What if I don't have any sales experience, can I still become a pharmaceutical sales representative?

This is a great question. Yes, there are sales representatives in the pharmaceutical industry without the ideal sales profile, but they have had to reposition or rethink what they could bring to the table.

This is what I tell candidates when they ask me how to overcome their lack of prior sales experience.

· Develop personal relationships with existing pharmaceutical representatives. This is perhaps one of the best ways to overcome your lack of sales experience. A referral from a pharmaceutical sales representative to a hiring manager about your character, accomplishments, and desire to break into pharmaceutical sales is a great way to secure a phone screen.

· Capitalize on your "transitional" skill set. A transitional skill is a skill that can transition to different industries. Just because you do not get paid to sell does not mean that you cannot sell. Focus on how you convinced co-workers or managers to take a particular course of action. Do you have a track record of delivering products and results on time? Illustrate to the hiring manager how the same desire to get the job done will work with your desire to meet your sales goals. Perfect these stories and use them in the interview process.

· Reposition your resume . Try repositioning your resume for a pharmaceutical sales position, not just a marketing position for a large company. Focus your accomplishments on your ability to sell or meet your goals. In the accomplishment section of your resume, articulate how you directly influenced an increase in company profits or reduced costs. Highlight any awards or special recognition you received for performance excellence.

· Great attitude/rapport. This is the great equalizer in overcoming your lack of sales experience. If the hiring manager really likes you and your attitude, you have greatly increased your chances of moving into a sales position.

 

I hear that pharmaceutical companies don't hire recent college graduates. Is that true?

The competition to break into pharmaceutical sales at the recent college level is extremely high. Only a few of the larger pharmaceutical companies (Merck, Pfizer, etc) recruit sales representatives directly out of college. The pharmaceutical interview process is probably the biggest series of exams you will take so don't just "wing it" and hope that your winning smile will land you the job.

As a recent college graduate, you have several advantages in breaking into pharmaceutical sales. Here are just a few:

· Interview schedule. Some major pharmaceutical companies recruit directly from college campuses! Do what it takes to secure an interview and adequately prepare for the interview. Many times, the rosters fill up very quickly and only 10 to 15 people will get an interview out of a campus of 15,000 students. So, what do you do?

IDEA: This is an idea of how to get an interview when the schedule is full. This technique landed a friend of mine with a job at Xerox. Determine when the last interview is completed. Arrive 30 minutes before this interview has concluded. Be dressed and mentally prepared for an interview. When the last candidate has left the interviewing room, knock on the door of the room (the pharmaceutical manager will be doing paperwork) and introduce yourself:

Sample Script

"Hi, I'm (your name). I really want a career with your company, but because of the sign-up process I could not get on the interview schedule. I feel that my strengths would allow me to outperform the other people interviewed and feel it would be worth your time to interview me. Do you have a few minutes to talk with me?"