Introduction

Every sales professional has experienced deals collapsing at the last minute due to objections from prospects. In the competitive world of pharmaceutical sales, effectively handling customer objections is crucial for success. Sales professionals aren’t inherently skilled negotiators, and overcoming objections can be challenging and uncomfortable without the right tools and techniques. In fact, the most successful salespeople excel at addressing objections. They dig deep into the issues and reframe them to propose solutions that benefit all parties involved.¹ Salespeople often encounter various objections from healthcare professionals (HCPs) during the sales process, ranging from budget constraints to skepticism about the product’s efficacy. Enhance your pharmaceutical sales skills by learning to navigate objections. This article provides essential methods for overcoming challenges and building trust with clients.

Navigating Challenges in Pharmaceutical Sales

Navigating challenges in pharmaceutical sales demands a strategic approach and a deep understanding of the industry. Sales representatives face obstacles such as regulatory restrictions, pricing concerns, and skepticism from healthcare professionals about new products. An objection in nearly any aspect of life is an annoying, unwelcome obstacle. In sales, however, it’s the opposite.^1,3 An objection in this case often means that the client is interested. Not only that, but an objection presents a valuable opportunity to gain insight into your potential buyer’s challenges, address their specific needs, and strengthen relationships.³ Building trust and rapport is crucial, along with being well-versed in clinical data and market trends. Handling objections begins with your prospects; According to Lincoln Murphy, “your ideal customer will be ready, willing, and able”. If your prospects exhibit these traits, addressing their sales objections will help you identify their specific needs and tailor your communication accordingly.³ By actively listening to providers and addressing their objections with tailored solutions, sales professionals can cultivate strong relationships that lead to success in this competitive field. You want to make sure that you tackle common challenges like industry competition, access limitations, and resistance from healthcare providers. By using these tactics and navigating challenges, sales professionals can turn objections into opportunities for growth and collaboration.

Understanding the Buyer’s Perspective

Before addressing objections, it’s essential to comprehend the HCP’s point of view. They may have valid concerns about the product’s cost, potential side effects, or its suitability for their patients. There are four main categories of objections, known as PETE: Price, Effort, Time, and Effectiveness.⁴ Acknowledge the validity of their concerns and assure them that their input is valued. To effectively address objections, seek clarification from the HCP. Ask questions to understand the underlying reasons behind their concern and identify potential areas of agreement. “You’ll frequently find that the real problem isn’t what the buyer tells you initially. Instead, it’s your responsibility to get to the root of the objection”.⁴ By actively listening and asking open-ended questions, sales representatives can gain insights into the HCP’s concerns and tailor their responses accordingly. There are times when your prospect will have multiple objections at once. When a prospect has expressed multiple concerns, it’s time to dig deeper by asking probing questions. “When multiple objections arise, it’s important to find out their most important objection and focus on that”.⁴ To address multiple objections, isolate the most pressing concerns by asking clarifying questions. This approach helps you avoid spending time on objections that won’t contribute to closing the sale.⁴ Ultimately, gaining a clear understanding of the buyer’s perspective is key to fostering trust and facilitating meaningful dialogue.

How to Address Specific Objections

There are usually effective ways to address your prospect’s concerns if you approach the objection thoughtfully. Frequently in pharmaceutical sales, you will receive objections related to pricing, evidence, and skepticism about the product. When addressing objections related to product efficacy or safety, sales representatives should present evidence-based information to support their claims. This can include clinical trial data, scientific studies, or real-world evidence. Secondly, budget constraints are also a common objection in pharma sales. The issue here is usually one of two scenarios: 1) the prospect truly is on a budget restriction and they aren’t close to affording the product, or 2) The prospect may have the budget, but they are not yet convinced that your product will deliver sufficient value to justify the purchase.³ On one hand, if the issue is the former, then it’s advisable to categorize these prospects as cold leads and avoid spending excessive time trying to find creative ways for them to make a purchase. Gently let them down, expressing that you believe they could find value in your solution down the line.³ On the other hand, if the issue is the latter, then you must be assertive and remind the lead of previous discussions where they expressed their needs and budget.³ Shift the conversation to emphasize value rather than cost. Unless their budget has significantly changed, price is only a deal breaker if you fail to demonstrate that the value of your offering outweighs the cost.³ You can emphasize the long-term cost-effectiveness of the product, highlighting potential savings in terms of reduced hospitalizations or improved patient outcomes. Finally, skepticism will always play a role in objections, whether they are direct or indirect. “When a prospect throws up a trust objection, what they’re really saying is, they want more information and reassurance that your product is going to work for them”.³ Make sure you have testimonials prepared, as buyers look for a solid track record. Equally important is your empathy; showing understanding can greatly enhance your credibility.³ Sales representatives should approach skepticism with patience and understanding. They can provide additional information, share success stories from other HCPs, or offer to arrange for a product demonstration or trial. For more detailed insights on handling objections in pharmaceutical sales, you can refer to ACMA’s resources, such as their High Value Selling Course.

Embrace and Conquer Failure

Sales and rejection are intrinsically linked, and actively avoiding failure often causes more harm than good. Anyone working in this field knows the stress and pressure that come with it. You’ll miss targets, encounter objections, and sometimes fail to close crucial deals. However, panicking won’t solve these challenges. You must prepare to manage the panic when faced with a sudden wave of rejections. For a salesperson, failure is often summed up in one syllable: “no,” which can feel overwhelmingly devastating. It is good to have techniques in place to help you handle tough objections or rejections. Once the objection is expressed, take a moment to breathe. Embrace the silence—it’s your ally at this point. Reflect on what you’ve heard and formulate a thoughtful response.¹ If you rush to speak as soon as they finish, you risk appearing less confident and may undermine your credibility.¹ Another technique is to repeat and confirm their objection. When the prospect finishes speaking, take a moment to pause and then paraphrase their concerns in the form of a question.¹ If you’ve read my other article on “Choosing the Right Prospects: A Guide for Sales Reps” you’ll remember I mentioned that less is more in sales, which also greatly applies when face-to-face with HCPs and any objections they may have. Oftentimes in sales, the less you talk, the better. Being clear, concise, and brief conveys confidence, which can help put the potential buyer at ease. A self-assured representative reflects the value of the product. The more you ramble, the less engaged your prospect will be.¹ Instead, allowing them to speak demonstrates that you care about their needs and are genuinely interested in helping resolve their concerns.¹ Regardless of the objection, your best approach is to address it promptly, before the customer has the opportunity to solidify their stance.

Conclusion

Mastering the prevention and handling of sales objections is crucial for sales professionals. By understanding their root causes and using proactive strategies, salespeople can navigate challenges effectively and build stronger customer relationships. In the end, to avoid being caught off-guard, come prepared. Anticipate potential objections and consider how you will address them if they come up.³ Navigating objections in pharma sales requires a combination of empathy, preparation, and effective communication skills. By understanding the buyer’s perspective, acknowledging and validating concerns, and seeking clarification, sales representatives can increase their chances of overcoming objections and achieving successful sales outcomes. One final piece of advice; it is just as important to recognize that not every deal is meant for you to win. “The better you understand your target audience and implement effective prospect profiling, the more discerning you become about which conversations are worthwhile”.^3,4 Always remember to keep the patients’ well-being as your top priority when engaging with any healthcare provider. Part 2 of this article will explore the 7 Cognitive Biases and how it can influence buyer behavior and decision-making in sales.

References:

1. Guerra, K. (2021, December 17). How to Confidently Handle Sales Objections: A Field-Tested Action Plan. SPOTIO. https://spotio.com/blog/how-to-confidently-handle-sales-objections-a-field-tested-action-plan/
2. Jacoby, D. (2024, August 27). Guide to Sales Objection Handling. SBI Growth. https://sbigrowth.com/insights/blog/four-critical-steps-when-handling-sales-objections
3. Morton, R. (2024, September 20). Overcoming Sales Objections: Plan, Persist, and Convert. Pipedrive. https://www.pipedrive.com/en/blog/overcoming-sales-objections

Training, S. S. (2024, August 28). The Ultimate Guide to Overcoming Objections in Sales. SOCO Sales Training. https://www.socoselling.com/how-to-overcome-objections/

Introduction

In today’s competitive business environment, sales professionals face the challenge of optimizing their time and resources to achieve success. In this competitive world of sales, especially in pharmaceuticals, the mantra “quality over quantity” holds true. Identifying and engaging the right prospects can make all the difference between success and stagnation, making it crucial to driving sales growth. According to the latest State of Sales report, 81% of potential customers research your product or service before reaching out. By the time they engage with your content—like articles, white papers, or webinars—they’ve already developed their own opinions about what you offer.² By honing in on the right prospects and understanding their needs, you can enhance their effectiveness and meet their sales goals more efficiently. Engaging these informed prospects is key to turning their interest into action. It is critical to put in the effort to understand each prospect’s unique needs, the technologies they’re using, and their decision-making processes.² Discover effective strategies for selecting the right prospects in sales. This guide empowers sales representatives to enhance engagement and drive growth efficiently. As we delve into choosing the right prospects, you’ll gain the insights and strategies needed to transform your sales efforts into a focused, impactful journey toward success.

Defining Your Ideal Customer Profile (ICP)

Identifying and choosing the appropriate prospects is crucial to your success. Understanding your ideal customer profile is a pivotal step, not just for filling the sales funnel, but for strategically focusing on those who are ready, willing, and able to engage. So what is an ICP? An Ideal Customer Profile (ICP) represents a detailed description of the type of company or individual that would derive the most value from your product or service and, in turn, would be the most valuable to your business. To create an Ideal Customer Profile (ICP), start by analyzing your best customers to identify shared traits, such as demographics or firmographics (e.g., age, location, industry, company size). Understand their key needs and how your product addresses them, and examine their behavior and buying patterns, including decision-making roles. Segment these customers, prioritizing those with the highest value, and refine your ICP over time as your business and customer needs evolve.^2-4 Starting your plan by developing a clear understanding of who your ideal customer is will help you identify both ideal and less suitable customers. This approach enables you to avoid spending time on companies and contacts that won’t genuinely benefit from your offerings.³ Although this might seem to lead to fewer interactions with clients and healthcare providers, you’ll ultimately increase your chances of meeting sales goals by learning how to identify your advocates or champions. In the pharmaceutical industry, these individuals are similar to “micro-influencers”. Often times they are referred to as key opinion leaders (KOLs), they are held in high regard among patients in the community and frequently serve as referral points for other physicians. In sales, focusing on these influential figures can be more effective than trying to reach everyone at once. Creating your ICP can be done through several simple steps: List down your customer base, Analyze your best customers, Compose a list of notable attributes including their niche, demographics, estimated annual revenue, etc., Identify your customer’s challenges, and Mention your unique value proposition.^2,4 This will give you a solid idea of what a good prospect looks like, and you can begin compiling your prospect list. Overall, defining and creating your ICP will speed up your sales cycle, personalize your marketing tactics, increase customer lifetime value (CLV), and help with account based marketing.^2,4 One common mistake many salespeople make is dedicating too much time to pursuing prospects who don’t align with their ideal target profile. By investing the time to define and understand your ideal customer profile, you’ll not only enhance your sales effectiveness but also foster lasting relationships that drive sustained growth. According to Lincoln Murphy’s Ideal Customer Profile Framework, your ideal potential customer falls into one of three categories: (1) Ready, (2) Willing, or (3) Able. Gaining a deeper understanding of the concerns your healthcare provider (HCP) may have, such as the drug’s mechanism, potential adverse events, and insurance coverage issues will enable you to approach the situation more effectively and compliantly.

Conduct Thorough Prospect Research

Finding the right leads starts with solid prospect research. It’s a key step that every sales rep should embrace to make genuine connections. A basic first step to this is by simply asking your marketing team for valuable information on buyers and active customers. While salespeople manage the sale, marketing takes over with customers you’ve closed. Encourage them to gather valuable insights, like buyer personas of active customers or feedback from surveys, and use that information to focus on leads that match the profile. If the majority of your lead generation takes place online, be sure to optimize your lead generation forms and channels to align with the prospects you want to attract. Before reaching out to a prospect, it is paramount to assess whether they would genuinely benefit from your product or service. If not, you risk promoting something they don’t need, which could prevent the sale from happening.⁴ After determining that a prospect could benefit from your offerings, check to see if they align with your ideal customer profile and fall within your sales territory. It is also a good idea to leverage your customer relationship management (CRM) system to handle prospect and account research automatically. This not only saves you time but also provides you with immediate access to the insights necessary for connecting with your prospects more effectively.² Finally, remember to look for those KOLs in your prospects organization. These steps will help you streamline your prospecting process and increase your chances of building meaningful relationships that lead to successful sales.

Engage Prospects with Personalized Communication

It can be tempting to try to reach out to as many prospects as possible. However, if you spread your efforts too thin across too many prospective clients, you won’t be able to give each one the attention they deserve, potentially jeopardizing your chances of making any conversions. Make sure you prioritize the prospects you engage with. Calculate the lifetime value of a potential customer to understand how much business they might bring in both now and in the future.⁴ Concentrate on those who are more likely to convert and can provide greater returns on investment.⁴ This will allow you to focus your efforts on nurturing those leads, building relationships, and providing value to them over time. One key point to note is that in other sales roles, you might rely on lead generation forms, such as sign-up forms, social media, or email marketing to collect prospects, so it’s crucial that your messaging is clear and effective. However, in pharmaceutical sales, the situation is different. Typically, pharmaceutical companies equip sales representatives with “samples” to facilitate engagement. These samples allow healthcare providers to offer the product to their patients without any financial burden, giving both the HCP and the patient the opportunity to determine if the medication is the right fit. When developing your outreach strategy, explore your prospects’ websites and social media to understand their brand voice and values.⁴ Use this insight to tailor your emails or call scripts, focusing on adding value. Remember, the goal isn’t to hard-sell but to help qualified prospects find solutions that simplify their lives.⁴ Finally, identify the most effective channel for each sales prospect and utilize it. It is important to determine the best time to reach out. Make sure to choose a moment that minimizes interruptions for the prospect. When sending cold emails, make sure to personalize each one for your ideal prospect, as customized messages are more likely to generate engagement. In fact, up to 72% of recipients engage only with emails tailored to their specific interests.⁴ By comprehensively focusing your efforts on the right prospects, you’ll not only enhance your chances of conversion but also build meaningful relationships that drive long-term success.

Conclusion – Adjust Your Future Prospecting Strategy

Prospect selection is an ongoing process that requires continuous monitoring and adjustment. Regularly review your ICP, research methods, qualification criteria, and prioritization techniques to ensure they remain aligned with changing market dynamics and customer preferences. By following this structured approach to prospect selection, sales professionals can optimize their efforts, focus on the most promising leads, and ultimately drive higher conversion rates and revenue growth. Most importantly, seek feedback from your prospects. Encourage them to share what worked well and what didn’t.⁴ As a salesperson, it’s crucial to learn from your mistakes while also leveraging your strengths. For further insights and a deeper dive into pharmaceutical sales strategies, explore ACMA’s Pharmaceutical Representative Certification (PRC) playlist, additional guides on influencing healthcare professionals, and our Ask Me Anything series on YouTube, where industry experts share valuable advice on connecting with healthcare providers and optimizing your sales efforts. These resources will provide additional tools to help refine your approach to prospecting and drive sustained success.

If you are interested in more insights on optimizing your sales process and engaging with prospects, check out ACMA’s High Value Selling Course and the Certified Pharmaceutical Sales Representative Program. These resources provide comprehensive strategies to enhance your sales effectiveness and help build lasting relationships that drive growth.

References:

1. Gopalakrishna, S., Crecelius, A. T., & Patil, A. (2022). Hunting for new customers: Assessing the drivers of effective salesperson prospecting and conversion. Journal of Business Research, 149, 916–926. https://doi.org/10.1016/j.jbusres.2022.05.008
2. Boggs, L. (2024, August 22). Sales Prospecting: How to Find the Right-Fit Customers You’re Looking For. Salesforce. https://www.salesforce.com/blog/sales-prospecting/
3. Ultimate Guide to Sales Prospecting – Inside Sales Success. (n.d.). The Sales Blog. https://www.thesalesblog.com/ultimate-guide-prospecting-sales

Goel, A. (2023, December 19). The Ultimate Guide to Prospecting in 2024. GMass Blog. https://www.gmass.co/blog/prospecting/

The Role of Certified Pharmaceutical Representatives in the Shifting Sales Landscape

The US Bureau of Labor Statistics (BLS) projects the number of jobs for pharmaceutical sales representatives will grow by four percent by 2031, adding approximately 170,000 new job openings per year over this decade. Within this dynamic sales landscape, the significance of certified pharmaceutical representatives has grown alongside the industry’s increasingly complex form and regulation. Technological advancements, shifting market dynamics, and updated regulations are leading to significant changes within the pharmaceutical industry. Pharmaceutical representatives (pharma reps) are facing new challenges as a result of these transformations that have drastically altered the pharmaceutical sales landscape. Sales professionals who have successfully earned their Pharmaceutical Representative Certification (PRC) have gained the expertise to succeed and adapt to changes within their specific organization. This article will cover the fundamental competencies surrounding pharma sales, recent fines and settlements due to non-compliance, the role of PRC certification and its ability to increase knowledge, the importance of rules and compliance, and ensuring compliance within the industry.

Essential Competencies in Pharmaceutical Sales

First, let’s review the competencies of a successful sales rep in pharma. Many different abilities and expertises are needed within pharmaceutical sales including:

• Scientific Knowledge: Pharma reps need to be well-versed in scientific and medical elements of the different products they sell/market.
• Regulatory Compliance: Compliance with regulations must be fully understood by representatives. They must be familiar with the different national authorities; the Food and Drug Administration (FDA), the European Medicines Agency (EMA), and other regulations that govern the pharmaceutical marketing and sales.
• Communication Skills: Effective communication is essential when interacting with HCPs in order to build relationships in sales. The ability to communicate effectively in both writing and verbally plays into communication skills . The reps must be able respond to different inquiries, present the advantages and disadvantages of a product, and communicate information clearly.
• Relationship Building: Establishing and maintaining connections with HCPs is an essential aspect of a pharmaceutical representative’s work. This adds value to the rep by combining scientific knowledge and successful sales approaches, while also facilitating the development of trust and awareness of HCPs’ preferences. Quality partnerships result in increased perceived value and trust in the promoted products.
• Sales Execution and Strategy: Successful pharma reps are skilled in creating and executing sales plans. Forecasting sales, data analytics being used, and maintaining the company’s sales territories allow for improving performance and creating opportunities. Adopting a strategic strategy to perform effectively is important.
• Ethical Conduct: In pharma sales, ethical conduct and behavior is crucial. Avoiding potentially misleading practices, providing accurate information and prioritizing patient welfare are important concepts reps must follow. Ethical conduct helps maintain the company’s integrity and foster trust with HCPs and patients.

Why is the Pharma Industry So Highly Regulated?

The pharmaceutical industry is one of the most heavily regulated sectors due to the direct impact of its products on public health and safety. Several factors contribute to the stringent regulatory environment:

• Patient Safety: Ensuring that the pharmaceutical products are safe and effective is a crucial aspect. Regulations are placed for the purpose of protecting patients from any potentially fatal or harmful medications. It is important to regulate clinical trials, post-marketing surveillance, and adverse event reportings.
• Ethical Marketing: Regulations help to ensure that the pharmaceutical companies are able to market their products, and provide accurate and effective information to patients and HCPs. This prevents misleading claims and therefore promotes more informed decision-making. Ethical marketing is essential to maintain the trust and integrity within the industry. Because sales reps typically fall under the commercial pillar of a pharma organization, it is important for them to understand promotional marketing.
• Preventing Misuse: Strict regulations are required to stop the improper use and abuse of drugs, especially those that have strong side effects or the potential to become addictive. In an effort to reduce the hazards connected with their use, regulations seek to regulate the prescription and distribution of these drugs.

Recent Penalties and Settlements for Non-Compliant Pharmaceutical Sales Practices

Compliance is the act of adhering to the laws, regulations, and guidelines established by regulatory bodies. In the context of pharmaceutical sales, compliance means following rules on advertising practices, interactions with medical experts, and requirements for paperwork. Complying with the law and ethical norms is necessary to maintain them.

Non-compliance with regulatory standards can result in significant fines and settlements for pharmaceutical companies. Here are some recent examples of non-compliance in some top 20 organizations:

Non-Compliance CASE 1: This case looks into the importance of maintaining ethical marketing and promotions to avoid the influence of prescribing behaviors.

• Case Summary: In 2020, this company agreed to pay $678 million to settle allegations that it violated the False Claims Act by paying kickbacks to doctors. The Department of Justice (DOJ) accused this company of providing lavish meals, entertainment, and speaker fees to healthcare providers (HCPs) to induce them to prescribe their drugs. (Department of Justice, 2020). According to the DOJ, this company engaged in these practices over several years, which led to the submission of false claims to federal healthcare programs. The settlement resolved allegations of improper payments and emphasized the need for pharmaceutical companies to ensure that their promotional activities are compliant with anti-kickback statutes and other regulations (Reuters, 2020).

This case highlights the importance of maintaining ethical marketing and promotions to avoid influencing prescribing behaviors.

Non-Compliance CASE 2: This case emphasizes the critical need for accurate and responsible marketing, particularly for medications with high abuse potential.

Case Summary: The manufacturer of a top selling opiate analgesic, pleaded guilty to criminal charges and agreed to an $8.3 billion settlement for its role in the opioid crisis. The company was found to have aggressively marketed the product while downplaying its addictive risks, contributing to widespread misuse and overdose deaths (BBC News, 2020). The DOJ’s investigation revealed that the company misled HCPs and patients about the risks associated with the opioid, leading to overprescription and abuse. The settlement included a guilty plea to charges of conspiracy to defraud the United States and violating the Anti-Kickback Statute. (The New York Times, 2020).

This case emphasizes the critical need for accurate and responsible marketing, particularly for medications with high abuse potential.

Non-Compliance CASE 3:

• Case Summary: In 2012, another company paid a record $3 billion to settle charges of illegal promotion of prescription drugs, failure to report safety data, and false price reporting. The settlement covered misconduct related to several drugs, including promoting antidepressants for unapproved uses in children (Department of Justice, 2012). The DOJ found that the organization unlawfully promoted two antidepressants for unapproved uses and failed to report safety data about another one of their products for diabetes. The settlement was the largest healthcare fraud settlement in U.S. history at the time, emphasizing the severe consequences of non-compliance with marketing regulations and the importance of accurate safety data reporting (The Guardian, 2012).

This case further highlights the severe financial and reputational consequences of non-compliance, thus emphasizing the importance of regulatory standards.

These three cases highlight the severe financial and reputational consequences of non-compliance, thus emphasizing the importance of regulatory standards and comprehensive training. They also emphasize the role of pharmaceutical representatives in maintaining compliance and ethical conduct.

How Certification Ensures Compliance

Certification programs like the ACMA’s Pharmaceutical Representative Certification (PRC) play a crucial role in promoting compliance within the industry and emphasizing the core competencies of pharma reps.

Key Skills in the PRC Program

The PRC program is designed to develop the essential competencies needed for pharmaceutical sales reps to succeed in their roles while ensuring compliance. Here are the core competencies covered in the PRC program and their relevance:

1. Knowledge of Regulations: The PRC program provides in-depth education on regulations, including those pertaining to drug promotion, adverse event reporting, and contacts with health care professionals. Pharma sales representatives must have this information in order to properly handle compliance-related issues. Representatives can avoid actions that could result in non-compliance and legal consequences by being aware of the regulatory obligations.
   2. Ethical Standards: A key component of the PRC program is ethical instruction. Representatives acquire knowledge on moral decision-making, handling conflicts of interest, and how important patient welfare is. Reps are supplied with the skills needed to carry out their duties with honesty and openness thanks to this proficiency. Reps that receive ethical training are better able to recognize and resolve moral conundrums and make decisions that are consistent with the highest standards of behavior.
   3. Clinical and Product Knowledge: Being knowledgeable in the products and their therapeutic areas allow for a better fulfillment within their position who provide HCPs with reliable and accurate information. This knowledge can include pharmacology, therapeutic areas, and data from clinical trials with different medications. This knowledge also allows for ease in handling issues and responding to inquiries.
   4. Effective Communication: Proficiency in communication is crucial for establishing strong relationships with healthcare professionals (HCPs) and conveying product information clearly, ultimately enhancing interactions and fostering deeper connections.
   5. Sales Strategies: The PRC program provides a deep dive on different sales techniques. This core competency allows reps to gain skills to develop effective sales strategies and continue to maintain compliance. Gaining this skill will help to prioritize efforts and optimize performance status to be sure that sales goals are being met within regulatory measures.
   6. Technology and Data Utilization: In the advancing age of technology and digital tools, the PRC program gives an overview of how to leverage technology and data to enhance their sales performance within regulatory parameters.

As a result of becoming certified, compliance among sales reps is enhanced through comprehensive training, standardized knowledge, ongoing education, and accountability. Certification programs like PRC provide training on regulatory requirements, best practices, and ethical standards, preparing representatives with the necessary knowledge to understand and adhere to different regulations. This ensures that all representatives have a consistent understanding of the rules and guidelines governing their activities, reducing the risk of non-compliance.Certification programs also include components of continuing education, allowing representatives to stay up-to-date with evolving regulations and industry trends, maintaining compliance over time.

Conclusion
The role of certified pharmaceutical representatives is more important than ever in the changing sales landscape. As the industry faces increased scrutiny and regulatory challenges, PRC certification equips sales professionals with the knowledge and skills needed to navigate these complexities. By emphasizing core competencies such as regulatory knowledge, ethical standards, communication skills, and sales strategies, the PRC program ensures that reps can succeed in their careers while upholding the highest standards of compliance. As the pharmaceutical industry continues to evolve, the role of certified reps will remain crucial in promoting ethical practices, fostering trust, and ultimately improving patient outcomes.
Certified pharmaceutical reps are not only equipped to meet the demands of today but are also prepared to adapt to the challenges and opportunities of the future. With a strong foundation in scientific knowledge, regulatory compliance, and ethical conduct, PRCs play a vital role in ensuring that the pharmaceutical industry remains committed to patient safety, transparency, and excellence. As the industry continues to navigate the complexities of a rapidly changing landscape, the importance of certified pharmaceutical reps in driving positive change and upholding the highest standards of professionalism cannot be overstated.

References
US Bureau of Labor Statistics. (2024) Occupational Outlook Handbook: Wholesale and Manufacturing Sales Representatives. https://www.bls.gov/ooh/sales/wholesale-and-manufacturing-sales-representatives.htm#tab-6
ACMA. (n.d.). Pharmaceutical representative certification (PRC). ACMA Marketplace. https://www.acmamarketplace.org/certification/prc
BBC News. (2020). Purdue Pharma pleads guilty to criminal charges in $8.3bn settlement. https://www.bbc.com/news/world-us-canada-54667329
Department of Justice. (2020). Novartis Pays Over $642 Million to Settle Allegations of Improper Payments to Patients and Physicians. https://www.justice.gov/opa/pr/novartis-pays-over-642-million-settle-allegations-improper-payments-patients-and-physicians
Department of Justice. (2012). GlaxoSmithKline to plead guilty and pay $3 billion to resolve fraud allegations and failure to report safety data. https://www.justice.gov/opa/pr/glaxosmithkline-plead-guilty-and-pay-3-billion-resolve-fraud-allegations-and-failure-report
Reuters. (2020). Novartis to pay $678 million in U.S. to settle kickback claims. https://www.reuters.com/article/us-novartis-settlement/novartis-to-pay-678-million-in-u-s-to-settle-kickback-claims-idUSKBN2432AC
The Guardian. (2012). GlaxoSmithKline to pay $3bn in US drug fraud scandal. https://www.theguardian.com/business/2012/jul/03/glaxosmithkline-pay-3bn-us-drug-fraud
The New York Times. (2020). Purdue Pharma pleads guilty to criminal charges for opioid sales. https://www.nytimes.com/2020/10/21/health/purdue-opioid-settlement.html4o

Embark on a journey to success in pharmaceutical sales with our comprehensive guide tailored for aspiring representatives. Uncover the essentials of this dynamic industry, from vital skills to securing your dream job.

Unveiling the Role of a Pharma Sales Rep

Pharmaceutical sales representatives (PSRs) play a pivotal role in driving sales for their company’s pharmaceutical products. Their mission? To convince medical professionals of the efficacy and relevance of their offerings. PSRs must possess a robust understanding of pharmacology, adeptly navigating inquiries on drug mechanisms, side effects, and interactions.

Steps to Kickstart Your Pharma Sales Career

Begin your journey by acquiring a high school diploma or GED, although a bachelor’s degree in fields like health sciences or marketing is increasingly favored by employers. Gain valuable sales experience, ideally with a track record of promotions, to bolster your candidacy. Consider pursuing certification, such as the Certified National Pharmaceutical Representative (PCR) from the American College of Medical Affairs (ACMA), to enhance your skill set and marketability.

Why Choose Pharma Sales?

Explore the allure of pharmaceutical sales, offering recession-proof stability coupled with lucrative salary prospects, benefits, and flexibility. With the industry experiencing exponential growth, fueled by innovation and demand, the potential for career advancement and global travel beckons. Step into a role that revolves around educating healthcare professionals and positively impacting patient outcomes.

Crafting Your Path in the Pharma Sales Landscape

Discover the diverse avenues within pharmaceutical sales, from cold calling and account management to targeted marketing strategies. Hone your communication skills to effectively engage with clients, utilizing both verbal and nonverbal cues to build lasting relationships. Master the art of persuasive presentations, backed by in-depth product knowledge and market insights.

Navigating the Recruitment Process

Navigate the recruitment maze by leveraging networking opportunities and industry events. Polish your application materials to stand out amidst the competition, utilizing industry-specific keywords and tailoring your resume and cover letter to showcase your suitability for the role. Embrace the interview process as a chance to showcase your passion and expertise, bolstered by thorough research and preparation.

Preparing for Success in Pharma Sales

Equip yourself for success with comprehensive training and ongoing professional development. Stay abreast of industry trends and product innovations, ensuring your ability to address client inquiries with confidence. Rise to the challenge of meeting sales targets while maintaining a healthy work-life balance, embracing creativity and adaptability in overcoming obstacles.

Related Questions

Q: How do candidates endure the lengthy interview process without a job?

A: Despite the duration, the interview process serves as a rewarding journey toward securing a fulfilling career. Candidates gain valuable insights into their strengths and suitability for the role, fostering personal growth and self-awareness along the way.

Q: What goals must a pharmaceutical sales representative strive to achieve?

A: Successful PSRs excel in understanding pharmaceutical products, exceeding sales quotas, and cultivating strong relationships with healthcare professionals. They must remain vigilant in staying informed about industry developments and prioritize ongoing learning and professional growth.

Before 2020, the landscape of drug marketing involved following drug approvals by the Food and Drug Administration (FDA), finding which patient population would benefit from therapy, and visiting specialized doctors in-person to advertise its advantages compared to current guidelines. The 2021 pandemic has inspired pharmaceutical companies to reform their strategies for in-person sales and meetings. 

The pandemic has incentivized pharmaceutical marketers to use digital advertisements to impact which therapies doctors prescribe by influencing the prescriber-patient conversation. The end goal of a successful marketing interaction is a patient receiving his or her medication from their pharmacy and becoming their own self-advocate from inside their home. With much competition between drug companies and decreased time for doctors to meet with pharma sales reps, there has been a call for reinventing commonplace marketing strategies. 

The last eighteen months have proven the success of the digital world, not only for doctors but also for patients. With the successful use of programs to facilitate teleconferences and doctor’s appointments, the industry has been a sustained improvement in communication. Digitalizing pharmaceutical advertisements had been implemented and supported by both the Affordable Care Acts’ call to transform patient health records to a digital source, and the reality of quarantine’s effects on in-person meetings. 

Pharmaceutical advertisement strategies have been reconstructed recently by some companies; For example, Ogilvy Health announced their partnership with Doceree, a firm that offers demand-and-sell advertisement technology that targets physicians. The technology identifies

physicians through doctor-specific codes and in-house facility logins. Data sourced from this method isolates prescribing history, medical associations, expertise, and competitor drug products. The Ogilvy-Doceree partnership has successfully developed a methodology of creating tailored advertisements, display ads, and pop-up text blocks for doctors within their facility EMR systems. 

EMR advertisements are not an invention, however, the adaptation of targeted ads and measuring their success is revolutionary for the healthcare industry. This technology sustains the link between prescriber history and a patient’s profile to produce a tailored ad that not only may optimize the therapeutic benefit for a patient, but also influence conversations between prescribers and patients in future appointments.

The success of Doceree’s programming is measured using a drug’s National Drug Code (NDC) inputs into the EMR system. A page refresh occurs that transmits the data to Doceree which can be monitored as a KPI statistic. If a doctor uses a competing drug companies’ product, the system also receives this data. Further, this system can also measure if a patient fills and purchases a prescription – a large draw to the use of this system. To address compliance, Doceree has assured that the targeting system does not transmit private patient information and is only communicating pertinent information such as which drugs are prescribed and the number of times they are picked up and used by patients. Even without concrete evidence of changes in the healthcare landscape, the innovation of digital communication has become essential and an asset to the reach of medical reps and the success of drug companies for better patient care in the community. Visit ACMA to learn more.

Pharmaceutical sales reps play a vital role in the supply chain of healthcare products, and they act as a strong link between final consumers and suppliers. Although this is a competitive profession, registering for an online pharma sales training course from a reputable institution can bring you one step closer to attaining your professional goals in this field.

Considering the lucrative nature of pharmaceutical sales, embarking on an online pharmaceutical sales training program is worth it. Drug production won’t be going into extinction any time soon. Research is ongoing to produce more drugs to help with diseases and outbreaks. This is where pharmaceutical sales reps come in – to sell the drugs to those who need them.

Thus, you need a pharma sales certification course to build a career in the pharmaceutical sales industry. After thorough analysis, we identified the top reliable online pharma sales training courses. Read on to learn more.

Key Takeaway

Pharma sales certification courses equip aspirants with the necessary skills to succeed as sales reps. These courses help you become certified and keep you on the path to building a successful pharma sales career. These courses are 100% online and self-paced, depending on the students’ availability.

Who are Pharmaceutical Sales Representatives?

Pharmaceuticals sales representatives are workers in the pharma industry saddled with the responsibility of educating healthcare providers. You can find a pharma sales rep in biotech companies working collaboratively with pharmacists and physicians.

Their principal function is to teach healthcare providers about the organization’s products. Medical devices, drugs, and equipment used in health facilities are the focus when dealing with healthcare providers.

As a pharmaceutical sales rep, you need two skill sets to excel in the industry. Interpersonal skills are a necessary asset of what a pharma sales rep needs to succeed. You need to build relationships and connect with people. The connection you build with healthcare providers and customers is what makes you a great sales rep.

The other skill required is an in-depth understanding of basic science and pharmacology. Knowing medications and their reaction in the body is an essential skill that can help you with your career. Your description of the drug mechanism builds your credibility.

Equipping yourself with the necessary knowledge separates you from your competitors. This is what an online pharma sales training course can do for you.

Best Pharma Sales Certification Courses

1.  Accreditation Council for Medical Affairs (ACMA)

One of the most reputable pharma certification courses is ACMA’s course on Pharmaceutical Representative Training. Pharmaceutical companies tend to prefer applicants with certification from this institution. So, if you choose this course, you have an advantage when seeking employment. It shouldn’t come as a surprise to you that some biotech companies require certification from ACMA specifically.

The accreditation of ACMA’s PRC program by the American National Standards Institute (ANSI) makes it a well-recognized certification. One of the requirements to gain admission for this course is a bachelor’s degree.

Features of ACMA’s program

·  Convenient payment plans

·  100% online

·  Self-paced programs

·  Covers basic medical terminology

·  12 educational clock hours

2.  Medical Sales College

This college offers students invaluable knowledge in the areas of pharmacology and drugs. In addition to the pharmaceutical knowledge you will gain, you will learn all there is to know about sales. Graduates of this course also receive a highly sought after certification. Graduates have their skills refined and sharpened into what the industry requires.

Medical Sales College’s admissions process is highly competitive. Without sales experience, it won’t be easy to gain admission into this institution. You can apply for a specific course, especially if you are interested in stem cell procedures or prolotherapy.

Features of Medical Sales College

·  Job opportunities after graduation

·  Grow in your desired niche in the pharma industry

·  12 week-long program

·  Hybrid program (remote and in-person learning)

3.  CNPR Pharmaceutical Sales Training

CNPR’s Pharmaceutical Sales Training program is for you if you are looking for an entry-level pharma sales rep position. Through this program, you will learn everything you need to know about pharmaceutical sales and be able to meet product and regulatory industry requirements.

What makes the CNPR course unique is the access it gives to successful graduates to association career centers. Your chance of getting a job after graduation is high.

Features of CNPR Pharmaceutical Sales Training

·  Extensive tutoring on clinical pharmacology and medical terminology

·  Industry preferred knowledge

·  User-friendly platform

·  100% online training

4.  The University of Texas at San Antonio (USTA)

If you opt for USTA, you are subscribing to pharmaceutical sales training from an esteemed institution. This university provides you with everything you need, from fundamental knowledge to professional skills. The course takes you through the concept of drugs and their associated components. Without any doubt, you can be a certified pharma sales rep in six months.

The criteria to gain admission for this course is a bachelor’s degree from a reputable institution. Also, you stand a chance if you have a minimum of two years of medical sales experience.

Features of the University of Texas at San Antonio

·  Six months of online pharma training

·  100% online course

·  Includes anatomy and physiology training

5. University of Florida Graduate Certificate

This institution offers applicants the opportunity to study a pharma-specific course. What makes this course one of the best is how it helps students expand their pharmacology knowledge. The University is accredited, so rest assured you are getting a recognized certificate. The course covers biotechnology, drug development, and other medical-related topics required.

Admission into this institution requires a bachelor’s degree from a reputable institution. Students must adhere to the deadline for submission of assignments and projects to graduate.

Features of University of Florida Graduate Certificate

·  Distinct Required Credit hour and Elective credit hours

·  Strict on deadlines and assignments

·  Self-paced program

·  100% online.

Conclusion

Opting for an online pharma sales training course can help you build a strong career in the pharmaceutical industry. Most of these courses require that you have a bachelor’s degree or sales experience. The choice is yours to make depending on your career preference. Regardless of your decision, the courses listed are all from highly respected and reputable institutions. You can build a strong foundation in pharmaceutical sales by registering for any of the above programs.

As the healthcare industry evolves with novel and innovative therapies, it brings the need for highly specialized conversations with healthcare providers (HCPs) and key opinion leaders (KOLs). While the sales force is still a crucial part of any pharmaceutical company, the demand for Medical Affairs teams continue to rise. How are sales reps and Medical Science Liaisons (MSLs) the same? And how are they different, you may ask?

Ways Pharma sales reps and MSLs are the same:

1. Truly, the main similarity between both roles is that Pharma reps and MSLs are both field facing teams. They are both an extension of the company – After all, both roles see the same HCPs and KOLs and represent their company. So both MSLs and sales reps should be on their “A” game at all times!

Ways Pharma reps and MSLs are different:

1. Typically, an MSL holds a doctorate degree, whether it be a PhD, MD, or PharmD. Specific therapeutic areas may be open to nurse practitioners, and other specialized degrees (e.g. an optometrist for a dry eye medication)
2. Pharmaceutical reps are limited to having on-label proactive discussions with KOLs and are free to promote the marketed product they support. MSLs are non-promotional, reactively having in-depth scientific discussions about marketed products with KOLs. 
3. While this is completely off the table for Pharmaceutical sales reps, MSLs are able to reactively discuss pipeline products, as well as have off-label discussions under strict compliance guidelines.
4. While sales reps’ involvement with other projects may be limited, they do work with other commercial teams to help facilitate commercial activities. On the other hand, MSLs are heavily involved in working with their Medical Affairs counterparts to facilitate medical activities such as medical advisory boards (in some instances, even MSL led Ad-boards!), have roundtable discussions, liaise about clinical trial communications and updates, collect and disseminate competitive intelligence, and help shape the medical objectives and strategies

How can an MSL and Sales rep work together, compliantly?

It is vital that MSLs and Sales Rep work together, COMPLIANTLY. It is important to understand that while the two should work together, neither should try and steer the other’s meeting. Depending on the company, MSLs and Sales Reps should collaborate on barriers to access to restricted sites, KOLs, and institutions in their territories. In addition, they may also help facilitate introductions, if needed, during the first five minutes of the meeting. Typically, the meeting’s owner would be the one to stay. Lastly, they should discuss any upcoming major events to ensure the company has a united front. Always check the guidance and policies set forth by your pharmaceutical companies, as they may slightly differ.

As a Professional Pharmaceutical Recruiter, I read and evaluate resumes (as well as CVs), every day. While I am not a professional resume writer, I have a very strong understanding of what a good resume or CV looks like and what should be included. More importantly, I keep track of what is most effective and elicits the best response from potential employers. I am happy to share some essential resume writing and editing tips that may be helpful to prepare for your next job search.

Brand Yourself

First, your resume should reflect your brand or specific focus. Be clear about your image and what you want to portray. Make sure that all of the information you include on your resume will work towards a unified and consistent image. Showcase your brand through clear and descriptive content and titles that justify your fit for the role or roles you seek.

Templates and Formatting

Style, formatting and appearance are key to the overall impression of your resume. Start by choosing a professional template that will work well for your background and industry. It is a good idea to ask a friend, colleague or coworker if they are willing to share their resume with you to review. Ultimately, make sure you are comfortable with the template you use to work from and be sure it offers the impression you want. Make sure that your fonts are big enough. Do not go smaller than an 11-point font, and opt for 12-point if possible. Times New Roman, Arial and Garamond are all good font choices. Do not overuse capital letters or underlines. Titles should be bolded, and there should be white space to show clarity, enhance the visual/aesthetic appeal and make content flow. 

Professional Summary

Include a “Professional Summary” at the top of your CV that tells the reader who you are and what you are looking to do. This is basically a more formal and professionally documented elevator pitch. Your professional summary will be the first impression for the reader, so make sure it is precisely written.  

Example: A performance-driven sales professional with over fifteen years of combined experience in healthcare, clinical research, and sales, developing in-depth and productive relationships with key professionals in academic, clinical, and payor organizations to optimize business opportunities. Acknowledged for strong presentation, communication, and organizational skills to successfully direct complex projects among many levels of internal and external customers in multiple therapeutic areas, including Cardiovascular, Metabolic and Nephrology. Currently seeking a pharma sales role with a growing company. 

TIP: Be sure that you write the summary in third person, and do not write in first person – it reads as less professional.

The Header and Contact Information

It is important to have your contact information displayed prominently. Use the header option and make your name bold with a larger font than the rest of the text. Add your credentials after your name so that they are highlighted prominently, such as Jane Doe, BA, PRC or John Doe, BS, PRC.  If you are a certified pharmaceutical sales representative, be sure to add it, especially if you were certified from an accredited organization like the Accreditation Council for Medical Affairs (ACMA). They offer the Pharmaceutical Representative Certification (PRC). That will absolutely show you’ve gone above and beyond and are committed to the pharma sales rep career.  
Make sure that your contact details are clearly listed. If you prefer not to list an address, leave it off. But you should at least list a base city so that potential employers know where you are commuting from. Or if you are field-based, such as a pharma sales representative, an employer will want to know what territory you are a potential fit for. 

TIP: Review job descriptions and similar job postings to see which common keywords are being used by prospective employers.

Use “Keywords”

As you edit your resume, think about which keywords a recruiter might use to find someone with your specific background. The digital age of recruiting is upon us, which means that all applicant tracking systems and recruitment websites have “search” functionality and even artificial intelligence capabilities. As a result, corporate recruiters will run search queries based on specific keywords. If your resume does not have the required keywords relating to the job you are applying for, your information might never be found. Keywords can be job titles and descriptive words that relate to your job function.

Resume Length

Many professional resume writers and career coaches will insist that your resume is no longer than 2 pages. In my opinion, years of experience will dictate the appropriate length of a resume. While the one- to two-page resume is most common for entry- to mid-level job seekers, the executive resume will warrant more pages (depending on job function). We recommend including publications, presentations, abstracts, journal articles, editorial tasks and reviews, awards, grant support, etc. All should be added at the end, letting the reader decide how much information needs to be reviewed. As a result, it is very important to make sure your first 2 to 3 pages capture the most relevant highlights of your career and experience.

Highlight Tenure

If you have worked a long time for the same company (8-10 years or more), highlight this tenure clearly to show how long you worked for that employer. It is smart to then list all the different positions and roles separately that you had during this time at that employer. This may result in having several sets of time frames listed for each title. But remember to first list the overall time frame which shows your total years at that company.

Avoid “I” and “Me”

Your resume should not contain the pronouns “I” or “Me.” That is part of our normal sentence structure, but since your resume is a document about your person, using the pronouns ‘I” and “Me” is redundant.

Do Not Include

Do NOT include irrelevant information such as political affiliation, religion, age, hobbies and sexual preference. It is not a good idea to include a color background, colorful fonts or sections, a photo, or special graphics, such as a large monogram, logo or initial. Additionally, it is not necessary to mention comments like “Available to Interview” or “Can Start Immediately.” Although it is very common, the statement “References Available Upon Request” can be left off as well. Employers will ask for references at the proper time regardless of whether they are offered via the resume.

Be Truthful

You should only document what you can genuinely support. Even the slightest information that cannot be supported could potentially ruin your chances for employment. It is acceptable to have several versions of your resume for different employers and/or roles, especially if you are looking for career transition. Just be sure you can support all the claims you make and resist the urge to stretch the truth, since you may be “fact-checked” in an interview setting.

Multiple Versions

It is a smart practice to customize your resume for each employer and/or role you are applying for. When actively applying, it can be a good idea to have multiple versions of your resume prepared so that you can highlight your background and skills for that specific role. However, it is not smart to tailor your resume to “be” someone else. Employers will pick up on what you can truly support and what you are fabricating. Just keep track of which version you use for which opportunity.

Spell Check and Proofread

Be sure your resume is completely free of all errors and typos. Using spell check tools and thoroughly proofreading your document is mandatory. It is a good idea to share your resume with at least 3 trusted colleagues or family members that can proofread on your behalf. This seems like a no-brainer and should go without saying; however, I am often surprised at how many spelling errors and typos we find.

LinkedIn Profile

Once your resume is complete and you are fully comfortable with the final version, be sure to update your LinkedIn Profile so that it is a mirror image of your resume. Keep in mind that most recruiters and employers will cross reference your LinkedIn Profile once they have possession of your resume, so it is critical that both are a match. Your LinkedIn Profile is your digital brand and career image, so it is very important that you are consistent and 100% comfortable with the final version. Take the time to add a professional and recent photo. A casual, recreational or outdated photo is never perceived well; a lack of picture is not appropriate either.  Lastly, consider adding your LinkedIn Profile link to the contact area of your resume.

E-Mail Cover

It is very likely that you will be emailing your resume to many companies or recruiters for consideration. Instead of having a cover letter as an attachment, consider incorporating a strong email intro to act as a brief cover letter and resume highlights. This will mean your e-mail will only have one attachment (your resume) which will ensure the reader will not have to open more than one document. To be safe, you can also include the full resume in the body of your email (under the intro) in case the attachment is blocked by a spam filter.

Bi-Annual Updates

It is a very good practice to revisit your resume and LinkedIn Profile every 6 months, or at least once per year, to make sure you are staying up to date. It becomes very challenging to make the proper and most relevant updates after many years. Revisions and updates should include new responsibilities, achievements, training, promotions, special projects or milestones, including publications, presentations, abstracts, journal articles, editorial tasks and reviews, awards, etc. 

What is a pharmaceutical sales representative?

Pharmaceutical sales representatives (often times referred to as pharma reps) are hired by pharmaceutical/biotech companies to educate healthcare providers (HCPs) such as physicians, pharmacists, nurses, and physician assistants (PAs) on their company’s product. That product may be a pharmaceutical (drug), medical device, or even a diagnostic test in some cases.  

What skills are necessary to become a pharma sales rep?

There are two sets of skills necessary to become an effective pharma rep. First, excellent interpersonal skills. Are you able to effectively build relationships? Are you a great presenter? Are you personable and outgoing? Can you easily connect with others? If so, you might have the makings of a great pharmaceutical sales representative. Next, pharma reps need to have a strong foundation in basic science and pharmacology.  Pharmacology is the science of medications and the role they play in the body.  Being able to describe a drug’s mechanism of action (how it works), its efficacy (how effective it is) and its safety profile, are important to providing HCPs with a fair, balanced message. Many sales representatives interested in entering the pharma sales world do not have a background in science.  A great way to distinguish yourself from other candidates is to complete the Pharmaceutical Representative Certification (PRC) program. The program covers all of the most important topics any pharma sales rep needs to know including pharmacology, medical terminology, pharma industry compliance, selling skills and many other important topics. Becoming a certified pharmaceutical sales representative helps set a candidate apart in the hiring process. 

What’s a day in the life like for a pharma rep?

Pharma sales reps typically work from home and spend the majority of their time on the road visiting doctors in an assigned sales territory.  They are given quotas usually for how many doctors they should aim to see per day.  This number is typically 8-10 per day and varies from one company to the other.  They usually have drug samples which they provide to physicians which they carry in their company car.  Pharma sales reps need to be very knowledgeable about healthcare laws such as Anti-Kickback statutes, HIPAA, various payers, formularies and other laws such as the Sunshine Act. Once hired at a pharma company, you will be trained on both the product and particular disease state you will focus on.  Pharma sales reps may work with other functions such as marketing, regulatory affairs, medical affairs, medical science liaisons, and support their field reimbursement specialist team.  

Pharma Sales Rep Salary & Perks

According to the US Bureau of Labor & Statistics, the average annual salary for pharma sales reps is approximately $90,000.  It is for this reason that pharma sales representative jobs are highly sought after.  Many recent college graduates may be eligible for pharma sales reps positions, especially if they distinguish themselves by becoming a certified pharma sales representative.  Currently, the only accredited pharmaceutical sales rep certification is the Pharmaceutical Representative Certification (PRC) program by the ACMA.  

In addition to a competitive salary, pharma sales reps enjoy other benefits such as stock options, excellent medical and life insurance coverage, tuition reimbursement, a pension (in some cases), company car, fully paid business trips, and lucrative bonuses.  Total compensation for a successful pharmaceutical representative with 5+ years of experience could be around $150,000.  

The Future of Pharma sales representatives

Pharma sales jobs will continue to be a vital part of the pharmaceutical industry.  Pharma sales is projected to grow significantly over the next 10 years.  Pharma sales representatives of large pharmaceutical companies such as Pfizer, Merck, and others enjoy the luxury of stability and security.  This is not always the case with other industries where mergers and acquisitions lead to a higher frequency of layoffs. Pharmaceutical sales representatives are an important part of a company’s educational arm to HCPs and becoming a certified pharmaceutical sales representative can help to establish your value for a long time to come. 

Surprised that people are still interviewing for pharma sales positions in the midst of a global pandemic? There are still lots of pharmaceutical sales positions out there and if you’re reading this article, you probably know how competitive it is to get that next pharma sales dream job.

We thought we would share some concrete career advice to help you land that next pharma sales role. These tactics actually work! Don’t waste time & money on attending sales conferences, going to coaches. Just read this article (it’s free) where we share secrets that most pharma insiders don’t want you to know…but then apply it to the actual interview (otherwise it’s like planning to workout and then not actually exercising). I promise it will increase your chances of landing you the role.

5 Concrete Things you Should Absolutely do before Every Pharma Sales interview.

1. Ask this question when you start (but not in a confrontational way). “I’m excited to be here. I’m curious what was it about my background that made you agree to bring me in for the interview?” Studies have shown that this question statistically significantly increases your chances of actually getting the job. We won’t get into the psychology behind it. 
2. Practice the “Tell me about yourself” response out loud several times. This is probably the most important question for 2 reasons. One, it’s your first impression. Two, we know from data that people tend to make judgements about you in the first 7 seconds. This question is NOT intended for you to share your work history. It’s your chance to sell them on why they should pick YOU.
3. Research the company. Yeah, we know that you’re probably thinking, ‘duh’ of course. But we are not talking about going to the company’s website and looking at the mission & vision statement. We are talking deep research. Here’s what we know works. Again, based on data. Once you’re at the company’s site, click on the ‘investors tab.’ Usually, the company will have press releases and investor webcasts posted on their site; usually for equity research analysts, investors, etc.. Click on the webcasts and listen to them. Listen to what leadership focuses on, how they pronounce the drug’s name (yes I’m serious) and pay attention to what questions are asked of them at the end. Chances are that you can steal those questions and use them yourself in your own interview. Next, look at the company’s pipeline of course, then google publications associated with that drug. Once you’ve done that, look up the authors from those publications. Those will most likely be the key opinion leaders (KOLs) (Nowadays, pharma calls them External Experts (EEs) or Key thought Leaders (KTLs). Find them online, usually on YouTube or they may have authored guidelines for that particular therapeutic area. Read those guidelines, listen to what they have to say. Now you’ll know the issues for that product, the disease state better, and you’ll know who the KOLs are and you can then name drop during the interview. Hiring managers like that.
4. Show Your Success.  Sales still is about numbers – even in the pharmaceutical industry. Did you win an award? Were you part of the “President’s Club?” Were you in the top 5%? If so, be sure to not only put this on your resume but bring it up ‘tactfully’ during your interview. Give concrete evidence showing that you have a track record of sales success. 
5. Money. Don’t bring up money unless you’re asked. Don’t bring up vacations unless you’re asked. Don’t bring up work-life balance. Just keeping it real here. Hiring managers don’t want people that are overly concerned with vacations and work-life balance. They want motivated, hard workers, who are hungry to help the team succeed. It’s that simple.

If you’ve read this and are wondering how to even get the interview, then you’ll want to consider becoming a Certified Pharmaceutical Sales Representative. Ninety percent of physician thought leaders prefer certified pharma reps. To learn more about the Pharmaceutical Representative Certification (PRC), click here.

There you have it. No need to buy books about breaking into the pharma sales role or attend conferences.