A career in medical sales combines the best of the sales field and healthcare, offering high earnings, strong job security, and the ability to make a meaningful difference in patients’ lives. With the medical industry constantly evolving, breaking into this competitive yet rewarding career path is achievable with the right strategy, training, and mindset.
Whether you’re a recent graduate, a healthcare worker, or an experienced sales rep looking to transition, this guide will help you understand how to get into medical sales, what the role entails, and the essential sales skills needed to stand out during the interview process.
What Is Medical Sales?
Medical sales professionals, often called med reps, are responsible for selling healthcare products such as medical devices, medical supplies, capital equipment, and technical and scientific products to healthcare professionals like doctors, nurses, and administrators. These reps play a vital role in ensuring providers have the right products to improve patient outcomes and streamline care.
They often work in fast-paced environments such as doctors’ offices, hospitals, medical centers, and even operating rooms, especially those in surgical sales representative roles.
Medical Sales Representative Responsibilities
A successful sales representative in medical sales typically performs the following:
- Build relationships with clients and potential clients
- Conduct customer meetings to demonstrate product benefits
- Attend trade shows, conferences, and industry events
- Navigate the competitive landscape with industry insights
- Provide post-sale support and deliver excellent customer care
- Meet or exceed monthly and quarterly sales quotas
- Document interactions and usage data for statistical purposes
- Use sales engagement tools and CRMs to boost sales productivity
Whether you’re selling medical billing software, capital equipment, or diagnostic tools, your ability to connect with decision makers and drive value is key.
The Average Salary of Medical Sales Professionals
The median annual wage and total compensation for medical sales reps are among the highest in the sales field. According to MedReps’ 2023 report:
| Medical Sales Segment | Average Yearly Total Compensation |
| Medical Device Sales | $180,000 |
| Pharmaceutical Sales | $150,000 |
| Surgical Sales Representative | $170,000 |
| Biotech Sales | $190,000 |
| Capital Equipment Sales | $200,000+ |
Most reps earn a base salary plus commissions, bonuses, car allowances, and other perks. Area sales managers and top performers often earn well over six figures and benefit from long-term career growth and job security.
Necessary Skills for a Career in Medical Sales
Hiring managers look for a blend of technical knowledge, interpersonal ability, and sales prowess. These are the following skills essential for success:
- Strong presentation skills and excellent communication
- Experience with sales engagement tools like Salesforce or HubSpot
- Confidence with technical and scientific products
- Ability to manage accounts and drive sales productivity
- Familiarity with healthcare regulations and medical terminology
- Strategic thinking and knowledge of market trends
- Commitment to excellent customer care and building high-value relationships
Educational Background and Sales Training Requirements
Most employers require at least a bachelor’s degree. Common degrees include:
- Bachelor of Arts in Business, Communications, or Marketing
- Bachelor of Science in Biology, Nursing, or Health Sciences
For competitive positions, especially in surgical or capital equipment sales, an advanced degree may be preferred.
In addition to traditional degrees, candidates can benefit from:
- Sales training programs like Medical Sales College
- Formal sales training from organizations such as Dale Carnegie or Sandler Training
- Certifications like Certified National Pharmaceutical Representative (CNPR) from the National Association of Pharmaceutical Sales Representatives
- Membership in the National Association of Medical Sales Representatives
These forms of training provide professional development, essential sales skills, and real-world experience with medical products.
How to Get Into Medical Sales: 10 Actionable Ways
Here’s a list of tried-and-true methods for entering this dynamic field, even if you don’t have prior sales experience or a healthcare background.
1. Earn a Bachelor’s Degree
Most roles require a bachelor’s degree. Whether it’s a Bachelor of Arts in communications or a Bachelor of Science, a formal education lays the foundation for success.
2. Complete Formal Sales Training
Programs like Medical Sales College offer highly targeted sales training tailored to the medical industry. These courses provide technical knowledge, sales simulations, and direct access to recruiters.
3. Get Certified
Certifications like the CNPR show employers you’re prepared and committed. Offered by the National Association of Pharmaceutical Sales Representatives, CNPR is especially useful for pharma roles.
4. Start in Entry-Level Sales
If you lack direct healthcare experience, start in B2B sales or inside sales roles. These offer strong sales field experience and help you build a performance-driven resume.
5. Apply for Associate Rep Roles
Many companies offer associate sales rep programs where you’ll work under a senior rep to learn the ropes and gain field experience.
6. Network With Medical Sales Reps
Reach out to people working at companies like Zimmer Biomet, Intuitive Surgical, or Siemens Healthineers. Use platforms like LinkedIn and attend industry events and webinars for sales tips and job leads.
7. Use Online Job Boards Strategically
Sites like MedReps, Indeed, and LinkedIn post thousands of medical sales roles. Set alerts, tailor your resume, and track your applications.
8. Stay Updated on Industry Insights
Read blogs like MedCity News, subscribe to newsletters, and follow industry influencers to stay informed about new developments, emerging competitor products, and changes in the healthcare landscape.
9. Master the Interview Process
Study common interview questions, research the company’s specific service offerings, and prepare case studies to showcase your understanding of the product benefits and the impact on patient lives.
10. Leverage Digital Tools for Marketing Purposes
Understand basic email marketing, content strategy, and digital outreach, which are useful for similar marketing purposes and engaging healthcare buyers in today’s digital-first environment.
The Bottom Line
A career in medical sales offers excellent opportunities for professionals with the drive to succeed, the resilience to learn, and the heart to impact healthcare. From sales training and certifications to strong sales engagement practices, you have multiple pathways to launch a thriving career, even if you’re new to the medical industry.
Whether you’re aiming to become a surgical sales representative, an area sales manager, or a product specialist, the steps outlined above will help you gain traction and stand out to hiring managers. With the right mix of preparation, persistence, and professional development, you can enjoy strong compensation, career advancement, and the satisfaction of improving healthcare through innovation.
For more sales articles, tips, and tricks, visit The Peak Blog.
