Is There More Than One Way To Break Into Medical Revenue?

I was asked recently about the National Association of Laboratory 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 pharmaceutical revenue 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 major candidates all have 4-year science degrees and some kind of sales/business experience.

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

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