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