What are three personality traits that you think a medical device salesperson needs to be successful?

If your strength is that you are very organized, you may say that you are able to perform at a high level while traveling and in high-pressure situations like tough negotiations because you stay very organized. This means you are able to reference necessary materials with ease and in a time crunch!

Your interviewer isn't looking for one-word answers here. This question is two-fold: they want to know more about you and how you see yourself fitting into this role. Demonstrate your understanding of what it takes to succeed in the position with your answer here!

Choose three traits that YOU personify. Provide reasoning to back those up. If you've prepared answers to the basic interview question, "what are your strengths," then this is a great time to bring those answers out! If you have a great understanding of the position, you can use your knowledge to tailor any strength to the role.

If you're struggling to think of three traits, don't let yourself get caught up and go silent! Give the interviewer the one or two responses that have come to mind and provide thorough reasoning for those.

If your strength is that you can make conversation with anyone and about anything, give the interviewer an example! They have likely already gathered that you are outgoing by your manner of expression in the conversation. What they will want to know now is whether you can pull yourself back in professional situations! Let them know that you are comfortable introducing yourself to new people or winning others over easily. Make sure to have examples of doing this at work, potentially including settling a dispute with a customer or gaining a new account.

It's a stereotype that often rings true: salespeople do tend to be extroverted and outgoing. Sales typically does require a lot of talking and convincing! If you are not the person who is dominating every conversation they are in, including your interview, demonstrate to the Interview why that is a strength. HINT: Typically, the person who speaks the most in a conversation walks away feeling the best about the interaction. Tell the interviewer that you know this and combine this knowledge with your great listening skills to ensure your accounts enjoy your meetings and that you are always aware of their needs!

"1. Understanding people - people business; building strong solid relationships is a key pillar in success.2. Results-oriented - achieving and exceeding goals and being strategic in planning and execution are key. 3. Grit/Hunter's Mentality - I have worked weekends, I have worked early mornings, and I have met with doctors at the end of their closing day in order to hit my goals."

"1. Goal-oriented - prioritizing achieving your goals and sales quota for that month by being strategic.2. Communication skills - effectively communicating with all team members including nurses, physicians, co-workers, and surgeons. 3. Organized - showing effort and having a hard-working mindset by being particular and meticulous with your work."

"Organization, resilience, tenacity"

How do you maintain focus on your sales and work throughout the day?

"I find that I'm most focused in the morning so I do the work that requires the most mental work then. I make sure my phone is on do not disturb while I'm on sales calls so that interruptions are limited. I also like to make sure I have a small snack and an afternoon coffee each day to boost my energy levels and remain focused!"

Your response to this question will speak to your ability to work independently. Without direct supervision, the interviewer wants to know that you will be able to stay on task during the workday.

Provide examples of how you structure your day, including breaks to check in with your supervisor or for lunch. If your daily routine usually includes a mid-morning snack or an afternoon coffee that revitalizes you, these simple details provide fun and memorable insight into who you are!

Avoid mentioning breaks to perform personal tasks like taking personal calls or checking social media. The Interviewer wants to know that these things are NOT important parts of your workday!

"I maintain focus by periodically checking in with my supervisors throughout the day and making sure I am utilizing good time management each hour. I usually drink an afternoon coffee while completing paperwork, and use more mental clarity during the morning hours."

Do you prefer to work by yourself or with a group?

"I work really well on my own but I think I work best when I have peers or colleagues that I can contact for questions and support when needed. I love the flexibility and the ability to focus that you get while working independently but I think maintaining those relationships of being someone's 'go-to' and being able to ask for help is what makes a team successful in the long run."

Traditional medical device sales roles require heavy daily travel, usually without a colleague. Some people thrive in these conditions as it allows for more flexibility and variation day to day, while others miss the camaraderie of seeing the same people every day. This is something that is inherently personal and that often cannot be gleaned without lived experience. When an interviewer asks this question, they are simply ensuring that you will be capable of working independently as necessary and will not leave the company due to the basic duties of the role.

This can become a trick question quite quickly so be sure to walk the middle ground with your answer. As mentioned previously, the interviewer is working to ensure that you are a cultural fit with these behavioral questions. With your answer to this question, you need to be able to make it clear that while you do enjoy working with others, you are more than capable of working independently and without supervision!

Avoid veering too far to either side of this question! By implying that you really prefer to work in solitude, it can make it sound like you don't work well with others. No one wants someone they can't work with on their team! By implying that you'd much rather have someone with you, it may seem like you either don't understand the requirements of the job or that you will likely suffer burnout from being in a work environment that does not best suit you.

"I feel that I am able to successfully work independently, however, I do feel that it is important to be a part of a team and be able to rely on coworkers to support me and help with tasks as needed. I would say I am efficient at working independently as well as being a reliable team member."

Do you consider yourself competitive?

Try saying: "I was All-American in 3 sports in high school! Maybe I would've gone even further if I'd picked just one to focus on but I was so focused on being in-season year-round, I wouldn't take any of it back! Even now, I play rec softball with my friends!"If you're competitive but not athletic, tell them about how you've never lost a game of Scrabble! Don't be afraid to give an out-of-the-box answer, as long as it's professional.

Be honest! Remember that sales roles are about results and are typically very goal-oriented. Because of that, interviewers may ask about your hobbies and experiences as far back as high school sports teams. Even if this feels strange, take a break to chuckle and re-focus. Provide your best answer and your reasoning!

Many interviewers will ask a number of behavioral questions like this one in a sales interview to gauge whether you've got the competitive edge. While an Interviewer is looking for someone who will fight to meet the number, they are also screening OUT candidates who will fight with their co-workers! Culture fit is at the root of all behavioral questions. If you are staunchly competitive but never cut-throat, this is a great time to make that known! If you prefer an environment where the "dog eat dog" mentally does prevail,

Again, interviewers are gauging your response here to make sure they're bringing on someone who will fit in on the team. Be confident, not cocky. You are the "I" in your last team, own your accomplishments and speak about them proudly but take care to speak of the work you did to EARN those results. If you are only able to list off wins and not able to provide the actions that got you there, you risk sounding like you didn't contribute to the success.

If you don't consider yourself competitive, tell the interviewer WHY. The word 'competitive' has definitely earned itself a negative connotation in some circles. If you view it in that manner, express that to the interviewer politely and instead describe how you motivate yourself to meet and exceed goals!

When you attend a social event, what type of person are you?

"I'm definitely an extrovert in social settings. I want to make sure everyone is having a good time, even when I am not the host of the event! I will strike up a conversation with anyone. A stranger is a friend I just haven't met yet!"

The interviewer is testing how you would do at a conference or networking dinner with questions about your social expression. In sales, it's not uncommon to take customers to events, symposiums, or even dinners to build relationships. Although these events are often less formal than a typical client meeting, your company still needs to know their employees will be professional and polished when representing them!

The best response to this question is to provide 2-3 personality traits to demonstrate your communication style. If you feel the interviewer wants more detail, list hobbies that reflect your personality or some of your favorite activities to do in a social setting!

Avoid falling too far into a "life of the party" stereotype with this question! While it's great to be outgoing, interviewers may fear that you will be a liability with customers if you appear to be too informal in your interview.

"Conversationalist - I want to make sure everyone is having a good time, even when I am not the host of the event! I will strike up a conversation with anyone."

"I am usually the person that makes an effort to speak with everyone at the social event and is comfortable making conversation with familiar and unfamiliar people."

Do you have any healthcare experience?

"I'm no doctor but I am a Father to three teenagers and have helped guide my mother through cancer treatment. Those experiences are actually why I want to move into medical sales. I am passionate about helping make the latest and best treatments accessible to more people. Knowing my personal talents, I think medical sales is the best way for me to help with that."

Healthcare is a very broad term. If the interviewer is phrasing the question this way, they are likely willing to train you if necessary and are hoping to find out more about your experience.

Be honest with your answer but truly, consider the breadth of what you can consider 'healthcare experience' before answering no. If you have been the primary caretaker of a family member or managed a doctor's office, both of those roles will have given you insight into medical terminology and processes that could be transferable.

Avoid asking for clarification or for them to be more specific. If an interviewer feels you have not given a clear enough response, they will ask you to specify. Until then, use the vague question to your advantage and highlight whatever experience you can, that is most relevant to the question asked!

"Yes, I have worked in the healthcare industry for seven years in the hospital setting as a physical therapist assistant. I have developed skills such as communication with all members of the staff including nurses, physicians, and surgeons. As a therapist, we are responsible for treating patients acutely after procedures and determining if the patient is safe to discharge home or needs further therapy."

Are you comfortable being in the operating room, overseeing surgeries, and providing guidance to physicians for extended periods of time if required?

"Very! In my last role, I worked with surgeons during operations often to advise on best practices for implantations on both our knee and hip products. It's my goal to be with each doctor during their first use of a new product at the very least."

The interviewer is asking this question to gauge your intangible ability to perform the role. Unless you have held a position performing bedside medical care before, it's unlikely that your resume can speak to your ability to watch an operation with all of the blood and gruesome details that come with it.

There are two parts of this question you want to touch on in your answer: your ability to watch the gore of surgery and your ability to manage the length of surgeries. Make sure you are clear in your response. If you have any experience either in surgery or providing medical care, bring that up! Concerning the length of time required, provide examples of any relevant professional experiences that involve flexible hours or overtime to finalize a deal.

Avoid being too descriptive in your answers about the surgeries. You do not need to provide detailed examples of all of the gruesome injuries or surgeries that you've seen. In fact, doing so will likely come off as unprofessional! Instead, simply name the longest or most difficult procedure you have overseen or helped with and let that speak for itself!

"I'm actually unsure about that. It's not something I've ever done before. I wasn't aware that was a part of the job since I had expressed interest in your physical therapy devices. In my experience, those are typically used in rehabilitation post-op. I have watched many physical therapy sessions with some lasting as long as six hours."

"I currently do not have personal experience in the operating room, however, I am willing to learn everything necessary to be confident in understanding OR protocols and procedures as a medical sales rep."

Why are you interested in a career with our organization?

"Of course, I've been following Pfizer's unprecedented progress on the Covid vaccine over the last two years with the rest of the world. I'd be honored to join the larger team that helps change the world for the better. That said, I'm most interested in joining the smaller teams that are working on your diabetes business. Diabetes runs in my family so I have an intimate familiarity and am really passionate about helping patients receive better care."

The interviewer is looking for a bit of an ego boost here. They want you to say something positive and, hopefully authentic, about the company and your interest there. They need to hear that you have a genuine interest in a future with the company and a good understanding of what the company does!

Demonstrate that you have done your research on what the company does - and you SHOULD do your research on what the company does, its history, and its values. If they are the industry leader or renowned for a practice that you are passionate about, this is a great time to go into depth about that!

Avoid telling companies that you are attracted by their big name. They already know that it's great to have Johnson & Johnson or Pfizer on your resume. Tell them what interests you beyond that! If they are opening opportunities in a new venture or the nation's leader for a specific product, focus your answer on those aspects of the company instead.

"I have been following Cutera since"

"MedInc has been voted as one of the best places to work, as it focuses on core values and has a team culture that focuses on a mission statement of "helping surgeons treat their patients better." I will do everything it takes to be a part of this organization and be a resource to the surgeons."

This position requires heavy daily travel. Are you comfortable traveling all day?

"Absolutely! I love the variety that comes from being in a new place every day. My last role was mostly just car travel within about a three-hour radius. Does this role require any overnight or air travel?"

Like the question prior, the interviewer is asking this question to make sure that you understand what the job entails. Also, like the question before they want a short yes or no answer, this time more simply to gauge your level of mental preparation for the toll of the job.

Keep it brief but expand on your yes or no! If you have worked in a role that requires extensive travel before, this is a great time to let the interviewer know! If you have a question about whether the travel is mostly daily car travel or requires air travel and overnight stays, this is a natural time to ask. Make sure you do loopback and give them a straight answer after they have answered your question!

Avoid being ambiguous and avoid seemingly surprised by this question. Daily travel between customers is typical of medical device sales roles - admitting that you're unfamiliar with the requirements of the role could show that you're prepared for the interview and have not read the job description with care.

"Yes! Traveling is something that I am used to. I have learned to be flexible and adaptable with my current job, as sometimes I am traveling to different hospitals in the area depending on the need."

What experience do you have generating new leads?

"In my last role with ABC Company, I would maintain relationships with the vendors that serviced the same physician groups as I did. In speaking with them, I'd often hear about new practices opening or product lines that were being discontinued. I would take all of these conversations as opportunities to both build relationships and generate leads to new business!"

The interviewer is hoping to dig deeper into your experience building new business with this question. By asking specifically about lead generating, the interviewer is trying to get a better grasp on your new business strategy, experience, and how much training you will need if you are hired.

Be honest when discussing your professional experience. Since they did not mention medical device sales, you can draw on past successes from other industries. If you are going to do so, just be sure to tell the interviewer exactly how that experience will translate!

Avoid giving the interviewer a flat "no." If you have no prior experience generating leads tell the interviewer the most relevant experience that you do have and why you think it will translate! Use every question as an opportunity to showcase your skills. Don't take any question that you have to answer with a negative as a way to out yourself!

"In my last company, we launched Nuzyra (a new antibiotic) in the Los Angeles territory. I began by studying the data and analyzing competitors. From there, I would assess potential opportunities by cold-calling, setting up f2f meetings, and visiting in person. I would hunt consistently - if I was driving in an area in my territory on a Saturday and it said "foot & ankle" I would be in that office dropping marketing material and trying to set up a meeting. That's how I was able to exceed my quota in the first quarter."

"With my current and previous jobs, I did not have any experience with generating leads. With a change in career to medical sales, I know that this is a large portion of the job, and I will do my best to maintain and create relationships, make cold calls, and be a reliable resource when educating others about our products."

Where do you think you will need the most support in your first 30 days with our organization?

"If possible, I'd love to have a peer or colleague that I can go to with any questions that pop up after my initial training period ends. I've found that once I'm fully immersed in a role, I think of questions that I didn't know to ask during training."

The interviewer is asking for your take on how much training you will need if you join the team. They want to hear your opinion on where your not-so-strong points are so they can be sure that they have the support in place to make you a successful team member.

Your response to this question will vary greatly depending on how much relevant experience you have in the field. If you feel you are well versed and ready to go on day one, let the interviewer know you will need time to learn the new company's procedures, goals, and the entirety of their portfolio. Medical devices are not something you want to explain incorrectly!If you have a little less experience, you may want to tell the interviewer that you'd really like to have a peer or mentor that you know you can go to with questions and for support, in addition to your supervisor. If there are any certifications you need to perform your job functions, make sure to tell your Interviewer you will need to get those quickly as well!

Even if you are a seasoned sales professional, avoid telling the interviewer that you will not need any training or additional learning. With every new role, there are new systems and processes to learn. It is important that you present yourself as willing to learn new things and adapt to company protocol!

"I think that after training, observing peers or colleagues would be most important to me. I like to see the different selling styles and understand the different conversational environments, especially when it comes to closing a sale that I can build from."

"I am prepared to realize that this will be a learning experience for me, as it is a career change. I am looking forward to all training and education that I can receive when starting the position. I will rely on other coworkers and mentors to help guide me along the way."

What made you decide to apply for this job?

"I saw your posting on LinkedIn and was really excited about the prospect of being able to really build the business in my area. I appreciate that you do provide a small book of business to start and then help support your sales representatives build new business to grow their territories!"

This is a very open-ended question. The interviewer will be interested to see where you take it! They will likely not push you for additional information but they are wondering whether you will volunteer how you found the job ad, what attracted you to the specific role, and if you are interviewing elsewhere!

Tell the interviewer what interested you in this specific job ad. Whether you were initially attracted by the title, the location, or the responsibilities, it is vital that you demonstrate that once you were initially enticed by the job ad, that you researched the company and thoroughly read the job description.

Avoid brief answers to this question. Although it's likely you stumbled onto the posting by searching "Medical Device Sales Representative" in your area, the interviewer wants to know why their particular role stood out to you. Letting them know that you applied for 200 jobs in one day and just took whatever interviews you were able to get, is not going to get you the job in the long run!

"I saw a posting on Linkedin - between my nursing experience in dermatology and strong understanding of the aesthetic industry... alongside my current book of business, I'm confident that I have the skills and experience to hit the ground running."

"I have had a passion for healthcare ever since I stepped into a hospital for my first clinical. I am looking forward to a new challenge and the next step in my career, and I think that being a medical sales representative is the perfect position for me. I feel that I have the necessary skills to succeed in this field and I feel that I will still be a part of helping these patients just in more of a behind-the-scenes way."

Do you have experience in presenting to groups of medical professionals?

"Yes. In my last role, I visited group practices on a monthly and weekly basis depending on their needs to discuss how we were performing and address any opportunities!"

The interviewer is looking for a yes or no answer here. Your resume likely doesn't state this directly and they don't want to make any assumptions about the essential functions of the job you're interviewing for! Since the interviewer does want a simple yes or no, be brief in your answer here! DO NOT GIVE A ONE-WORD RESPONSE but do try to keep your response to 1-2 sentences.

Be honest. Do not pretend to have the experience that you don't have or over-exaggerate the experience that you do. It will be much more uncomfortable if they find out later than if you say no now. Anytime the interviewer asks if you have the experience that truly you don't, simply say, "I have not but that is something I'd really like to learn."Follow this up with a transferable skill! Did you present to senior leadership at your last company? Have you ever conducted a medical study? Both of these experiences will show your ability to speak in front of a crowd about the high-level subject matter.

Avoid answering ambiguously. If the interviewer is asking direct questions about your experience it means that it's essential to the role, to their decision making, and likely not obvious from your resume. If you try to avoid responding to their question in hopes they won't register that you lack the experience, they will see through it and likely just ask again for you to confirm that it is a 'no.'

"No, I've never presented to groups of medical professionals. I did regularly make presentations to senior leaders and decision-makers in the chemical industry in my last role, however. I feel very confident speaking about my portfolio and always ensure I am prepared to answer any question that may arise."

"Yes! I feel very comfortable speaking to physicians and surgeons, as I do this on a daily basis to update them on their patients' progress. At my prior hospital, I would meet with palliative care physicians for weekly meetings to discuss patients' goals and progress while in the hospital."

Do you have any experience with making cold calls?

"I have a lot of experience making cold calls! In my first sales role with ABC Company, I began my training period by making up to 150 cold calls each day working to generate interest that the account managers would later follow up on. It was therefore vital that I was able to not only grab my audience's interest but to use my time with them to gather as much information as possible about what their needs may be."

The interviewer wants to learn more about your background and sales experience with this question. Cold calls are a standard method of generating leads and finding opportunities across industries. While many higher-level roles and larger companies have moved away from this strategy, experience cold calling shows an inability to persevere through objections and repeated no's. It also teaches the caller how to engage someone quickly, with little to no prior knowledge of their interests or needs.

If you do have experience making cold calls, make sure to describe your experience to the interviewer. Tell them how you decided who to call, about how many calls you made per day or hour, and, if you know, what your success rate was. The interviewer does not want a simple "yes," they want to hear how comfortable you are making cold calls and if you were successful at it. If you do not have experience making cold calls, give the Interviewer an example of the most relevant experience you do have! Don't let yourself get stuck providing a simple "no." Every question is an opportunity to showcase the skills you DO have, even the ones that are about skills you don't!

Cold calls have a bit of a bad reputation but be careful not to speak negatively about the subject of any question as it may be a touchpoint for the interviewer or worse, a vital part of the role!

"I haven't made a traditional, no-knowledge cold call before but I was responsible for handling the initial outreach for new leads in my last role. For me, that meant calling a sales target out of the blue and working to convince them to schedule a time to speak with me further about what services we were able to provide them."

"Absolutely. Making cold-calls was where my sales career first started. When I started my business selling to physicians, I was making 100+ cold calls a day - both local and across the country to generate interest. I would try to set up f2f meetings, and if not, then would try to meet with them virtually to close deals."

"No, I do not have specific cold-call experiences. I know that I will be able to catch on quickly to the proper terminology and phrasing that is appropriate to have successful sales calls."

What do you think is the most important benefit that you can provide hospitals or physicians who choose to use your product?

"I provide my customers exceptional service and account visits that they actually enjoy. I make sure to follow up in a timely manner on any questions I cannot immediately answer or other requests so that my customers know that they can count on me at all times."

The interviewer wants to know how you are going to sell yourself as well as the company's products. They want to know that you are able to pitch yourself and your ability to build a relationship to leverage their portfolio for the future.

Tell the interviewer what makes you stand out as a salesperson! Talk about how you build relationships and why your accounts prefer to use your products over your competitors. This is a time to bring personality traits into the conversation. Share some insight into who you are socially but be careful to keep it professional!

Don't bring in anecdotes or prior situational examples to answer this question. Doing so would make it difficult to separate the weight and the benefits that your prior company and products gave behind you. You do not want to accidentally relay the story in a way that makes it seem you needed your prior company's support to make the sale!

"Showing every person that I am involved with that I am reliable and will guarantee quality service and responses in a timely manner. I will prioritize professionalism and good relationships with clients."

Have you ever missed a sales target or quota?

"I hate to admit it but I have in fact missed a target before. Most recently, I made a mistake in planning out my service schedule and was unable to dedicate the time that my accounts needed to fully learn to utilize my products. Because of this, not all of my clients implemented the new devices into their services as soon as I had imagined. This led to fewer re-orders during the month of my sales target and I missed the target by just a hair!"

This question is a riff off of the classic "tell me about a time that you have failed." The interviewer wants to see that you are accepting of your own faults and are able to take responsibility for the times that you have missed your targets.

The most important part of your answer to this question will not be your "yes" or "no," but rather that you are able to articulate WHY you did not achieve your targets and that you can see the role your actions played in missing the mark. You will likely even get bonus points with the Interviewer if you are able to speak on how this miss affected your future actions so you did not miss another target!

Avoid using an example of a time when you missed a sales target or quota due to a factor that was completely outside of your control. For example, if you were to tell the interviewer that the only time you have ever missed a sales quota was when your products were fully out of stock, the interviewer will gain no true insight into how you work or how you have grown through your professional experiences.

"Yes, I have missed a sales quota. I had a situation where a customer wanted to buy bulk products to take advantage of discounts which caused me to fall short in the next quarter."

"In my pharmaceutical career, I have not missed a quota yet. I know that I like to hit the ground running with any position that I start, and with my nursing foundation am able to leverage education and training quickly. I know there are always areas of improvement, hence why I've always wanted to break into medical devices. I am up for the challenge and will work my hardest every day to meet and exceed quotas."

How do you like to be managed by your supervisors?

"I find I work best with supervisors who have either been in my role before or been in their roles for a while. I'm someone who isn't afraid to ask questions. I want to make sure I'm on the right path, especially when I'm new! So for me, it's critical to my success that I have a leader that I can go to with questions and issues."

The interviewer asks this question to identify whether you'd be a cultural fit with your team. Some managers, though successful are rigid in their approach and unwilling to change. It may be that they are looking for a certain type of person who they feel will work well with their management style. It's also possible that the supervisor position for this role is in charge and they want to be sure that you are able to work well without direct oversight and micro-management.

Answer honestly! If you are someone who will not succeed without a lot of support and oversight, it's important that you find out if those resources will be available to you in this role. On the other hand, if you are someone who is well aware they are a tad sensitive to authority figures, let the interviewer know that you feel you work best with a supervisor who provides the resources when asked but allows you to operate with some freedom.

Avoid over-using the cliche phrases like "micro-managed" and "family feel." These phrases are used so often that there is no longer a clear meaning to them! An interview works both ways, you are also looking for clues as to whether YOU would like to work in this new role. Finding out your potential supervisor's management style during the interview process is a great way to figure this out.

"I enjoy interactions with my management. I think that appropriate communication can only benefit me as a team player and my manager is a team leader."

"I like to be managed by supervisors by others that have been in this role before. I see each supervisor as a mentor and guide, and someone that's willing to share their experiences or perspectives. I think it's important for me to have a leader that can address questions or situations clearly."

"Personally, I have had experience with a variety of manager personalities and techniques. As a new employee, it would be important to have a manager that is approachable and can answer questions that I may have to make sure I am on the right path. I have seen that it is helpful if the manager has been in my position before."

How do you stay organized while physically traveling between accounts?

"I'm accustomed to traveling in my car between accounts all day. To stay organized, I keep a file folder in my car for all paperwork and notes I collect throughout the day. At the end of each day, I scan the paperwork to ensure I have a digital copy which I then file by account for easy reference later. I also always schedule for 5-10 minutes before and after each sales presentation to plan the call and take notes."

The interviewer wants to make sure you are prepared to handle the administrative tasks of the role. Most people are aware of the toll that constant travel will take physically and mentally but fewer people plan their days to include the administrative tasks that are necessary between account visits. The interviewer wants to know that you are prepared to handle this challenge.

Provide the interviewers with some examples of how you stay organized. Pay close attention to the fact that the interviewer wants to know about your organization specifically when you're traveling between accounts! Therefore, while you may still want to mention your patented color-coded filing cabinet in your home office, it's important your answer focuses on what strategies you implement while on the move.

Avoid pausing too long to think about this question. Organization is a very broad topic - if you are struggling to think of what to do while traveling specifically, start by restating the question while you gather your thoughts and then think about what needs to be done between accounts. If you have physical organizers for paperwork or ensure you have digital copies of everything to reference, let the interviewer know.

"I utilize my electronic devices I will review the information in the evenings when I get home and categorize anything that needs attention"

"I like to organize myself digitally. I live by my calendar and cloud-based systems to stay organized. Also, I like to schedule 5-10 minutes in between calls for preparation prior to calls, and after calls to take relevant notes."

"I would keep all documents and updated notes from meetings and phone calls in an organized binder or folder. I would update these electronically when returning to my computer after travel."

What accomplishment are you most proud of from your career?

"I'm most proud of my work on the launch of a new blood sugar monitor my current company released two years ago. I have, of course, been a part of many other campaigns since then but that particular launch was on a product line I am passionate about and I was able to see firsthand how it improved patient lives. It was also one of our products with the smoothest launches of all time!"

Sales roles are results-oriented positions. With this question, the interviewer is giving you the opportunity to take the floor and tell them about the greatest success of your career! They want to hear the pride in your voice and hear you get excited about achieving your goals.

Answer this question with your greatest success! Remember, in this interview you are bragging about YOUR successes. This is not the time to give credit to the larger team. Own what YOU did to make the deal happen!If the wide range of this question makes your mind go completely blank, laugh to diffuse your own tension and tell the interviewer that you will use the opportunity to show them your fantastic follow-up and will email them with your most impressive example immediately following the meeting!

Avoid presenting a success with no backstory! Tell the interviewer HOW you achieved your wins. Whether you overcame multiple objections or it was the largest sale of that type to date, make sure you are contextualizing to the interviewer why this particular success stands out to you so much as well!

"I am most proud of creating and implementing a mentor program at my company of over 700 employees. I am a strong believer in continuing education in all fields of work and feel passionate about how important it is to have mentors throughout your career and when you are able, to be a mentor to others."

"Winning the presidents club was a great accomplishment that I'm proud of. I'm also proud of converting a physician from using the competition and acquiring the largest PO ever to the state in the CVI division."

"Throughout the years of being a therapist, I feel that I have improved my ability to communicate more effectively and I have developed ways of almost "selling" therapy services to my patients which have decreased the amount of refusals that I get during my day. I am very comfortable in speaking with the physicians and staff."

Are there any professional skills you are currently working to develop or refine?

"I've been working on learning French! I grew up speaking Spanish with my family so I am bilingual but I have found that in my area many of my customers speak French. I think having some familiarity with the language will really help me build even stronger relationships."

The interviewer wants to know if you are invested in your professional growth. A company would always rather hire someone who wants to grow and is interested in staying up to date on industry news than someone who isn't. The former candidate, one who wants to grow, is someone who will be more open to training and can be brought on without having all of the skills necessary on day one. The latter candidate, one who does not want to grow, may find themself unable to keep up with changes in technology and industry over time.

Provide the interviewer with 1-3 examples of skills that you are either currently working on or would like to develop in the near future. If you are a member of any industry networking organization or enrolled in any training or certification courses, this is a great time to provide that information!

Avoid bringing up any skills that are completely unrelated to the role. If you are learning a new language, that is applicable in almost every role but it may be less relevant to tell an interviewer that you are spending 20 hours a week learning to code when you are applying for a medical device sales role.

"I am a member of my local Toastmaster's club. We work on public speaking each week which helps me learn how to better present to groups and individuals."

"I am currently learning Spanish and actively practicing speaking it every day. Spanish is a common language in Texas and I want to improve my ability to communicate with customers. I have also been reading books on negotiation tactics to improve my ability to not only close deals in a Sales role but also when buying a car!"

"I am currently still working on improving my Korean language. I hired a tutor who is helping me with the basics of building rapport - this is fundamentally important in my territory as I have seen much success in my career tapping into this cultural understanding."

"I am learning about different ways to network and connect with people through LinkedIn. I am researching and listening to podcasts and modules regarding medical sales and ways to transition into a new career."

How do you plan your week, month, and day?

"I like to use the calendar app on my phone and iPad to plan my schedule. I'm able to incorporate my notes, attach paperwork if necessary and set reoccurring reminders for meetings. I can look at the view for the day, the week, or the month and move things from day to day as needed!"

This question is aimed at making sure you are not only willing to work independently but have the strategies to do so. When employees are working independently, the company must be able to trust that those they bring on board are able to work without direct supervision.

For this question, it is okay if you provide broader planning strategies that cover all three time periods, rather than different planning strategies for each. It is important that you ensure whatever strategy you present is viable for travel, however, if the role requires it.

Do not present one strategy that would not work for all three time periods. If you are going to suggest a weekly planner, for example, you will need to then present other suggestions for daily and monthly planning.

"I like to use the calendar app on my phone and iPad to plan my schedule. I'm able to incorporate my notes, attach paperwork if necessary and set reoccurring reminders for meetings. I can look at the view for the day, the week, or the month and move things from day to day as needed!"

How do you balance the customer's needs with your own sales targets?

"I always try my best to plan my sales targets out early and plan to overachieve. This allows me to work with my accounts on their schedules, bringing in new products and increasing volume when is best for them. My goal is always to grow the account's revenue along with ours."

The aim of this question is to identify how you will handle a practical issue that will arise if you take on this role. They want insight into your thought process when you have competing priorities.

Make sure to address both needs in your response and the other factors that you would consider in making your decision. Examples of those factors might include time, deadlines, priority of account, length of the business, and strength of the relationship you have with the account.

Do not say you would always prioritize either one other the other. Whenever an interviewer mentions multiple priorities, you do want to show how you will balance them all not imply that you would forgo one or another.

"I always try my best to plan my sales targets out early and plan to overachieve. This allows me to work with my accounts on their schedules, bringing in new products and increasing volume when is best for them. My goal is always to grow the account's revenue along with ours."

How do you handle objections when making a sales pitch?

"When a customer has an objection, I always make sure to restate the issue to them for clarity. I want to be 100% sure that I am addressing the correct and full objection. I then present two possible broad solutions that allow for flexibility as we work to find the most specific problem. The customer and I will discuss the solutions and the timelines that follow both to identify what will make them the most satisfied and get the deal done."

Again, the interviewer is looking to examine how you will perform on the job. In any sales role, it is very important that you are able to influence your customers and persevere when you are receiving pushback. The interviewer wants to hear that you are prepared to handle these situations.

Provide situational examples of when you have overcome obstacles to win the customer over in the end. If you are new to medical device sales, any customer service job can provide examples of this! Think back to a time when you received a customer complaint or had to settle a dispute and make sure to reference the specific actions you took to ensure a better outcome. Tell the interviewer exactly what you learned from that situation and how you will take it into your new role!

Don't be afraid to admit that you have faced difficulties in the past in your workplace to your interviewer. An unwillingness to accept past failures shows that you are probably not learning from them. Each obstacle that you will face with customers will teach you a new way to address potential issues and offer solutions. Make sure the Interviewer feels comfortable with your ability to adapt to problems as they arise and find creative solutions.

What type of research do you typically do before calling a prospective client?

"Before reaching out to a prospective client I also make sure I am familiar with their products and services. My first step is typically to do a deep dive into the company's website. I will learn their mission statement and go-to-market strategy. Then, I'll review the products and services that they advertise and begin to imagine where I could add value. I like to have at least a few concepts prepared to present, just in case the opportunity presents itself!"

The interviewer is again looking to find out how you will operate if you are chosen for the role. The interviewer wants to know how you prepare for sales calls, specifically when building a new business. Based on your answer to this question, the Interviewer will gain insight into the amount of information you are used to receiving from your support teams versus how much you are accustomed to truly forming your leads solo.

In asking this question, the Interviewer wants a very straight answer. While not necessarily a trick question, as mentioned earlier the Interviewer can sort through your response to find out a lot of information on your prior experiences and structure to see how much training you will need if hired.To answer this question, think critically about what you would do if you were to cold call a client that you have next to no background information on. You would need to find out basic information - identify the best place to look. Think about how long you would need to really understand a new customer's business and if your approach would then change based on the time available. By framing your answer with any one of these thoughts, the interviewer will know that you have considered multiple scenarios and therefore have an adequate understanding of what the situation may require and how it could vary. It's very important to fully address at least one of these scenarios you ideate. When you describe what you'd do for research, talk about the steps you would take and the information you hope to gain from each! Let the Interviewer know the impact that you envision these actions will have to demonstrate the need for each.

Avoid providing vague answers or signaling that you don't usually conduct any research! Even if you don't have prior experience generating your own leads or preparing your own research, provide an answer on what you think would be necessary. Approach it as if you're cooking a new dish: where would you start finding out what ingredients you need and in what order to prepare them. The best answer would not be "the recipe," but instead to check a few different cookbooks or search online for popular websites and links.

"I like to research what the physician is using prior to me going in for a meeting. Typically what I will do is obtain information from his support staff."

"Before contacting a prospective client, I like to have a solid understanding of their business, services, products, and offerings. I take a deep dive through online resources - websites, and applications. I like to understand who is on the team and the targeted patient base. I then would aim for opportunities where our products could best serve their needs and value delivery to their patients."

"In my experience with leading a team that sells in a variety of different verticals, the research completed will depend greatly on the vertical. Sales tools like ZoomInfo, BusinessWatch, and Salesforce are invaluable across the board, yet I might coach my sales rep within higher education to scour prior conversation notes as we learned that key information was obtained by listening to what the client was sharing. For other industries such as staffing, industry blogs were key to staying abreast of real-time industry news. As a result, when working with a team, we applied the "know thy market" approach when gathering information."

If hired, explain to me how you will target physicians and what marketing plans you would implement.

"I will begin my efforts by targeting physicians groups that are a bit further away from the center of the city. In my experience, those groups receive further sales calls and tend to be more willing to listen to new voices. Once I have brought some of those groups on board, I will use their backing as leverage to help get me in the door of larger groups and private practices in the downtown area, where I believe there is the highest revenue opportunity and the most competition."

The interviewer is gauging how prepared you are to jump right into the role with this question. They want to see if you have thought about what this new position will entail from a strategic standpoint, rather than just from the typical day-to-day. If answered well, this will display a high level of preparation and a good understanding of the company and products as well.

For this question, you can draw on past experience or present hypotheticals of how you will target new accounts if you get the job. What you really want to ensure, is that your answers show that you are able to think strategically about how to build your business. If the company you are interviewing with is expanding into a new product line, discuss how you envision building that business specifically. Or, if the areas you are targeting for your own professional growth can be tied to a specific area of business, talk about how your growth is going to allow you to continue to bring on new accounts as you grow!

Avoid mentioning specific physicians or groups that you would like to target. This can seem short-sighted in the interview process, as it leaves the interviewer questioning whether or not you will be able to continue growing your business once you have achieved those specific goals. It also fails to address how you identified those specific goals, which is what the interviewer really wants to know here.

How do you balance the needs of new accounts and existing business?

"When I open a new account I always ensure to allot extra time to spend with them in the first few weeks or months. Once I better understand the needs of the business, I will revise my weekly and monthly calendar to balance the accounts that need more face time and are higher revenue accounts with those that are able to continue on with fewer sales calls."

There is no hidden meaning or subtle trick to this question. The interviewer is truly looking for a direct answer! They want to hear about how you will weigh your priorities if you join their team.

If you need a minute to come up with a good response, repeat the question back so the interviewer knows that you have heard and are pondering. Since this is an operational question based on the daily responsibilities of the role, it's important that you provide an adequate answer. Make sure to acknowledge that different accounts will have differing needs and that you may have to be flexible to account for how needs change over time.

Avoid only addressing current business or new accounts in your answer. Doing so may seem that you do not have all of the experience that the interviewer is looking for.

"With new accounts, I like to allocate more frequent visits in the first few months or weeks. Once I get a better understanding of their business, then I am able to taper visits and re-distribute attention to higher revenue accounts."

How would you handle a physician who complained more than once about a medical product that you sold her/him?

"I would ensure I visit the account in person for a second complaint on the same product. If we had previously discussed the issue, I would walk them through my understanding of it and ask if there was anything I was missing. I would then ask if the issue had escalated since our last conversation. In my experience, this interaction will ensure that the customer feels thoroughly heard, even if I cannot solve the problem immediately. By telling them what I already understand, they will know that I am paying attention and will not have to feel as if they are repeating themselves. Once we do identify a solution that works, I will be sure to follow up with the account on at least a weekly basis to make that the solution continues to be viable."

The interviewer wants to gauge your ability to handle real-world issues that will arise if you get the job. They want to see if you have the correct temperament and experience to know how to handle a customer complaint and to de-escalate the situation.

There are many different ways to approach this situation but there are three things you want to be sure you address in a situation that involves a customer issue. First, make sure you are taking the time to verify you fully understand the problem at hand. It's important to identify whether the issue has gotten worse since the first complaint. Second, make sure that you are prepared to take the customer's issue seriously, no matter how trivial it may seem at first glance. Third, if you did present a solution before, you must work with the customer and your internal support to identify why that solution did not fix the problem.

This is a great time to bring in situational examples of when you've been successful. You definitely do NOT want to bring in any examples where a customer's issue was not quickly resolved and maintained long-term. Also, be sure that if you are using an anecdote that you are presenting it with the weight you handle the customer's issue with. You do not want your tone to imply that you didn't take the situation seriously, simply because time has passed!

"I make sure that I set a f2f meeting for the second complaint to fully understand the issue. It's during this time that it's critical to make sure that the physician is heard, so I reiterate the issue at hand. Once we come to an understanding, I then will provide the best solutions to address the problem. I will make sure that I hyper-frequent this physician in the short term to make sure the issue is resolved and here for support as needed."

Describe how you would handle a frustrated physician in the operating room who is having difficulty using your product.

"I would ensure I remained calm and spoke slowly and clearly. I'd reiterate to the surgeon where I understood they were based on the progress they had stated and I had seen to ensure we were aligned on what had been accomplished. From there, I would work to advise on best practices based on similar techniques for insertion or application depending on the product. I would break it down into as many steps as possible to slow down the process and remove as much margin for error as possible."

The interviewer wants to hear that you have the poise to handle this specific, high-stress situation. During surgeries, all tensions are high. You are on hand to be the subject-matter expert for the new device and must be able to advise the surgeon from a distance while maintaining a calm demeanor yourself and encouraging those around you to remain calm.

While you are the subject matter expert on your product, it is important to remember that the surgeon is the ringleader in the operating room. Make sure that your answer acknowledges this and shows you will provide the respect that is due! If you have never been in the operating room to draw on a past experience, you will likely have similar relevant experiences from overcoming obstacles or solving problems with difficult customers. Use those experiences to show that you understand the skill these situations require!

Avoid responding in a manner that makes this situation sound trivial. Although common, this is a high-stress situation in which someone's health depends on how you handle it. It's very important that the interviewer knows that you understand this responsibility and will shoulder it well.

"1. Remain calm, speak clearly and concisely2. Reiterate the progress being made 3. Break the steps down into smaller steps to make them feasible It's important to simplify the process and speed to reduce frustration."

What would you do if you saw a physician or a colleague acting unethically?

"If I witnessed anyone acting unethically at work, I would be sure to make a report to my supervisor immediately. I would then follow their guidance on who else needs to be informed and be sure to document the incident as thoroughly as possible."

The interviewer asks this question to gauge your preparation for the real-life issues that could arise on the job. They want to hear that your proposed actions will align with the company's morals and value proposition, especially in relation to ethics violations. In medical device sales, you will be working alongside individuals who have taken an oath to act according to set guidelines. To protect public health, it's important that you understand the ethical standards they are held to and when they cross lines that need to be reported.

You need to show your interviewer that you have the high moral standard they expect from one of their employees. The best way to answer this question is to respond quickly and authoritatively. This is a question that has a right answer and the right answer is to report it to your supervisor and the individual involved's supervisor.

Avoid hedging your answer with questions about what the unethical offense maybe! In this hypothetical situation, it does not matter what the unethical offense is - it simply matters that it is labeled as unethical by someone in a position of authority!

"As much as it would sadden me to see this type of behavior I would need to report this to the appropriate individuals."

How would you handle competition between your coworkers to maintain accounts?

"I really enjoy friendly competition among co-workers! Although I do view myself as self-motivated, it's so fun to have that bit of extra push to consistently one-up each other during the target month."

The interviewer wants to make sure that you are a team player. While some competition between teammates can motivate everyone to achieve more, unnecessary fighting amongst teammates all competing towards the same larger goal will ultimately decrease morale and render everyone less successful.

This question is best answered by providing examples of awards and competitions that you have won or thoroughly enjoyed competing in. Make sure to keep your answer light and positive. You want to provide the impression that you enjoy working with others and giving a positive response to this question is a great way to do so!

As mentioned above, avoid putting any sort of negative spin on your response here. If you do not have an anecdote that ends in a friendly competition that you have won, I recommend not providing one at all for this question.

"I enjoy friendly competition. It's always nice to one-up each other during the month and I think it helps push each of us to perform better."

"Personally, I am very competitive with myself. I enjoy doing 5-10k runs - prior to covid, I did a half marathon. Now although that's the case, I find friendly competition motivating."

Medical Device Sales Interview Questions

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1. What are three personality traits that you think a medical device salesperson needs to be successful?
2. How do you maintain focus on your sales and work throughout the day?
3. Do you prefer to work by yourself or with a group?
4. Do you consider yourself competitive?
5. When you attend a social event, what type of person are you?
6. Do you have any healthcare experience?
7. Are you comfortable being in the operating room, overseeing surgeries, and providing guidance to physicians for extended periods of time if required?
8. Why are you interested in a career with our organization?
9. This position requires heavy daily travel. Are you comfortable traveling all day?
10. What experience do you have generating new leads?
11. Where do you think you will need the most support in your first 30 days with our organization?
12. What made you decide to apply for this job?
13. Do you have experience in presenting to groups of medical professionals?
14. Do you have any experience with making cold calls?
15. What do you think is the most important benefit that you can provide hospitals or physicians who choose to use your product?
16. Have you ever missed a sales target or quota?
17. How do you like to be managed by your supervisors?
18. How do you stay organized while physically traveling between accounts?
19. What accomplishment are you most proud of from your career?
20. Are there any professional skills you are currently working to develop or refine?
21. How do you plan your week, month, and day?
22. How do you balance the customer's needs with your own sales targets?
23. How do you handle objections when making a sales pitch?
24. What type of research do you typically do before calling a prospective client?
25. If hired, explain to me how you will target physicians and what marketing plans you would implement.
26. How do you balance the needs of new accounts and existing business?
27. How would you handle a physician who complained more than once about a medical product that you sold her/him?
28. Describe how you would handle a frustrated physician in the operating room who is having difficulty using your product.
29. What would you do if you saw a physician or a colleague acting unethically?
30. How would you handle competition between your coworkers to maintain accounts?

Medical Device Sales Interview Questions

1. What are three personality traits that you think a medical device salesperson needs to be successful?

2. How do you maintain focus on your sales and work throughout the day?

3. Do you prefer to work by yourself or with a group?

4. Do you consider yourself competitive?

5. When you attend a social event, what type of person are you?

6. Do you have any healthcare experience?

7. Are you comfortable being in the operating room, overseeing surgeries, and providing guidance to physicians for extended periods of time if required?

8. Why are you interested in a career with our organization?

9. This position requires heavy daily travel. Are you comfortable traveling all day?

10. What experience do you have generating new leads?

11. Where do you think you will need the most support in your first 30 days with our organization?

12. What made you decide to apply for this job?

13. Do you have experience in presenting to groups of medical professionals?

14. Do you have any experience with making cold calls?

15. What do you think is the most important benefit that you can provide hospitals or physicians who choose to use your product?

16. Have you ever missed a sales target or quota?

17. How do you like to be managed by your supervisors?

18. How do you stay organized while physically traveling between accounts?

19. What accomplishment are you most proud of from your career?

20. Are there any professional skills you are currently working to develop or refine?

21. How do you plan your week, month, and day?

22. How do you balance the customer's needs with your own sales targets?

23. How do you handle objections when making a sales pitch?

24. What type of research do you typically do before calling a prospective client?

25. If hired, explain to me how you will target physicians and what marketing plans you would implement.

26. How do you balance the needs of new accounts and existing business?

27. How would you handle a physician who complained more than once about a medical product that you sold her/him?

28. Describe how you would handle a frustrated physician in the operating room who is having difficulty using your product.

29. What would you do if you saw a physician or a colleague acting unethically?

30. How would you handle competition between your coworkers to maintain accounts?