The Field Ride/Day In the Life of a Medical Device Sales Rep
Medical Sales Jobs March 19, 2019
Usually after a face to face interview with the manager, you’re going to do a field ride with one of the reps, it typically lasts all day or at least half a day.
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A field ride gives potential candidates a “day in the life” of what the job will be like. Even though a manager won’t physically be there, they’ll have eyes/ears everywhere and they’ll tell the reps you’re riding with to give them a full report of how the day went. It’s important to treat the field ride as you would an interview with the manager because on the field ride, the rep you’re shadowing becomes the decision maker.
It’s important to be just as energetic and engaged with the rep as you would with the manager. In this chapter I’ll break down the tips for winning your ride-along/ field ride with the rep you’re shadowing and advancing to the next round of the interview process which is the final Interview. Here are some tips below to helping you WIN the field ride part of the interview process.
If you can build a report with the rep then it will make the field ride smoother and more engaging for you as the candidate. Ask the rep what the agenda will be during the field ride and what expectations should be. Some reps will explain it but some will also be waiting for you to engage them and ask them what the game-plan is for the field day. Let your personality come out after you meet the rep and build a rapport with him/her.
Share your story with the rep and explain why you’re trying to join the organization and what your longterm goals are for your sales career. Listen to the rep when you’re getting advice on how to do the job effectively and how the rep has progressed with the organization and what tips he/she has for you on how to be successful at the job so you can become part of that top 10-20% of the sales-force.
It’s also good etiquette to turn your phone off during the field ride, a rep could take it as a sign of disrespect if they see you texting/calling the majority of the time during the field ride. Of course If you need to check on something for work or a personal/family situation, then simply ask the rep if you can excuse yourself to check for emergencies with work, etc.
It also gives you an opportunity to show the rep your selling skills and it gives you practice so if you get the job, you’ll have an idea of how the medical devices/ services are sold and what techniques to use. Remember the managers will have eyes/ears everywhere and if you pass on the opportunity to try and sell during the field ride, the manager will almost certainly find out about it and it could put a negative image of you in their head.
Here’s an example closing email to the rep/manager – “Hi Steve and Derek – Derek thank you for having me in the field today and for making time to fit me in your schedule. It was a great learning experience watching you sell the devices to the doctors and seeing you in action during our time together. Steve I want to thank you for having me shadow your top rep Derek in the field today. It was a pleasure meeting him, learning about his journey as a medical device sales rep, and visiting clients with him. After shadowing Derek in the field and seeing a day in the life of one of your sales reps, I realize this is the sales position I want and this is the organization I want to join. I want to thank you both again for having me and I look forward to the next steps of the interview process. I hope you both have a great rest of your week.”
- Are you prepared to see a “day in the life” and what the job entails that you’re interviewing for?
- Did you learn a lot from seeing how much activity the rep is doing everyday out in the field and what it takes to be successful as a medical device sales rep?
- Have you done your research on the sales rep you’re shadowing and have you prepared questions for that rep? Getting to know the rep’s story/journey and building a rapport with the rep is vital to moving forward in the interview process. Candidates must get the reps approval to move forward to the next step of the interview process.
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