One of the most frequent questions I get is, What does it take to break into medical device sales? The answer isn’t complicated: it requires hard work, preparation, and a commitment to doing what you say you’ll do. That may sound simple, but it’s surprising how many people fall short when it comes to these basics.

1. Consistency and Commitment
2. Following Through on Your Word
3. Investing in Yourself

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Lessons Learned After Helping 2,000 People Break In

After working with so many individuals, I’ve noticed a few common traits among those who succeed:

1. They Stay Open to Coaching

One of the most significant factors that determine success is the ability to accept feedback and act on it. I’ve seen many people struggle because they refuse to adjust their approach. They think they can figure it out on their own, but they end up spinning their wheels for months. Those who thrive are the ones who take advice, apply it, and learn from their mistakes.

2. They Don’t Let Ego Get in the Way

It’s common to encounter people who think they know what’s best and refuse to ask for help. This attitude usually leads to frustration and missed opportunities. The reality is that you need guidance when breaking into this field. Whether it’s preparing for interviews, building a network, or navigating the nuances of the industry, having someone to point you in the right direction can make all the difference.

3. They Put in the Time to Network Effectively

Networking is a crucial part of the process, but it’s more than just sending LinkedIn messages. Successful candidates take the time to research who they’re reaching out to, personalize their messages, and build genuine connections. They know that relationships take time to develop, and they focus on providing value rather than just asking for favors.

Understanding What the Job Really Entails

1. It’s More Than Just Sales

Medical device sales is about solving problems for healthcare professionals. You need to understand your products deeply, know how they fit into the broader healthcare landscape, and be able to articulate their benefits in a way that resonates with surgeons, nurses, and hospital staff.

2. Extreme Ownership Is Key

One of the biggest lessons in this industry is that you need to take extreme ownership of your territory and your results. If something goes wrong, don’t blame others. Figure out how you can prevent it from happening again. This mindset will set you apart and earn the respect of your colleagues and clients.

3. Treat Everyone with Respect—Even When They Don’t Deserve It

Not everyone will be kind or welcoming. You might face rude nurses, indifferent doctors, or competitive reps. But treating people with respect, regardless of how they treat you, will pay off in the long run. Over time, those same people might become your biggest advocates.

Common Mistakes to Avoid

1. Not Preparing for Calls or Interviews: You’d be surprised how often people reach out to industry professionals without preparing. Make sure you know who you’re talking to and have a few thoughtful questions ready.
2. Overlooking Follow-Up: Follow-up is a crucial part of networking. When you reach out to someone, have a reason for doing so and reference something specific from your previous conversation.
3. Focusing on Yourself, Not the Company: Too many people approach medical device sales thinking about what they want instead of what the company needs. Show potential employers how you can solve their problems, and you’ll stand out.

Tips for Success in Your First Year

1. Learn Your Products Inside and Out

Spend your first few months mastering your product portfolio. Understand not just the features and benefits, but also how your products compare to competitors. Know your target market and be prepared to answer tough questions.

2. Focus on Building Relationships, Not Just Closing Deals

Your first year should be about building a solid foundation. Meet the key decision-makers, learn their preferences, and show that you’re there to support them. Sales will come naturally once you’ve established trust.

3. Stay Humble and Keep Learning

Even if you’ve landed the job, the learning doesn’t stop. The best reps are always refining their skills, learning from others, and staying updated on industry trends. Keep a learner’s mindset, and you’ll continue to grow.

Final Thoughts

Breaking into medical device sales isn’t easy, but it’s incredibly rewarding. It takes dedication, hard work, and the right mindset. If you’re willing to put in the effort and stay committed, you’ll find that the opportunities in this industry are limitless.

Want More Details?

For more stories and tips on breaking into medical device sales, check out our talk on Spotify, Apple Podcasts, or watch on YouTube.

Ready to break into Medical Device Sales? 

If you’re serious about breaking into Medical Device Sales, our course/mentorship is designed to help you break into the industry where our average person is breaking into Medical Device Sales in just 8.5 weeks at $105,502.

Click here to learn more and kickstart your journey to success.

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All the best,

Jacob McLaughlin

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