I sporadically look at web referral reports based on key word queries. One evening, I came across a string of key words that caught my eye: “A Day in the Life of a Pharmaceutical Representative.” The key words linked to an article that I had written about being an overworking rookie in pharmaceutical sales. Out of curiosity, I clicked on the search results from these key words. I was ill-prepared for what I saw.
Lists of headlines screamed of guaranteed ways to break into pharmaceutical sales. Descriptions touted on how each “unique” program would help the novice get that coveted interview to embark upon a career in pharmaceutical sales. Most, if not all of these “programs” were either books or coaching seminars (tapes or paid telephone support) written or created by past-and-present pharmaceutical sales representatives.
Getting Into Pharmaceutical Sales: An Enterprise In Itself
Since I have never participated in any such programs, I cannot vouch for the usefulness or validity of the methods. There were a couple of books that seemed to offer excellent advice – I liked that fact that some table of contents were offered so the visitor would know what to expect. There was one web site in particular that was offensive (more on this later). The cynic in me questioned the validity (and existence) of testimonials on this offensive web site.
I am not trying to discourage a prospecting individual from purchasing any of these programs. I do, however, encourage you to access the wealth of FREE and reliable information available on the web before committing any funds. Many of the “pharmaceutical sales program” web sites offer free information or excerpts. I encourage you to look at the samples to get a feel for the type of information offered. Most are Frequently Asked Questions (FAQ) about a career in pharmaceutical sales, and are useful in helping you assess your strategy when presenting yourself to potential employers.
Sections in this article
Good money comes at a price
Why and how did you get into pharmaceutical sales?
Exotic myths debunked
Toning your arms and more eye openers
Good Money Comes At A Price
Let’s face it, I am not going to pretend that I don’t know why many people want to get into pharmaceutical sales.An entry-level (college graduate) pharmaceutical sales career is lucrative compared to other entry-level positions. You have some freedom and flexibility in planning your day, and in determining how you will use your time. There are benefits that would dazzle prospecting representatives. Yes, the money is good.
But good money is not everything, and comes at a price. What offended me about a web site that was offering a pharmaceutical sales training program was the emphasis on the money and the perks. I found no balanced view of the challenges that come with this career, and some of these challenges may even gnaw at the foundation of your principles.
When a program whittles the career to a tag line that says, “Make Six Figures and Visit Exotic Places on Company Expenses”, the person(s) behind the program should be viewed with caution. A prospect who is attracted to money in spite of everything else may be enticed by such an advertisement for getting into pharmaceutical sales (and therefore buying the program).
Most of us will find that money alone, in the long run, does not give us a sense of career well-being. In fact, many people feel trapped in careers that they dislike, but would not leave because they did not want to lose the money. This is great news for the stress-relieving industry (many of which offer programs on the Internet for purchase). I digress.
I am emphatic about viewing “six figures/exotic” claims with caution because this is not the total picture – the realistic and balanced view – on pharmaceutical sales. This is like a pharmaceutical sales rep telling the doctor exaggerated claims about a product without ever presenting the side effects and safety information. If this happens within earshot of the FDA, you bet they’d slap the company with a hefty $$$ citation. And the rep would be put on probation or fired.
Why and How Did You Get Into Pharmaceutical Sales?
I had no knowledge of pharmaceutical sales. I was in the pharmaceutical industry, but in research and development. This arm of the industry is often so far removed from the sales and marketing sector that we might as well have been aliens from another planet. Even as I was in industry, exploring this career was a drastic departure from my “traditional path” in research. I knew nothing about pharmaceutical sales other than the career involved sales of pharmaceutical products.
I decided to get into pharmaceutical sales because I wanted to leave research and go into other sectors in the industry. I had no business experience. I had no formal business training (coursework or degree). I wanted to stay with the same pharmaceutical company but I was moving to an area that had no R&D facilities. I did not know what the starting salaries would be. I simply knew that I wanted to get into the business sector and that I needed “boot camp training” to get the basics of the pharmaceutical business. At the time, I decided that there was no better way to begin than by going into the trenches and starting in the field.
I got my “foot in the door” by networking. I sent my resume to a friend who was in research, but knew someone in the sales division. My resume was passed through a few hands before landing into the hiring manager’s in-box. This brings me to the obvious and most important lesson:
“To get your foot in the door in pharmaceutical sales, or any other career, you must network, network, network.”
You can’t be lazy about this. No program is going to miraculously pass your name to the right manager for the job you want, regardless of what career you are embarking on. Remember, to get your “foot in the door”, you literally have to spend energy (make effort) and swing your foot! I have seen excellent success through referrals from other sales representatives at pharmaceutical companies. Ask the doctor to see if any pharmaceutical reps would agree to having their contact info passed to you. If the doctor’s too busy (as they should be), you can ask the receptionists – they often have contact information since they act as gatekeepers to the doctors. You can even sit in the waiting room of a doctor’s office (try general practitioner or family practice) if you have permission. If you are visiting a primary care doctor (general practitioner), you will easily see ten different representatives before lunch time and have a chance to talk to them as they wait for their time with the physician. Many representatives will be helpful because many companies offer referral incentives for new hires.
More on breaking into pharmaceutical sales:
Corey offers free advice on many questions you will have about a career in pharmaceutical sales, including ways to get your foot in the door. Michele also writes about breaking into the pharmaceutical industry. Ryan has built a whole forum resource for pharmaceutical representative hopefuls.The secret ingredient in these resources? Networking.
If you have sales experience and are finding challenges breaking into pharmaceutical sales, you may want to consider looking to contracting sales organizations to get your foot in the door. Take a look at the list of current pharmaceutical sales opportunities in the US. Even if you don’t have prior sales experience but have related skills, consider starting with a contract sales company and build your credentials from there.
Exotic Myths Debunked
Benefits are excellent with a career in pharmaceutical sales, but have realistic expectations in what may initially appear glorious. My goal is not to burst your bubble, but rather, to help you be realistic about the job.
The Company Car
Some people like having a company car to drive around. The company car may even be an upgrade for your lifestyle if you have a beat-up vehicle. But (and here is a reality check that I didn’t see from the ads) company cars are meant to be driven for company business. If you drive the company car for personal use, you pay for personal mileage. Depending on company policy, the miles you drive from your home to the first office (“work”) is on your own expense as personal miles. The benefits of having a company car is that you often get a brand new (reliable and comfortable) car. If you live in a state where gas is ridiculously expensive, paying personal miles may save you a pretty penny.
Paper, Paper, and more Paper
You need to learn to like – at least tolerate – keeping records. You will have to be a meticulous record keeper in this profession, from saving receipts to reporting daily activities to logging the number of personal- and business miles you drive on the company car every day. The positive side to the inevitable amount of record-keeping and paperwork is that you will be able to balance your checkbook in no time flat.
Food, Food, and more Food
You will be either eating food (in a sales meeting or promotional meeting), hauling food, or ordering food. You will feel as if a large part of your work revolved around the delivery of food from office to office – and in most cases – this will be the truth. Bringing in lunch was often the only viable way to get quality time with a physician. You may gain a lot of weight as a sales rep. In fact, you most likely will!
Staying In Posh Hotels for Company Meetings
This may be a subjective measure of a “perk”. Company meetings are traditionally not set up for representatives to luxuriate in posh hotels. Rather, meetings are packed full of lectures and workshops and training sessions. Personally, I couldn’t wait to return to my less-than-dazzling abode after days of company meetings. Company meetings, in general, are physically fatiguing and mentally exhausting. These are also tremendous opportunities for learning new skills and connecting with your peers.
Recognition, Prestige, and Respect
Pharmaceutical sales representatives serve an important function in healthcare: keeping doctors updated with relevant and accurate information about the company’s products so that doctors can make sound decisions in choosing appropriate treatments for their patients. The correct execution of and recognition of this function THEN earn respect for the representative from the physicians. Like any sales business, you need to establish your credibility and value to the customer in order to gain their recognition and respect. The perception of prestige may come from those who are not familiar with the industry and therefore only sees the apparently glamorous side.
If you believe that being a pharmaceutical sales representative immediately grants you a sense of prestige from your customers, you will be disappointed. It is not uncommon for the receptionist or doctor to not remember your name or face because they never bothered to look up from what they were doing to look at you in the eye. You will have to learn how to take rejection and sporadic rudeness with grace and humility. In addition, you may want to get a more realistic picture of the dynamics of physicians and pharmaceutical representatives (not to mention special interest groups apprehensive of the industry in general.) If you ever watch TV or read the news, I won’t have to tell you how the pharmaceutical industry is perceived these days.
With time, you will be able to gain trust and friendship from many of your customers (at the level of the medical staff and physicians), but you must be willing to be patient and remain positive until this happens.
Toning Your Arms
This was my diplomatic way of describing the repetitive motions of opening and closing the trunk of your car to deliver drug samples to the physicians. I have known a few people who developed exacerbated back problems because of these repetitive motions and the daily hauling of heavy materials (samples, promotional items, sales aids). Some job postings included “must be able to lift ten pounds” as a job requirement. The companies weren’t kidding.
More eye openers:
Check out these two articles from StudentBMJ via the British Medical Association. The articles offer some brutally but realistic views of the value and life of a pharmaceutical sales representative.
Do Today’s Doctors Really Need Reps?
The Life of a Medical Representative – A Little Food for Thought
… And the other side of the coin – from someone who has been there and no longer wants to do that:
“I stumbled across your web site by accident. After having been in the pharmaceutical industry for over 12 years, I have been trying to switch into another career path. Your article should include the fact that we are highly overpaid for what we do and employers can not match this inflated income. Typical sales positions do not recognize this career as sales because it is such a soft sell that typically depends on a POD of others to influence sells. Unless a person switches to a hospital or speciality based position in the first 3 to 5 years then they are pigeon holed.
Now I am a 40 year old female, that has made close to 6 figures, that is experiencing burn out beyond belief. This industry has gone from being a respectful one to one that is viewed with disgust from the general public and frustration from the physicians.” From M.N.
Words of Advice to the Uninitiated
Do your research.
Be realistic so you know what to expect – both rewards and challenges.
Beware of snake-oil peddlers of “break in quick” programs (like “get rich quick”).
Check credentials.
Network.
Be Optimistic.
Persist.
Strive for excellence and success (and $) will follow.
Jane’s note: I wrote this article back in 2002 but it looks like the advice remains true even today!