The Business Warrior Within: Breaking into Medical Device Sales

Episode Summary:
So, you want to break into medical device sales? In this episode of The Business Warrior Within, host Andy Olen shares expert insights on how to start a career in medical technology sales, build connections, and stand out in a highly competitive industry. Medical device sales come with a unique challenge—you’ll never use the products you sell. Instead, you must become an expert in persuading highly trained physicians to trust your technology. Andy discusses how to overcome this experience gap, navigate the hiring process, and position yourself for success.

Key Takeaways from This Episode:

🔹 The Unique Challenge of Medical Device Sales

Unlike other industries, medical device reps don’t use their own products—so they must build credibility and trust in other ways.

Sales success comes from leveraging product knowledge, clinical studies, business acumen, and strong relationships with physicians.

🔹 Andy's Journey in Medical Device Sales

Nearly 20 years of experience at top healthcare companies like Abbott, Roper Technologies, and Siemens.

Transitioned from corporate healthcare to running his own sales training and leadership business, still working with major industry players.

🔹 How to Break into the Medical Device Industry
1️⃣ Find Your Passion Within Healthcare

Explore different specialties: cardiology, orthopedics, oncology, lab diagnostics, neurovascular, etc.

Research companies in your chosen field (e.g., Boston Scientific, Medtronic, Johnson & Johnson, Stryker).

2️⃣ Identify the Right Companies

Large companies provide structured training and career paths.

Startups offer faster growth but require more self-sufficiency.

Consider medical product distributors like Medline, Cardinal Health, or McKesson as entry points.

3️⃣ Network with Industry Professionals

Use LinkedIn to find regional sales managers and reps in your area.

Reach out for informational interviews—ask for advice, not a job.

Learn from their career paths and let them guide you to opportunities.

🔹 The Mindset for Success in Medical Sales

Be strategic in selecting a company that aligns with your career goals.

Understand the industry's demands—hard work, resilience, and constant learning.

Focus on communication, connection, and cooperation to earn the trust of medical professionals.

Final Thoughts:
Landing a medical sales role requires preparation, persistence, and networking. Follow Andy’s three-step framework to get started, and stay tuned for future episodes on excelling once you break into the industry.

📩 Connect with Andy Olen:

Website: andyolen.com

LinkedIn: Andy Olen on LinkedIn

Book: The Trilogy of Yes – Master the skills of connection, communication, and cooperation in sales

🔊 Subscribe & Share: If you found this episode helpful, share it with someone looking to enter the healthcare sales world!

🎙️ The Business Warrior Within – Good Selling. Good Leading. Good Living.