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

Afraid of a Sales Career? Change your Mindset and Find Success.

When you envision a career in sales, you probably imagine some of the negatives associated with this path: long days on the road, high-pressure interactions, the sting of customer rejection and disinterest, and the discouragement of putting everything into a pitch only to be shown the door. But before you decide these setbacks aren’t worth it, take another look. Recognize that for every rough day in this career, there’s also a great chance for meaning, success, and the feeling of accomplishment that can only come from taking risks and attempting difficult challenges. Here are a few ways to turn a rocky uphill path into a beautiful climb with a rewarding payoff.  

Selling, like networking, should be about relationships. 
If you approach sales — or networking — with mercenary goals in mind and self-interest at the top of your list of priorities, you probably won’t have much fun. And you probably won’t make the lasting connections or achieve the professional success you’re looking for. But if you go into each interaction expecting to meet an interesting new person, learn something new about the world, and make a genuine connection, you’ll feel great at the end of the day regardless of the outcome. Relationship building is a long game, so stay present and don’t phone it in or expect instant results. 

Believe that your product can solve real problems. 
Before you try to convince another person that your product has value, you’ll need to believe in it yourself. If you aren’t sure your product is solving meaningful problems, look closer, listen harder, and learn more about the issue from your customer’s point of view. And if you don’t believe your product solves any problems at all, you need a new product. Apply your skill and talent in another area.

Don’t sell based on price. 
You know your product can improve your customer’s life or help them build their business, so don’t build your pitch on price. Discounts and bargains are hard to resist, but you have more to offer than just affordability. Sell based on the value you add, not on your ability to save your customer a few dollars. Even if you’re offering a commodity product (almost every brand offers the same basic substance or service) don’t stake your case on that fact. Sell the product, not the deal.

Set achievable goals and celebrate every victory.   
Medical sales representatives who get the most personal satisfaction from their sales careers focus on three specific areas of meaning and reward: product value, personal connection, and personal achievement. Enjoy your victories! Celebrate every closed deal before moving onto the next challenge and you’ll have more fun and feel a greater sense of engagement.
 
Work With the Best Medical Sales Recruiter.
You CAN succeed in medical sales, regardless of how you define success! Take another look and learn more by contacting the experts at Buckman Enochs Coss and Associates.