Is There More Than One Way To Break Into Pharma Sales?

I was asked recently about the National Association of Clinical Representatives (NAPRx)—specifically, whether or not the training certificate program they offer is an adequate substitute for a 4-year degree if the end goal is breaking into medical sales as a sales rep. 

There’s a couple of ways to answer this question, so here goes: 

First of all, my opinion is that no certificate program is an adequate substitute for a 4-year degree.  There is just no substitute for a solid science background if you’re going into medical sales.  Remember—the customers in this area DO have science degrees…if you don’t, it will be apparent that you don’t.  My leading candidates all have 4-year science degrees and some kind of sales/business experience.

Second, of all the areas available in clinical sales (clinical sales, medical diagnostics sales, biotechnology sales, DNA products sales, cellular products sales, molecular products sales, hospital equipment revenue, imaging sales, surgical supplies sales, pathology device revenue, pathology revenue, histology sales, pharma software sales), medical revenue is the most volatile and the least respected—partly because pharma sales reps (as a whole, though there are exceptions) bring the least value.  The effectiveness of the pharma sales force is declining, and layoffs are everywhere. 

See my website, www.phcconsulting.com, for job listings.  Reading career opportunity descriptions and requirements will give you a much better idea of where you have to focus your prep time before getting into clinical sales.

Article courtesy of  Peggy McKee - Owner / Senior Headhunter at the nationally
recognized medical and clinical sales recruiting team of PHC Consulting.
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