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

Identifying Skills that Suggest Success in Medical Sales

You have a slate of candidates lined up for interviews and all of them are terrific people. They’re educated, responsive, and they have at least some degree of experience that seems to align with the needs of the job. You assume that when you meet them in person, you’ll find each of them to be friendly and professional. Some are interested in sports, some are accomplished amateur artists, and some have technical skills that fall outside the demands of the job. So which of these interests, traits, and non-required skills suggest the highest level of success in your open position? Here are a few ways to answer this question. 

Check your records. 
Check your actual HR records and the resumes and personnel files of your most successful employees, and search for patterns. If you don’t have these records, do a quick mental review. What do your happiest employees have in common? Do the numbers suggest that artists seem to thrive here? How about outdoorsy types? Do you have many employees who regularly apply their background in coding, conflict resolution, or foreign languages? Instead of guessing, take a look at the numbers. 

Describe your culture. 
Successful employees are those who stay for a long time, and those who stay for a long time tend to be the happiest…and the happiest employees tend to be those who fit in. How would you describe your culture? Are your current teams’ sporty types who live active lifestyles? Are they homebodies? Are they travelers? More to the point, do you think your candidate’s unique skills will help them find a home here? 

A medical background can help. 
Naturally, a medical sales candidate who holds an MD and has a bona fide clinical background will have a leg up. But since not every sales pro began their career in medicine, you’ll need to set the bar a little lower. Ask your candidate about their experience in the healthcare field and respect any answer they provide. Something as small as a few early semesters in pre-med, a volunteer gig at a hospital, or a previous career in medical support can make a big difference during sales calls with medical decision makers. 

Listening skills. 
Listening and communication skills can provide candidates with a strong advantage in any field, but in sales, these skills are vital. Is your candidate an excellent listener, and do they remember and process everything you say? If so, place that squarely in the plus column. Excellent speaking, writing, and conversation skills will help your candidate win your clients’ trust. 

Partner with the Best Medical Sales Recruiter. 
If you are looking for the candidates who can help your business grow, work with the best medical sales recruiters and contact Buckman Enochs Coss and Associates.