Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Ashley Rohrback, a previous personal trainer, didn’t just land a job in medical device sales, she carved her path through determination, strategy, and a mindset most people overlook. She talks through the exact steps she took to break into the industry, how she prepared for interviews, and what she wishes more candidates knew before applying. Whether you're doubting yourself or just looking for a playbook to follow, Ashley’s story proves it's possible with the right approach.

Key Takeaways (Conversational Style, No Emojis or Bullets)

• Your background doesn’t have to be perfect, just learn how to position your story with clarity and confidence.
• Use LinkedIn intentionally. Don't just connect. Start conversations, follow up, and tailor your approach to each rep or manager.
• Preparation wins. Record your mock answers, watch yourself back, and build confidence by doing reps like it’s a workout.
• Rejection is part of the process. Don’t take it personally. You will get more No’s than Yes’s. Just keep improving and pushing forward.
• Staying consistent and coachable will take you further than experience alone.

00:00 - Start

02:34 - Who Is Ashley Rohrback

05:35 - Learned About Medical Device Sales From This Podcast

08:17 - Didn’t Want To Do Personal Training Forever

11:36 - Apply To Medical Device Sales with No Degree

15:56 - The Hardest Part In The Beginning

18:03 - When Did You Get Comfortable In Your Role?

19:58 - Have You Changed As A Person Since Gaining Success

23:49 - Story Time: A Bad Day On The Job

27:36 - Story Time: A Good Time On The Job

30:39 - Ashley’s Advice To Newcomers To Medical Device Sales

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Kendy Elmore is the founder of The Lobby Medical Sales Network, a nationwide online community that connects reps through networking, mentorship, and career growth opportunities. He talks about building community, staying consistent when no one’s watching, and why the relationships you build today might unlock doors years down the line. If you’re thinking long game in this industry, Kendy’s story will change how you approach the process.

Key Takeaways

• Your dream role probably won’t show up in month one. Stay consistent with your outreach, your networking, and your mindset, even when no one is responding.
• The more reps you put in now, the more leverage you’ll have later. Opportunities open up when preparation and timing collide.
• Don’t just connect, contribute. Add value when you network. Show up with something helpful or interesting, not just a pitch.
• Invest in relationships without expecting something in return. The people who remember you are the ones you didn’t try to sell to right away.
• Build your own brand while you’re job hunting. Whether it’s content, conversations, or just showing up authentically, your name should mean something before you walk into an interview.
• The Lobby Medical Sales Network can be a solution for reps who feel stuck trying to network alone. It gives you direct access to a supportive community, real conversations, and connections that actually lead somewhere.

00:00 - Start

02:09 - Who Is Kendy Elmore

10:13 - Founding The Lobby Medical Sales Network

16:42 - What Is The Lobby Medical Sales Network

20:12 - Benefits Of The Lobby vs LinkedIn

32:36 - Kendy’s Advice To Newcomers In Medical Device Sales

35:04 - Follow Kendy & The Lobby Medical Sales Network

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

She broke into medical device sales, moved across the world, and now she’s navigating the UK healthcare system. Rachel Littleton shares what it’s like selling medical devices in London as an American, the steep learning curves she faced, and what no one tells you about the first year in the industry. This is for the person curious about what it takes to leap into a new career and a new country.

Key Takeaways:

• Network with intention by reaching out to actual reps and hiring managers on LinkedIn, not just clicking apply.
• Expect to feel overwhelmed in your first year. It’s normal, and pushing through it is part of the process.
• Treat every person in the clinic like they matter, because they do. Secretaries and MAs can be your biggest allies.
• Focus on helping patients first; the money will follow when your purpose is in the right place.
• If you ever get a chance to work abroad, go for it. You’ll grow professionally and personally in ways you can’t imagine.

00:00 - Start

02:26 - Who Is Rachel Littleton?

08:16 - Biggest Stressors In First 6 Months As A Rep

10:05 - Moving To The UK

17:26 - UK Healthcare vs US Healthcare

21:30 - How Different Is The Medical Sales Field In The UK vs US

26:35 - Being Passionate In What You Do

28:43 - Rachel’s Advice For Those Interested In Medical Device Sales

30:14 - Rachel’s Advice To New Reps

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Jacob interviews Shannon Holly, who transitioned into medical device sales at 48 years old after a 28-year career as a syndicated morning radio host. They discuss breaking into the industry later in life, the emotional process of career change, reinventing yourself with confidence, overcoming judgment and fear, training and adapting in your first six months, what it’s like working in the OR, the wide range of procedures she now supports, product knowledge vs. physical product handling, differences in medical device divisions, the value of mature professionals, and why fulfillment matters more than comfort.

Key Takeaways:

1. Reinventing yourself is possible at any age. It’s never too late to chase fulfillment over familiarity.
2. A strong mindset will carry you further than a perfect resume. What matters is how committed and coachable you are.
3. You don’t need to be the youngest candidate to succeed. Maturity, discipline, and emotional intelligence are huge assets in the OR and in conversations with physicians.
4. Not all device roles involve trays or physical products. Some are focused entirely on training, presence, and being a trusted clinical expert.
5. When you know your product and show up with confidence, you earn the trust of surgical teams. Even without years of experience.
6. You won’t feel ready at the beginning, but taking the leap and trusting the process is the only way to find out how capable you really are

chapters:

00:00 - Start

02:25 - My Successful Past In Radio Broadcasting

05:58 - Why Change Careers At 48 Years Old & 28 Years In My Profession

12:51 - First Six Months As A Rep

19:25 - Becoming Familiar With The Job

23:54 - A Day In Shannon’s Division

28:32 - A Bad Moment In Shannon’s Job

31:22 - Most Rewarding Day On The Job

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

Jacob is joined again by Seth Colletti, who started in boat sales, broke into medical device sales after college, and became a regional sales manager in under five years. They talk about climbing from associate rep to manager, working for two of the largest med device companies, how to survive the first year of sales, training at big companies versus the grind of a startup, how to handle OR chaos, being seen as a true resource, personal connections to the product, and how to stay relevant in the industry.

Key Takeaways:

• Be prepared to get overwhelmed your first year. it’s normal to feel like you're drinking from a firehose. Don’t panic, just stay consistent and give yourself time to settle in.
• Don’t rely only on company training. Go beyond, call top reps, build your own network inside and outside your team, and stay curious.
• Ask yourself daily if you're providing value. If not, leave the room or find a way to make yourself useful. staff and surgeons remember reps who make their jobs easier.
• Never lie. If you don’t know something, say so, and then find the answer. Trust is everything in this job.
• Top performers don’t just “work hard,” they work smart. Busy doesn’t equal productive. Spend your time doing things that actually drive revenue.
• If you’re not in it for the right reasons, you’ll burn out. Find a division or product you believe in. it makes the long hours worth it.
• Your success is your responsibility. If you want to grow, keep learning. Books, podcasts, conversations with mentors. and treat self-development like part of your job.

00:00 - Start

02:56 - Seth’s Career In Medical Device Sales

04:44 - First Year Experience

09:45 - The Expectations I Wanted To Achieve My First Year

12:19 - When Did Your Nerve Start To Calm Down During Your First Year

15:29 - What Traits Do You Think You Need To Stand From Other Reps

25:36 - Difference Between A Big Company vs A Startup

33:03 - Story About A Bad Day For Seth In The Field

38:11 - Moments That Make You Love Your Job

41:53 - Advice For Upcoming Reps

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com/podcast

From filing for bankruptcy to working with the top medical device companies, Roxy Tirado shares her full journey. Topics include grit and perseverance, what it’s really like being a female in medical device sales, landing multiple job offers in six weeks, surviving and thriving at Medtronic and Intuitive, the pressure of big-name companies, building confidence, preparing like a pro, investing in mentorship, and staying grounded in gratitude and humility.

Key Takeaways:

• Don’t wait for rock bottom. If you're feeling stuck or beat down in your current role, don’t wait for a breaking point—make the move now.

• You don’t need sales experience. Roxy broke into top companies like Medtronic with zero B2B sales experience. Hard work and coachability mattered more.

• Ask for help. Utilize mentors and community. Roxy leaned on others when she doubted herself, and it made all the difference.

• Be human first, sales rep second. Build relationships with honesty and authenticity. People buy from reps they trust, not robots with brochures.

• Play the long game. It's not about a quick sale—it’s about becoming someone your clients can count on for the long haul.

00:00:00 - Start

00:02:04 - Who Is Roxy Tirado

00:08:00 - What Was Your Experience, First 6 Months With Medtronic

00:16:11 - Finding Motivation While Being Told You Will Fail Every Day

00:21:09 - Accepting Failure To Succeed

00:26:44 - Keep Relationships When You Move On

00:39:13 - Changing Companies

00:46:09 - Reflecting On From Being Bankrupt To Successful

00:55:58 - Biggest Takeaways From The Last 3 Years In My Career

01:04:15 - Future Plans

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

Veteran-turned-medical device rep Edward Dix joins the show to share his story of breaking into orthopedics, transitioning to diagnostics, and launching RepPrep.ai. An AI-powered pre-call tool for sales reps.

Topics include military-to-sales transitions, trauma and ortho grind, rep relocation, growing territories, how diagnostics differ from ortho, how RepPrep works, real-life impact on patients, and putting reps first in tech.

Key Takeaways

🔵 Start where you can, not where you want.If you're early in your career, being flexible with location can fast-track your entry into medical device sales.

🔵 Be moldable.Being new is an advantage. You’re trainable and don’t bring bad habits. Use that to your benefit and absorb everything you can early on.

🔵 Sales isn’t just case coverage.Top reps go beyond just “covering” and actually sell. That means approaching docs, understanding their needs, and building relationships.

🔵 Passion outperforms pressure.Reps who find purpose beyond the paycheck—like helping patients—usually outperform those chasing commissions.

🔵 RepPrep.ai gives you the unfair advantage.Reps can now get hyper-personalized doctor insights and talking points in 30 seconds, including competitive analysis, relevant research, and how their product ties to each physician’s practice.

🔵 Own your career like a business.Keep your own CRM. Track revenue. Track contacts. If you're laid off, your data and success history should follow you.

🔵 AI won’t replace you, but reps using AI will outperform those who don’t.Using RepPrep isn’t about laziness; it’s about efficiency. Do better research in less time and show up prepared, every time.

00:00 - Start

01:37 - Who Is Edward Dix?

04:50 - Working In Orthopedics With Zimmer

13:00 - From Ortho To Oncology

21:49 - Inspiration For RepPrep AI

25:47 - What Is RepPrep AI

33:32 - RepPrep Is For The Rep First And Foremost

40:57 - Competition Doesn’t Compare

46:36 - Giving Reps The Upper Hand To Their Own Careers

50:07 - What Rep Is RepPrep Targeted For?

52:58 - Contact Edward or RepPrep.ai

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

From breaking into medical device sales in under three weeks, getting three job offers, jumping from associate to full-line rep in just eight months, learning from trial by fire, dealing with challenging surgeons, building trust through repetition, mastering case prep, learning how to sell without overselling, understanding relationship-building inside the OR, and sharing what it's really like to grow from an EMT and personal trainer to making six figures on the #1 team at a major med device company.

Key Takeaways:

1️⃣ Grind early, learn fastYour first 6–12 months in the industry should be all about absorbing knowledge. Be in every case you can, take trays home, study them, ask questions, and get your reps in. More exposure = more confidence later.

2️⃣ Don’t focus on being the expert—focus on being helpfulEarly on, you won't know everything, and that's okay. Instead of trying to “sell,” build relationships, observe, and support the team. Trust builds influence.

3️⃣ Ask more, talk lessSurgeons don’t want to hear a sales pitch—they want solutions. Lead with questions, not product dumps. The right question opens more doors than the best feature ever will.

4️⃣ Volume creates valueDanee’s fast-track success came from putting in major volume—cases, calls, reps. More time in the OR and with your team puts you ahead faster than any shortcut.

5️⃣ It’s okay to mess up—just don’t stay downYou’ll get yelled at, make mistakes, and forget things. That’s part of the journey. The real flex is how you recover, learn, and keep showing up.

6️⃣ Your past is your superpowerDanee’s used his EMT and personal trainer background to connect with surgeons, patients, and coworkers. Whatever your background is—use it to your advantage.

7️⃣ Want the promotion? Act like it before you get itDanee became a full-line rep in 8 months because he already operated like one. Take initiative, own your territory, and deliver value before it’s officially your role.

00:00 - Start

02:13 - Danee’s Medical Device Sales Story

04:14 - First 6 Months As An Associate

08:19 - When Did You Feel Comfortable In The Industry?

12:04 - What Helped Make Those First 6 Months Easier?

15:40 - What Convinced You To Full Line Rep After 8 Months?

20:02 - This Is Not Common, But Doable

23:30 - What Was The Biggest Transition Going From Associate To Full Line?

28:41 - Danee’s Advice For First Year Reps

31:41 - Worst Case Ever Experienced

35:16 - Best Case Ever Experienced

38:14 - Danee’s Most Rewarding Feature About Medical Device Sales

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

Territory planning, segmenting call points, gap analysis, setting boundaries in sales, working smarter not harder, maintaining work-life balance, time management strategies, challenges with different med device company structures, and how to stay intentional as your career grows.

Key Takeaways:

1️⃣ Know your plan before your feet hit the ground 

— Don’t just show up and hope. Create a clear territory plan, identify accounts, and know who you need to talk to before you leave the house.

2️⃣ Your territory is like running a franchise 

— Treat it like a business. Even if you’re W-2, think and operate like you’re building something of your own.

3️⃣ Not all accounts are created equal 

— Ask yourself: is the juice worth the squeeze? Chase opportunity, but make sure it’s scalable and smart geographically.

4️⃣ Work smarter and harder

 — Everyone says “work smarter, not harder,” but Jason and Jacob challenge you to do both. That’s where the big wins live.

5️⃣ Don’t lose everything for a paycheck 

— Med device sales can be rewarding, but don’t let it steal your relationships, your peace, or your future. Build a business you can step away from when it counts.

00:00 - Start

01:06 - Intro

02:29 - Territory Planning

07:50 - Targeting

11:24 - Segmenting

15:17 - Gap Analysis

15:58 - Geographical Management

17:56 - Time Management / Prioritization

19:26 - Work-Life Imbalance

25:25 - Work Smarter & Harder

31:36 - Don’t Be A Slave To Your Territory

34:48 - Time Audit

37:35 - How To Find Jason Elmore

Want To Learn How To Grow Your Territory?? If so → https://www.newtomedicaldevicesales.com

If you’re new to my channel, my name is Jacob McLaughlin. I’m the founder of New to Medical Device Sales, an exclusive training program designed to help people break into the competitive field of medical device sales. Our average person lands a six-figure role in just 8.5 weeks, earning $105,502 annually. With thousands of success stories from candidates with all kinds of backgrounds, our program equips you with the tools to succeed in this industry.

4 years ago I moved out to Arizona not knowing anyone and had $1200 to my name.

I came to this exact spot to journal and share how excited I was to be starting my journey in life.

Last night I took time to reflect over the past 4 years. It’s truly amazing how you can change your life in such a small amount of time.

My take aways:

1. Go after your dream because even if it doesn’t workout like you thought it would, it will bring your right where you’re suppose to be.

2. Believe in yourself. Nobody is going to believe in you as much as you will, know that good things will happen.

3. Change is inevitable. Change is going to happen so you can either accept it and keep moving forward or not.

Please bet on yourself and go after your dreams because your life can be better than you ever thought it could be if you do 💯