| As part of the interview process, many medical | | | | company, but also include a plan to introduce oneself |
| device companies will ask the candidate to construct | | | | to all customer contacts. Learning the email system, |
| a 30-60-90 day plan. Even if it is not required, doing | | | | customer retention management system (CRM), |
| so will demonstrate to the hiring authority the | | | | reading and understanding company policy and |
| candidates' serious intentions towards the particular | | | | procedure, attending training programs, mastering |
| position they are interviewing for. A well thought out | | | | product knowledge are all tactical initiatives. Most |
| plan will include a preliminary preparation plan in | | | | quality companies do train their sales staff |
| addition to a concise and detailed business plan that | | | | extensively (whether for pharmaceutical sales |
| includes both tactical and strategic initiatives. I cannot | | | | positions, biotech sales jobs, clinical and research |
| emphasize how important it is to lay out a detailed | | | | laboratory sales opportunities, or medical device |
| and well thought out plan. An investment of maybe | | | | sales). Strategic initiatives include broadening |
| 3-4 hours will be more than worth the time and | | | | knowledge in the field of medicine, identifying trade |
| effort when the job offer is extended. | | | | groups, and thoroughly understanding the target |
| -Preliminary preparation- | | | | market. |
| Preliminary preparation includes initial company | | | | -60 days- |
| research and is more strategic than tactical. If the | | | | The next thirty days includes more field time, less |
| company is publicly traded, one would want to obtain | | | | training, and more customer interaction. Tactical |
| the annual reports that are available for investors and | | | | initiatives would include fine tuning the driving route |
| potential investors and study them. Often, company | | | | through the territory, detailed call plan, and fine tuning |
| information on private companies can be purchased | | | | presentation style. Strategic plans would include |
| through sources such as Hoovers, Zoom Info, or | | | | studying additional material regarding sales style, |
| Dunn & Bradstreet. A candidate will also want to | | | | meeting with the district manager to discuss |
| meet with the district manager to discuss market | | | | progress, and joining industry specific professional |
| analysis and target market, territory, and features | | | | groups. |
| benefits of the products and services offered by the | | | | -90 days- |
| company. For the business to business salesperson, it | | | | The tactical part of the plan should contain |
| will be essential to familiarize oneself with the | | | | development and implementation of a specific "game |
| language and buzzwords of the medical and | | | | plan" which includes setting higher goals for six |
| pharmaceutical field. For the medical sales rep, this | | | | months and one year, developing target lists of |
| would be the time to conduct further research on | | | | accounts based on needs analysis, and creating and |
| the products and services being offered by the | | | | implementing a measurable results call plan. Strategic |
| company as well as construction of competitive | | | | initiatives would include attending professional |
| analysis. | | | | networking events, meeting with sales team to |
| -30 days- | | | | assess strengths and weaknesses of the territory, |
| The first 30 days should not only include a thorough | | | | continual research in the medical industry as well as |
| understanding of the internal workings of the | | | | improving sales presentation skills. |