on salary. You can find medical billing jobs throughout the US, with wages ranging from $10 to $20 on an hourly basis depending upon your range of experience and your geographical location.
The smaller medical offices usually outsource billing and coding work to work-at-home medical specialists who have an established, reputable medical billing business. To completely understand the payment of a medical billing claim, the health clinic owner must have thorough knowledge of all the insurance plans that companies offer and know the laws and regulations that preside over them,
Because many health insurance claims are rejected because of faulty billing practices, doctors and health care providers only hire trained professional medical specialists for medical billing and coding. They no longer depend on regular office staff to handle it.
So if you’re considering becoming a ‘medical biller’ you need to decide whether you want to go to a local vocational or community college or take an online medical billing training course. Check with your local Better Business Bureau to check out the reputation of any local schools you’re considering. You want to make sure they have no outstanding complaints.
When deciding on the best program for you make sure to compare all the offerings and make sure it includes everything you need. Read over any contracts thoroughly so that you know exactly what you’re committing to – what it’s going to cost, what happens if you can’t complete the course, etc. Have a trusted friend, parent, spouse, partner or advisor read the contract also. If you’re going to an accredited college or university this will be less of an issue. You want to know that you’re signing up with a reputable online or vocational school.
Today starting up a medical billing business from your home is easier than ever. You don’t need a college or university degree to become a medical billing specialist. Learn all you can about medical billing before you sign up whether it’s a school online or an on-campus school.
Some of the online medical billing training programs have basic introductory classes, intermediate classes, and classes for those who are advanced. Once you finish your training you’ll be fully trained and informed and immediately ready and able to either start a work-at-home business or comfortably find a medical billing job. It’s not well publicized but the federal government has set aside money for online degree courses and you should check this out so you can save money on your course.
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Pharmaceutical companies are known for their conservative business appearance. Many reps who’ve been around since the 1980′s will tell you that the dress code was once so strict, it was almost a uniform! Well, times have changed somewhat but the basics are the same. Ladies first – here’s what’s expected of you in an interview.
Ladies
* Conservative suit (pantsuit OK) black, navy, charcoal gray or similar in color. Pinstripes are acceptable. A white or light-colored conservative blouse is the most appropriate.
* Take it easy on the makeup and hair. Think church, not date.
* Nails should be well manicured and polished clear. Drug reps use their hands for demonstration and pointing all the time. A good interviewer will notice.
* Stockings or none? It’s the great debate. If you can pull of a professional, conservative look without them . . . go for it. If not, or your not sure . . . play it safe and wear them.
* Shoes should be medium to low heel (and you should be comfortable enough in them to walk normally). Many say closed toe is best. I say use common sense and if an open toe looks professional, you can pull it off.
* Skip the perfume. Remember, it’s an interview not a date. You want the interviewer to remember you for what you said and how you carried yourself, not how good (or overpowering) you smelled.
Gentlemen
* 100% wool conservative navy, black, or charcoal gray suit. Again, pinstripes are acceptable. 100% cotton shirt with heavy starch will make you look like a million bucks.
* Go for a tie that refuses to be dated. In other words, solid ties are always in. So are large alternating stripes in the deeper shades of primary colors. I’m a big fan of deep red ties for interviews (red is said to be a “power” color).
* Shoes should be lace ups and they should be polished brighter than Forrest Gump’s.
* Fingernails are important for you too. Clipped, clean, manicured, cuticles pushed back, buffed, and ready for action.
* If you’ve had a beard or mustache for 20 years and know how to take care of it, then it’s probably OK to keep it. Otherwise, you should have a clean shave. You should have a fresh haircut too.
* I don’t care if you paid $6,000 for that bottle of cologne, save it for the afterparty (the party after you get hired, that is).
A few things should be able to go unsaid – but they can’t.
* No chewing gum or candy. I know you want to have fresh breath. Take a bottle of mouthwash and rinse before you go inside. Candy and gum can make you look unprofessional in an instant. Don’t go there.
* Leave the Viagra(R) necktie that you bought at the Niagara Falls Gift Shop at home. I know you think it would be cute and catchy. Let your professionalism and knowledge of the industry do the talking instead.
* Don’t carry a backpack or purse. Some say that you shouldn’t even carry a briefcase. I say that’s up to you. If you have enough things to fill up a nice looking briefcase, carry it. If you can manage everything without one, then a nice leather bound folio will work just fine.
The bottom line is, you are a professional. If there is any question whatsoever, err on the side of conservative. As I said to the ladies earlier, “think church, not date.” When you get to an interview, you’ll be surprised at how many people didn’t read an article like this. You’ll look like a superstar immediately when the guy beside you in the waiting room (your competition) is wearing his brand new suit with a pair of Dr. Martens(R).
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One of the best business analogies I’ve ever heard compares businesses to boats.
Small businesses are like small boats. The have the luxury of being quick to respond, controlled by just a handful of people, and communication is as simple as turning over your shoulder and saying, “Land ho!” On the other hand, they don’t have some of the luxuries that big businesses have. Big boats [businesses] are powerful, they have many redundant features – small breeches in the hull aren’t as threatening, and momentum goes anything but unnoticed.
What big business doesn’t have is the ability to respond quickly. Communication is often complex, becomes confusing and is often lost. Nearly every pharmaceutical company with a sales force is the equivalent of a big boat.
Don’t get me wrong here; human resources officers and internal recruiters do a wonderful job. But if you want a job in the kitchen of a cruise ship, who would you talk to, the first mate or the head chef? In many pharmaceutical companies, internal recruiters are a branch of human resources. They make recommendations on hiring, they handle initial screenings, they sift through resumes, and they facilitate the tons of paperwork involved in the hiring process. What they don’t do is make the final decision.
In the end, pharmaceutical companies aren’t just big boats. They are some of the biggest boats in the sea of American business. They are multi-billion dollar companies that turn very slowly, respond sluggishly to small stimuli, and constantly struggle with the flow of communication. It’s neither good nor bad. It’s just the nature of being a titanic company (sorry for the pun). Getting on board such a colossal ship is, in and of it self, no small feat.
Spend time networking with pharmaceutical sales representatives and district managers. Doing so will prove invaluable every step of the way. In many cases, they will help you decide if you even want to be on the ship in the first place – chances are it’s not as glamorous as you think!
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Why does it take so long to break into this industry? It’s a question I hear almost daily from people who are trying to get jobs as pharmaceutical sales representatives. The answer to that question is the topic of another article (a book on the subject would be better). This article is meant to give you some tips on what you can do while you’re waiting for a return phone call from a networking contact or interviewer.
When I’m mentoring people who want to get hired in this industry, the first thing I always tell them is this, “You should be networking while the world is awake and researching while they sleep.” The pharmaceutical sales search is a full time job. Just ask anyone who’s done it with success. Every minute you have that can’t be spent networking can be spent researching.
Here are 4 things you can do (with relative ease) that will help you learn more about the pharmaceutical industry.
1. Make a list of companies you would like to work for and study them daily.
Start with 5 companies and go to their websites. Notice I didn’t say “read about” these companies. You need to study them, just like you would’ve in college. Learn about the products they own and promote, learn about their history, their financial stabilty, their future, and their pipeline. Any bit of information you can find on them . . . devour it. Take it to heart.
2. Use the list from above and stay up to date on current news about those companies.
Back in the days before the internet, this was pretty tough. It meant going to the library and poring over the Wall Street Journal day after day looking for news. Today it’s as easy as going to news.google.com and searching for the company you are interested in and/or its stock ticker. If you want a really easy way, spend a few mintues teaching yourself about RSS (Really Simple Syndication) and the freshest news will be waiting for you all the time.
3. Use your local library.
While the internet has made some things easier, it still isn’t a replacement for your local library (not for free anyway). Visit the library and take a look at the S&P Reports for the 5 companies on your list. Ask the librarian to point you towards similar information that might be of use. Often times you can find jewels in these publications. As an added bonus, you can take copies of the S&P report to your interview and show the interviewer that you’ve done more to research than just point-and-click.
4. Watch Television.
It’s no secret that pharmaceutical companies love to advertise. While your spending well deserved time in front of the television, keep an pen and notepad nearby. As you see a commercial for a drug, write down its name. If the company logo appears, write it down too. If you can catch the major selling points that the commercial makes about the drug, you’ll be on your way to superstardom. I’ll bet you never thought watching TV could be considered work!
As you start doing these four things you’ll quickly find that there are numerous other habits you could form that would help you learn more about the pharmaceutical industry. Do those too. As with anything, the more you put into your search, the more you’ll get out of it. But, um, don’t forget to have a life!
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Over the last few years, I’ve helped hundreds of people successfully land jobs as pharmaceutical representatives. But there’s still work to be done! If I’ve learned anything over the years, it’s that some people learn differently than others. It is said that the great inventor Thomas Edison failed nearly 25,000 times before he created the battery. When asked what he thought of all his failures he replied, “I haven’t failed. Over the last 20 years I’ve learned 25,000 ways NOT to make a battery.”
So, in the spirit of Thomas Edison, I bring to you, 5 ways NOT to get hired as pharmaceutical sales representative.
1. Send your resumé hopelessly off into the neverland that we call the Internet.
Before you go ballistic and tell me that job sites work, hear me out. Job sites do work. Sometimes. The majority of all jobs, however, especially pharmaceutical sales jobs, are filled through referrals. If you want to give online submissions a shot, go ahead. If you really want to make strides toward getting a pharma sales job, spend your time networking and get a referral from a current drug rep or district manager.
2. Be a scrooge about self improvement and promotion materials.
Are you listening? The pharmaceutical industry is rather infamous for its ability to create kick-butt marketing campaigns that generate results. Make no mistake, your job search is a full on, all out, high intensity marketing campaign. The product is you. Pharma companies create awesome campaigns because they aren’t afraid to spend a little money to generate maximum results. Be reasonable about how much you can (and should) spend while looking for a job as a pharma rep, but don’t be so darned determined to do it for free! Spend some money on a book or two to improve your interview skills, to learn a little bit about companies you might be interviewing with, or on a professionally written resume. Consider it an investment in your career. After all, why wouldn’t you spend $300 bucks to make $50,000 – year after year after year (plus bonuses)?
3. Be a liar
You want to prevent yourself from getting any job? Just lie. The pharma industry is under intense scrutiny from consumer watchdog groups and the federal government. They don’t need a liar to complicate what, in many cases, is already a delicate relationship. Be honest, be yourself, work hard, mind your P’S and Q’S and you’ll be fine. There’s no need to be a liar.
4. Don’t prepare for the interview
It’s not a stretch to say that a pharmaceutical sales interview is one of the toughest, most competitive interviews you will ever face. There are a boatload of other people out there Jonesing for the same job you want. And they want it BAD. If you don’t prepare for your interview, they will beat you. Study the industry. Study the company. Review common interview questions. Most importantly, know yourself and know your [from the heart] answers to those interview questions backwards, forwards, and in your sleep.
5. Don’t follow up with your contacts
We’ve already discussed how important networking is in this search. What’s more important than knowing someone who is in a position to help you? Being able to remind that person of his/her ability to help you and encouraging him/her to do so! Practice saying this to everyone you talk to about business. “OK John, I’ll check in with you in a few weeks to see if you need anything else from me?” It’s low key. It’s low pressure. But it gives you a reason to follow up with your contacts and hold them accountable for any action you’ve requested on their part.
There probably are 24,999 ways not to get hired as a pharmaceutical sales representative, but these should get you off to a good start!
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I hear excuses every day. Reasons people can’t get a job as a pharmaceutical sales representative. If you’re in this situation and can’t find your way out, know this – 90% of the time the “reasons” you can’t get a job as a pharmaceutical sales representative have been planted in your head by someone who doesn’t want to see you succeed. I’m here to tell you, if you want a job as a pharmaceutical sales representative, you can have it.
Here are the top 10 myths keeping you from getting a job as a pharmaceutical sales representative.
1. You don’t have a science background.
If you’re letting this hold you back, you just haven’t done your research. While a science background could certainly be beneficial as a pharma rep, one is definately not necessary. I’ve known many successful drug reps who have degrees in Literature, English, Political Science, Economics, Marketing, Art, and History. A four year degree is almost always a necessity. A degree in science most certainly is not.
2. You’re too old
What a bunch of garbage! I can tell you that this, often self enforced, roadblock comes from the perception that all pharmaceutical sales representatives are often young, attractive, fresh-out-of-college-go-getters. Again . . . not true. For more on good lucks, please move forward.
3. You’re not a supermodel
This one really gets under my skin. A recent New York Times article pointed out that pharmaceutical companies look to hire young ladies who have recently turned their spirit fingers after long careers as cheerleaders. As a pharmaceutical rep, I knew over 500 other reps – by name. I can tell you the name of one who was a cheerleader in college. I’ve got nothing against cheerleaders. The ones who cheer in college or professionally work very hard to get where they are. In my view, that’s why the make good pharma reps. As far as looks go, I think you’ll be hard pressed to find a sales person of any kind who isn’t nice looking. Professionals take care of themselves. They rely quite heavily on first impressions. If you take care of yourself, have good hygeine, eat right, and exercise, you will be nice looking. If you currently don’t consider yourself to be nice looking, please take care of your self image before you start your job search. It sounds harsh but you’ll thank me for it later.
4. You don’t have any sales experience
These words often come straight from the horses mouth – the interviewer. I would guess that 80% of the time, this is an excuse. It’s a way for the interviewer to let you down softly. We all have sales experience, we just have to portray it in that light. Kids sell the idea of a new pair of shoes to their parents. Teachers sell the excitement of learning and knowing. Nurses sell treatment compliance, hope, and healthy living. We all sell something. Spend some time determining what you sell and relate that to the job you’re seeking. With a bit of practice, the ideas and words will flow like crazy.
5. You must know someone (or at least know someone who does)
It’s not exactly true but it’s a whole lot easier if you do. I’m not going to let you off there though. There’s good news. You do know someone! Legendary networker Harvey Mackay said it best, “Networking is not a numbers game. The idea is not to see how many people you can meet; the idea is to compile a list of people you can count on.” Spend some time working with the list of people you know you can count on. Pay attention to the objections they have and ask them to help you think about how you can meet someone who can, and will, help you get where you want to be.
As with most things in life, the search for a job as a Pharmaceutical Sales Representative is 99% attitude. Keep working. Keep improving. Keep moving forward and you will get hired!
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Are you thinking of switching careers and becoming a pharmaceutical sales representative? Well, you better prepare for some stiff competition. Many fresh college grads are contemplating on entering the same field upon graduation simply because it IS a lucrative career. The good news is, whether you’ve got extensive experience or a newbie in the arena of pharmaceutical sales, your chances of breaking into the profession are pretty decent.
The pharmaceutical sales field is often described as “recession-proof” as it has first-rate salary potential and offers great flexibility, growth opportunities, and excellent benefits like the use of a company car. Increasing life expectancies and improved quality of life count among the factors driving the expansion of the pharmaceutical sector.
Reaching the Top of the Pharmaceutical Sales Rep Ladder
There’s no one profile that pharmaceutical companies adhere to when looking for outstanding sales reps to represent them. But the usual prerequisites for the position include a strong work ethic, demonstrated ability to work within a team, good spoken and written communication skills and a four-year college degree.
Industry insiders say it’s tough to get your foot in the door with a pharmaceutical firm. But once you’re in, the challenge moves on to making yourself stand out performance-wise.
Who has what it takes to make it in the field? Although there’s no one recipe for 100% sales representative success, there are stuff people can do to improve their odds. Here are a few items to remember en route to achieving pharmaceutical sales representative success.
* Pharmaceutical companies favor people who are positive and highly confident. The job isn’t for those who are ‘meek’. The sales rep hiring process entails a lot of grueling interviews and rejections. In a way, it gives aspiring pharmaceutical sales personnel a taste of what the actual sales representative job would be like.
* Drug companies value people skills like diplomacy and tact. Those who manage to land an interview need to be prepared to ask and answer questions regarding the firm’s products.
* The really successful pharmaceutical sales reps are the ones that possess an entrepreneurial spirit. People who think outside the box have good chances of excelling in the pharmaceutical arena.
* Maintain a can-do attitude at all times while keeping your integrity intact.
* Pharmaceutical sales has a lot to do with learning difficult information. Mastering the product info sheets is critical to achieving pharmaceutical sales success.
* Be prepared to concentrate on goals until they are all achieved. Companies love tireless and mentally-tough workers.
* Sales representatives have to be good at following up and deciding on which areas to focus their time and efforts on. A typical sales rep day will involve several calls to the doctors’ offices, pharmacies and hospitals. You’ve got to be psyched-up every single day for all that. Doctors feed off your enthusiasm and excitement. You have to be just as fresh for your 8 p.m. call as you were for your 8 a.m. appointment.
The essence of a good pharmaceutical sales representative is communication. Individuals who communicate well can engage listeners. Good communicators are also exceptional listeners themselves.
Other absolute must-have traits of a great pharmaceuticals sales rep include a knack for presentation and negotiation, empathy, ability to anticipate client needs and influence. While there’s no substitute for good old hard work, the above pointers can help increase a person’s chances of attaining success in the pharmaceutical sales representative field.
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The pharmaceutical industry is one of the most lucrative business sectors as evidenced by its $550 billion global industry revenue in 2004. As such, many careers have been developed to cater to the varying needs of the industry. One good example of such a career option is pharmaceutical sales, which is believed to be one of the most sought-after careers in the job market today.
The reason behind this trend is that pharmaceutical sales offers extraordinary salary potential, which may go as high as six-figures annually. Other amazing perks are special bonuses, a company car, trainings in exotic locations, flexible work hours, as well as unlimited opportunities for career growth.
Needless to say, many people who already have a career in sales are slowly but surely transitioning into pharmaceutical sales. If you’re one of those people who are ready to take your sales career to the next level, there are a variety ways to do just that.
For starters, educating yourself about the pharmaceutical industry is an important first step. Learn about various pharmaceutical companies, especially the biggest and most successful ones and how the entire industry is doing. It’s also important to keep yourself updated on industry trends.
In addition, equip yourself so that potential employers may notice you. As mentioned earlier, pharmaceutical sales positions are so in demand these days that you have to truly stand out among other hopefuls. To address this concern, there are online companies today, which through their websites are offering products and services that aim to help prospective pharmaceutical sales reps – with or without sales experience – to land a job in the field.
Such products and services may include how-to e-Books and other information materials, resume writing and evaluation services so that your resume is specific to and targeted towards the pharmaceutical sales industry, and more. They also offer interview coaching, which may include doing mock interviews to help you develop the confidence and to ensure that you know the right things to say.
It would also be a good idea to begin establishing networks with other pharmaceutical industry professionals, particularly in your area. The reason behind this is that job openings are oftentimes filled through referrals from existing pharmaceutical sales reps and that pharmaceutical companies rarely post job ads, except for those which are relatively harder to fill. As such, you definitely would want to be in that loop.
Lastly, different companies have different requirements – some require their pharmaceutical sales reps to at least have a bachelor’s degree, others may require an MBA. But in the end, having a smooth transition to pharmaceutical sales boils down to having the right attitude. For instance, one should have an aptitude for science so that learning would be a breeze. More than having the sales or the medical background, equally important is displaying your outstanding interpersonal communication skills. An aspiring pharmaceutical sales rep should be able to relate to different types of people.
Also, an aspiring pharmaceutical sales rep should be an aggressive, motivated and driven self-starter with high achievement goals. This is especially important once you’ve actually got the job. Otherwise, it would be very difficult to succeed. Needless to say, pharmaceutical sales is one career option where the saying “you reap what you sow” is very, very true.
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