Security Seals
Connect with Peggy McKee on LinkedIn
Follow Peggy McKee on Twitter
Become a fan of Career Confidential on FaceBook
Subscribe to the Career Confidential YouTube channel


Archive for the ‘Sales Job Interviews’ Category

Sales Job Interviews – 4 Ways To Be Impressive and Get the Offer

Interviewing for a sales job? Watch the video to see 4 ways you can be super-impressive, stand out in your interview, and get the job offer.

This video will show you how some of my candidates have taken this advice and run with it...these are real-world examples of how candidates used these techniques in their job interviews and got fantastic job offers as a result. You've got to see it...these were some truly great ideas, and I know they will help you.

Click the links below for more information on how to use these tips in your own interview:

How to Get a Medical Device Sales Job

medicaldevicesAre you searching for a medical device sales job? Read Brian's story of how he got a medical device sales job in just a little over 2 months (after a downsizing):

Dear Peggy,
Quick Story: I lost my job (down sized) in [date removed]. Even though I got several face-to-face interviews almost immediately, I didn't seem to connect with the hiring manager. I started using Career Confidential in August and getting on the [Free Training] Webinar calls. I asked questions and you answered them on the calls. I followed your advice on many things, especially about LinkedIn and going around recruiters [and hiring managers]. I worked at making connections on LinkedIn and I talked to hiring managers directly. This upset some recruiters at first, but when they saw how driven I was they helped me.
I start a fantastic job this Monday with a salary 20% higher (I negotiated) than they first offered. So this will probably be my final Webinar call. But I leave with a almost 1000 LinkedIn connections, a better resume, a Medical Device position in my specialty that I really like.  I [also] have confidence that if I get downsized or my company goes bankrupt, I know where to get the tools and the attitude to quickly find a great position.
Thank you,
Brian J

Here's how Brian got his medical devices sales position so quickly:

  1.  He saw that what he was doing in his interviews wasn't getting him hired, so he beefed up his job search and interview skills by attending several Career Confidential Training Webinars.
  2. He actively worked at making more connections on LinkedIn to expand his network.
    (Connect with me today--I have lots of recruiters in my network:  Connect with Peggy McKee on LinkedIn)
  3. He upgraded his resume so that it marketed him to medical sales managers.
  4. He aggressively went after medical sales hiring managers to speak with them directly about jobs.

He even negotiated a 20% higher salary from the initial offer (see how easily you can do this, too, in this fantastic webinar with Jack Chapman on Salary Negotiation).

If you are new to medical sales, I would encourage you to see this:  How to Break Into Medical Sales.


How a Med Tech Moved From the Bench to the Medical Sales Team

Medical Sales Rep - CopyIt can be a difficult, intensely competitive process for a medical technologist to move from the bench into medical sales.  I have a great example of how Jenn did this (even beating out two other candidates with sales experience), and wanted to share the story with you so you can gain some insight for yourself:

Dear Peggy,

Thank you! ...I have just accepted a promotion that will move me from the bench (I'm a medical technologist) into sales with my company. This opportunity will do wonders for my career options and my ability to keep providing for my family in this economy. The competition was intense. I made it through:

  • an initial on-line skills test
  • a 3rd party personality test
  • a phone interview
  • a face to face interview with the hiring manager
  • a second interview with the Vice President of Sales and Marketing for my division

I read your article about what it takes for med techs in particular to transition into sales and I vowed I would be one of the few who could do it successfully. I used your insight on that to tailor my interview answers towards highlighting my product knowledge, existing client relationships, and adaptability.

I studied for each step by reading everything you had to say and viewing all your videos. I went into the interviews armed with a brag book, a 30/60/90 day plan, and several letters of recommendation from current clients I already worked with that I presented as evidence of my ability to sell myself. It worked!

I found out later that there was a lot of behind the scenes political pressure to hire a candidate with outside sales experience,instead of promoting from within. There were at least two other candidates with sales experience I was up against. The hiring manager told me later that "You nailed it", "You overcame all our objections", "I was about to move on and wrap up the first interview when you brought out your plan and changed my mind" and that the VP told her after the second interview "She just closed this with no sales experience!"

Thank you, sincerely, for all your effort with your company, your blog, and your videos. Your insight helped me immeasurably. You make a difference in people's lives by doing what you do! ...I will be advocating for you on my personal blog as well as on twitter and in real life, and in the future should I need career coaching you are my go-to resource! Thanks again!

Jenn Mangino, BS, MT(ASCP) and now Key Account Executive!

Moving from the lab into sales can be hard work, but it can be done!

Here are links to two interview tools that Jenn used to get her medical sales job:

And here is a comprehensive, step-by-step resource that will give you a lot of direction and coaching from me:  How to Get Into Medical Sales.


Want to Move from Pharma Sales to Medical Device?

SalesJobDavid moved from pharmaceutical sales to medical device sales despite some strong odds-- (1) this can be a difficult transition to make; (2) he had lost his previous job (so he was unemployed while looking) and (3) he was 51.

I speak to lot of job seekers who face these kinds of obstacles.  If you've been laid off or fired, if you don't have the ideal experience for the job you want, or if you're on the far side of 50 years old, I hope you can take some hope and inspiration from David's story:


Hello.  It's been just over two years since I purchased your consulting materials and I want you to know they were invaluable.  Some quick background first:  I was in pharma sales for 17 years and lost my job, so I decided to regroup and retool for a venture into the device arena.  Your 30-60-90 day plan and accompanying strategies prepared me well.  It helped me make it to the final interview with a leading device company, but I lost out to an internal candidate, and took a job with [name withheld] for two years and won two incentive award trips.  Unfortunately, my contract was not guaranteed for renewal due to pipeline issues.  So I reviewed your material again, and partook of your free webinars and this time landed a Medical Device job with [name withheld].  I just turned 51 years old this month, and succeeded against the odds. Your coaching and support materials were a pivotal part of my success. Thank you.

Best Regards,


Congratulations, David!  If you want to move into medical device sales, here's what David used:

30-60-90-Day Sales Plan

Free Training Webinars

Best of luck in your job search!


How Do Med Techs or Lab Technicians Transition to Medical Sales Jobs?

TransitionIf you are a medical tech or a laboratory tech employee, how can you transition to a sales role in the medical or health care arena? CAN med techs or other laboratory people transition from a technical role into a sales role? The odds are low, but those who can beat the odds will probably be fantastic sales reps.

Techs who transfer to sales usually either love it or hate it.  Why? It's because the laboratory is a black and white world with absolutes. In the sales world, there are many more variables, many more maybes, and much more fluidity involved in dealing with people. The laboratory person who has good people skills coupled with that extensive technical background and who can deal with the uncertainty and constant change in sales jobs will be very successful.

So, if you've got the people skills and the technical background necessary for success in laboratory sales, how do you make the leap?


The Key to Getting That Sales Job? Show Them You’re a ‘Profit Machine’

jackpotWhat do companies need to stay in business (and pay your salary)? Profits. That's their bottom line.

So how do you get employers interested in hiring you?  Show them you're a 'Profit Machine.'

You may think that all sales reps are profit machines, because of the nature of the job--but that just isn't true. Not all sales reps consistently ring that cash register.  That's where you'll find your greatest opportunity in your job search and interviews.


Why Companies Use Personality Tests in the Hiring Process

Movie player iconMany companies use personality tests (such as DISC, Caliper, or Gallup) as an additional evaluation for potential new hires (even though there's some controversy over whether or not personality assessments are fair. It's not something that a candidate can prepare for (like you can prepare for an interview) but it's still a significant factor, which means it can cause a lot of anxiety.

Watch the video below to see why companies like to use personality tests in their hiring processes and what they're trying to learn with them.

Click the video to watch.

Sales Job Interviews: How to Overcome the Objections

Movie player iconIf you are in a sales job interview where the hiring sales manager is hesitating over offering you the job, learn 2 great ways to nudge him or her off the fence.

Watch this video to see how to get them to offer you the sales job you want.

(Click on the video to watch.)

The key to getting the hiring manager to clearly visualize you doing a great job as the new sales rep is to show him or her with a 30-60-90-Day Sales Plan.

Get a proven, fill-in-the-blank 90-day Sales Plan template and coaching.

Sales Job Interview Answers That Make You Stand Out

Stand-OutA common flaw that I see with candidates is that they speak in generalities when they interview for sales jobs:

  • "I'm a great people person."
  • "I'm very persuasive."
  • "I've got a strong work ethic."

Those qualities are all great, but the problem is that even the candidates who aren't really telling the truth say those things.

The way to really separate yourself from the pack is to provide specific examples that back up what you say you can do:


Sales Job Interviews – How To Set Yourself Apart From Your Competition and Get the Job

Stand-OutWhat does it take to set yourself apart and get the sales job? Is it a killer resume, a brag book, a 30/60/90-day sales plan, and how well you prepare for the interview?

Yes, it's all those things, and one more:  It's how you position yourself in relation to your competition.

In this video, I'll tell you how to differentiate yourself in the interview and find out exactly what the hiring manager (interviewer) wants to hear in order to hire you.

Click the video to watch.


How a 306090 Interview Plan Got Me the Sales Job!

Sales-Job-Interview (2)I wanted to share this with you--this job seeker used a 306090 Day Interview Plan and got the sales job on the spot.  They didn't even interview the other candidate.

Peggy, these are the kind of emails you love! Just last weekend, I bought your 30-60-90 Day Sales Plan for an upcoming interview this past week. I appreciate your encouragement, assistance, tips and template. The sales position was down to two final candidates. I was the first to interview.

For the interview, I was to make a presentation, present a 90 day sales plan, and have a sales call scripted out. I was pretty set on the presentation and sales script, but I was a little nervous about the 90 Day sales plan. I found your site online, and was convinced it was going to help me.

Well, Peggy, it more than worked! They were so blown away by the interview, the 90 day sales plan and the vision I demonstrated, they made me an offer right there on the spot. They didn't even interview the second finalist.

The CEO said, "This is the exact vision and energy I want for my company."

I don't think I would have made the impression that I did, if it wasn't for your guidance.

Thank you again for our brief, but very effective encounter!

Wes R.

If you want to make an impression like this and get the job in your next sales job interview, get my 30-60-90-Day Sales Plan now.


What You Must Bring to Your Sales Job Interview (Video)

Sales-Job-Interview (3)To stand out in sales job interviews, you must bring what will show the hiring manager who you are, what you've done, and what you can do for him or her.

That means you should bring your resume, your brag book, and your 30/60/90-day sales plan. In this video, I'll tell you why those things speak to your job skills and qualifications, and I'll give you tips and ideas for interview preparation and attitude so that you can show the hiring manager why he should hire you.

Click the video to watch.


Top 10 Sales Books to Boost Your Performance in a Sales Job Interview

A good sales book will naturally help you with your sales job, but it will also help you with your job interviews (whether you are interviewing for a sales job or not) because interviews are all about selling yourself for the job.

What about sales training applies to your job interview success?

  • Learning how to discover what your customer wants (so you can give it to them)
  • Reading body language
  • Closing the deal

The motivation you get from a good sales book will boost your job search confidence, too.

Here's my list of the top 10 sales books to boost your performance in a sales job interview:


Secrets of Closing the Sale  10.

  Secrets of Closing the Sale by Zig Ziglar

Zig’s advice is classic, and you get some humor with your motivation.

Always a good thing.




Little Red Book of Selling 


  The Little Red Book of Selling 12.5 Principles fo sales greatness: How to make sales FOREVER by Jeffrey Gitomer

Short, sweet, and to the point.




Reading People 


Reading People:  How to Understand People and Predict Their Behavior–Anytime, Anyplace by Jo Ellen Dimitrius and Mark C. Mazzarella

This will help you make sure your own body language builds rapport in the interview, see how hiring managers are reacting to you, and judge whether or not you want to work for them.



4 hour work week


  The 4-Hour Workweek by Timothy Ferris

The essential book for boosting your productivity and being more successful.






Selling to VITO


  Selling to Vito the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale by Anthony Parinello






New Account Management


  The New Successful Large Account Management:  Maintaining and Growing Your Most Important Assets–Your Customers by Robert B. Miller, Stephen E. Heiman, and Tad Tuleja







the tipping point


 The Tipping Point:  How Little Things Make a Big Difference by Malcolm Gladwell






New Strategic Selling 


 The New Strategic Selling:  The Unique Sales System Proven Successful by the World’s Best Companies by Stephen E. Haimen and Diane E. Sanchez





SPIN Selling 


   SPIN Selling by Neil Rackham







I left #1 blank on purpose.  What's your favorite book on selling or sales?

Add it in the comments.


Most Important Sales Job Interview Tip Ever

QuantifyWhat's the most important sales job interview (and resume) tip?

Quantify Your Experience!

A sales rep's job is to make the sale.  So if you're looking for a new sales job, your mission is to demonstrate that you can ring that cash register, and do it well.

Quantify your resume.

In order to get the interview, your resume should be a marketing document for you....your "brochure" that draws them into calling you for an interview.  If you are in sales, the numbers you pull down (in terms of customers, dollar amounts of sales, sales rankings, and more) matter a lot.  A sales resume is all about the numbers.  That's what hiring managers are looking for:

  • What kind of numbers can you pull down?
  • What's your sales ranking?  Did it increase?
  • What does your customer/units sold/profit growth look like?
  • What was your budget?
  • What kind of revenue have you generated?  (Either in actual dollar amounts, or percentage increases.)


How to Get a Sales Job (If You’ve Never Worked In Sales)

sales interviewLanding your first job in sales (with no experience) can be difficult, but not impossible.  Here are 3 great tips for landing a sales job:

1.  Work the "Do-It-Yourself" plan.

  • Arrange a ride-along with a sales rep. See what a typical day is like. Ask questions about the job, find out how to be competitive in the job search and once you get the job. Get a few names to call from places they sell to.
  • Use the field preceptorship (job shadowing) to fill your resume with keywords that will make sure it's noticed by computerized tracking systems. Your resume should have a sales focus and also highlight your technical background in your field.