America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Preparing for the Realities of a Sales Career
Every year, countless new graduates and entry-level candidates set their sights on the glamor and pace of a career in the sales field. When most people hear the word “sales,” they envision high commissions, exciting client meetings, the confidence that comes from making a deal and the lifestyle that seems to accompany sales pros in movies and TV. But before you decide to pursue this path, you may want to investigate some of the gritty realities of this profession. If these realities align with your personality, you’re on the right track! If they don’t, you’ll need to prepare yourself for an uphill climb. 

Sales can be very competitive.

Ideally, you’ll land a job with a collaborative sales team and a company culture that encourages teamwork. After all, you and your co-workers are all on the same side, and smart company leaders recognize this and discourage cutthroat behavior that pushes a few individuals forward at the expense of the group. But if you aren’t lucky enough to join a strong team, you’ll need to watch your back. 

Sales can involve high pressure.

Sales quotas can be unforgiving, and the pressure on management to push this bar ever higher can sap the fun from your daily responsibilities, to say the least. In some companies, members of a thin sales force are spread out across wide territories and pushed to close at all costs. This can mean long hours spent on the road, marginal job security and plenty of sleepless nights. In some cases, it can also mean being pushed to adopt questionable sales practices, which can challenge your sense of dignity or ethics. 

Sales can bring stigma.

Sales people are fun to be around…sometimes. As a natural sales pro, you may be an extrovert with an easy smile and a positive attitude toward life, and this can help you make friends wherever you go. But as it happens, not everyone will be equally excited to see you when you enter the room. Medical administrators and decision makers can be especially elusive and hard to pin down, and when you do score a meeting with a key client, you may need to overcome a general feeling of skepticism that’s sometimes woven into the fabric of this professional relationship. You’ll need to work hard to prove that the two of you share the same healthcare goals. And sometimes you’ll need to overcome a trust gap with teammates, community members and even total strangers. 

If you aren’t daunted by these challenges, a sales career may be the perfect path for you! Learn more by reaching out to the pharma and medical sales recruiters at Buckman Enochs Coss and Associates.