Today, I want to share some quick but important advice about how to progress in medical device sales—and, more importantly, who you should listen to along the way.

One of the most crucial things I’ve learned in this industry is that not all advice is good advice. Just because someone has been in medical device sales for years doesn’t mean they know how to help you break in or excel. Recently, I spoke to a guy whose stepdad and brother—both in medical sales—told him to sit and wait for an opportunity. This is probably some of the worst advice I’ve ever heard. In sales, you never wait for anything to fall into your lap; you have to make things happen.

My message? Be careful who you listen to. There are people in this industry who’ve coasted by just enough to not get fired, but they’re not top performers. If you want to succeed, seek advice from people who are where you want to be.

Real-World Examples

I’ve seen this firsthand. When I was at Medtronic, a VP of sales told me I wasn’t experienced enough to leave for a startup and should stay at Medtronic for another five years. I didn’t listen. I left for a startup, found success, and guess what? Five months later, that same VP called offering me a job.

Here’s the reality: if you’re making $68,000 a year and someone tells you to stick around for years to maybe earn $100,000, that’s not the only path. I just helped a 22-year-old land a job making $148,000. You don’t have to wait years to succeed. Learn from people who are achieving the results you want—not those who are content with doing just enough.

Key Takeaways

1. Take Advice from Proven Performers: Don’t listen to advice from people who haven’t achieved what you want.
2. Don’t Wait for Opportunities: In sales, you have to create opportunities for yourself. Be proactive.
3. Know Your Worth: If someone is telling you to “earn your stripes” without giving you a roadmap to fast-track your success, look elsewhere.

Final Thoughts

Time is the only thing you can’t get back in life, so don’t waste it listening to bad advice. Find mentors and leaders who’ve done what you want to do, and learn from them. If you settle for average, you’ll never reach your full potential.

‍Want More Details?

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

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All the best,

Jacob McLaughlin

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