Health care sales careers are a lot like other sales fields, but the differences are plentiful.  While the basic mechanics are similar (route planning, prospecting, closing questions, etc) as with most sales jobs, the health care industry has its own unique challenges that you should be aware of prior to venturing into the interview process.  

Education

The health care industry typically requires a much greater educational background than most industries.  This requirement is due to the nature of the sales environment, the nomenclature involved and understanding of practices, and the customer base.  Be prepared for requirements ranging from a bachelors degree in a science related field and possibly more for some positions.  You should also anticipate plenty of job specific training as a requirement in health care sales careers that are in excess of a typical training regimen. 

Competition

Along with a sales career in health care comes a high degree of competition, both externally and internally.  While top performers are revered and well compensated, the competition to close deals and maintain a job at the bottom half of producers is extreme.  And the competition for your job isn’t limited to other sales professionals.  Personnel from medical professions often venture into sales as well.  

Independence

In many health care sales careers you will find yourself on a virtual island, only seeing your supervisor maybe once a quarter.  Working from home and traveling within a territory often has the initial appearance of a benefit but there are difficulties.  You need to be extremely efficient at reporting, self motivating, navigating the big business jungle and dealing with the biggest of egos.  Properly utilizing colleagues such as product managers and marketing personnel can make life much easier in health care sales careers.  

Change is constant

All sales jobs inevitably involve both a changing landscape as well as product and customer variation.  Health care sales careers are rife with necessary adjustments due, in part, to industry regulations.  Innovation within the industry is also a consistent source of change.  Products, personnel, even the way you go about your business can change overnight and the best performers learn to adapt on the go.  

Health care sales careers can be extremely rewarding but also very challenging.  With the right background and a mentality for challenging and competitive environments you can achieve great success and prosperity.