4 Questions that Make or Break Your Success in a Medical Device Sales Interview
In our previous blog post, we compiled a job interview reference guide offering tips on what to wear, work history to highlight and interview practice strategies. In this blog post, we’ll explore the questions you can expect during your interview for a career in medical device sales and offer guidance on preparing your answers.
1. Can you share a summary of your resume?
A 2018 survey found that in just 90 seconds, roughly one third of hiring managers know whether they would hire a candidate or not. Since this talking point is likely to be the first one covered during your interview, it’s important to open strong with a memorable and concise resume summary. Your response should be the highlight reel of your medical sales career, focusing on your most notable employers and accomplishments.
In our previous blog post, we mentioned how important it is to close your interview like a sales pitch. In similar fashion, your opening resume summary should be akin to an elevator pitch. Give the short and most compelling version of your sales experience and what makes you the best candidate for this job.
If you don’t have medical device sales experience yet, pull from past experiences where you’ve gained transferable skills that make you a good salesperson. Share experiences from sports teams, clubs or other jobs where you learned important skills like communication, relationship building or negotiation.
2. Can you give an example of a sale you didn’t get?
To be a successful medical device salesperson, you need to get used to hearing the word no. You also need to be adept at uncovering why your prospect said no and reevaluating your strategies, so it doesn’t happen next time. You can guarantee that you’ll be asked to discuss a time when you didn’t close the deal. Tell the interviewer about an experience that sticks out to you–because it was particularly important to your growth as a medical device sales rep.
Then, when formulating your response, be sure to demonstrate a few important skills:
Self-awareness
Problem-solving
Resilience
Confidence
Your response to this question should demonstrate your willingness to accept defeat, an ability to reflect on your shortcomings and ultimately what you would do differently now. A particularly strong response would show the interviewer that the next time you faced a similar objection from a doctor, you overcame it with lessons you learned during this experience.
3. What’s most important to you with a new job in medical sales?
Culture? Money? Promotability? Praise? Your answer to this question not only determines your success in the interview, but also helps you determine whether this specific medical device sales position matches with your long-term goals. Ideally your answer should illustrate why you and this employer are a good match for each other.
When thinking about your answer to this question, consider these key factors:
Your skills: What do you bring to the table? How do you hope to apply them?
Your drives: What motivates you at work? How will that empower you in this position?
Your career goals: Where do you see yourself in the future? How will this position help you achieve these goals?
The company: How do your job priorities align with what the company needs and offers?
This question helps the interviewer determine if they can offer the culture and opportunities you value. It also helps them see how much time you’re looking to invest in your next job. In your response, highlight the overlaps between what you value in a job and what the company has to offer. However, don’t pretend to be someone you’re not. If your number one goal is to be the top salesperson until you retire, don’t tell them you’re looking for an opportunity where you can climb the corporate ladder.
The best medical device sales job for you is one that enables you to leverage your strengths and supports your goals. In answering this question, both you and your potential employer are working out whether they have the resources to support your long-term goals.
For more guidance on how to find the right company for your career goals, read: Job Hunting for Medical Device Sales Careers.
4. Do you have any questions for me?
Before closing the interview, you’ll have the opportunity to ask some questions of your own. These questions should help you determine if the job is a good fit, get insight into the position and employer and uncover potential barriers to your success.
This is your opportunity to demonstrate that you’re envisioning what you can bring to the company or ways you can better prepare yourself for the position. Rather than asking about the salary or benefits, ask thoughtful and resourceful questions.
Questions like these can help you prepare for the job:
What are the top objections your salespeople encounter?
What are some characteristics of your most successful medical device sales reps?
What resources do your team members use to expand their knowledge?
Questions like these can help you learn more about the company:
How do you measure success?
How is feedback provided to sales reps?
What is your management style?
What do you enjoy most about your role?
Another strategy to consider when it’s your turn to ask some questions is to consider future challenges. Technology is constantly propelling products forward, which is both an opportunity and a challenge in medical device sales. By asking questions about how the company is addressing common challenges or new advances in the field, you demonstrate that you’re a forward thinker with an eye for problem solving.
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