Last week, a new ConMed Linvatec website was released. The theme of the site is "A World of Solutions". This reflects the broad array of products the ConMed family of companies offer, as well as our global reach. Linvatec products are sold extensively in many countries internationally, including the UK, Canada, Brazil, and Korea just to name a few.
The Linvatec portion of the site includes details on our three main product lines, Arthroscopy, Endoscopy and Powered Instruments, plus Fracture Fixation. In some cases we hire reps who are responsible for the entire line, but we have also begun hiring reps with a specialty focus on just one of the main lines.
We are beginning to explore ways we might enhance the Employment portion of the website. Right now, it is little more than a list of benefits and jobs. My hope is that we will be able to include much more in-depth information about what it's like to work for Linvatec, including profiles and videos of some of our employees and sales reps.
If there is information that you would like to see added to our employment page, please let me know by commenting below!
Tuesday, November 20, 2007
Thursday, November 8, 2007
Linked In
If you haven't yet discovered Linked In, you might consider joining up. It is the professional equivalent of Facebook or MySpace: networking for professionals, without the pictures of last weekend's misdeeds.
Since joining Linked In a couple of years ago, I've seen it grow exponentially. Through Linked In, you can create a free profile which indicates your availability for possible career opportunities, expertise requests and references. You can also "get recommendations" from colleagues for your past performance.
If you are already a member, or decide to join Linked In, I would love to connect. Please "add me to your network." You'll have to indicate the nature of our connection. I suggest choosing "other" . You then be prompted to enter my e-mail address, which is... LMcCallister@Linvatec.com
You can find my profile at
http://www.linkedin.com/in/lisamcglinvatecsalesrecruiter
Since joining Linked In a couple of years ago, I've seen it grow exponentially. Through Linked In, you can create a free profile which indicates your availability for possible career opportunities, expertise requests and references. You can also "get recommendations" from colleagues for your past performance.
If you are already a member, or decide to join Linked In, I would love to connect. Please "add me to your network." You'll have to indicate the nature of our connection. I suggest choosing "other" . You then be prompted to enter my e-mail address, which is... LMcCallister@Linvatec.com
You can find my profile at
http://www.linkedin.com/in/lisamcglinvatecsalesrecruiter
Wednesday, November 7, 2007
Essential Skills Checklist
What skills must you master in order to succeed in medical device sales?
I should preface my answer by explaining that most medical device companies focus heavily on product knowledge during the training process. For many reasons, including the fact that the medical device industry is regulated by the FDA, it's crucial for reps to thoroughly understand their products when making suggestions in the operating room.
Since training resources are focused on product knowledge, most medical device companies do not train reps intensively on the fundamentals of the sales process. Reps are expected to come with that knowledge and experience already under their belts.
Here's the list of essential sales skills one needs to succeed.
1. Prospecting- cold calling, getting past the gatekeeper, knowing what questions to ask, finding the decision maker
2. Profiling or Blueprinting Accounts- a systematic way of taking the relevant information gathered (such as competitor products used, budget cycle, details about business or practice) and organizing it into a useful format, and then putting this information to use when targeting and following-up with accounts
3. Pipeline- developing one, tracking deals in process, projecting when and how many deals might close
4. Needs assessment- probing, uncovering pain and buying motivation
5. Closing- different types of closing techniques, handling objections
6. Presentation Skills- developing a targeted, polished presentation
Please feel free to add to the list.
I should preface my answer by explaining that most medical device companies focus heavily on product knowledge during the training process. For many reasons, including the fact that the medical device industry is regulated by the FDA, it's crucial for reps to thoroughly understand their products when making suggestions in the operating room.
Since training resources are focused on product knowledge, most medical device companies do not train reps intensively on the fundamentals of the sales process. Reps are expected to come with that knowledge and experience already under their belts.
Here's the list of essential sales skills one needs to succeed.
1. Prospecting- cold calling, getting past the gatekeeper, knowing what questions to ask, finding the decision maker
2. Profiling or Blueprinting Accounts- a systematic way of taking the relevant information gathered (such as competitor products used, budget cycle, details about business or practice) and organizing it into a useful format, and then putting this information to use when targeting and following-up with accounts
3. Pipeline- developing one, tracking deals in process, projecting when and how many deals might close
4. Needs assessment- probing, uncovering pain and buying motivation
5. Closing- different types of closing techniques, handling objections
6. Presentation Skills- developing a targeted, polished presentation
Please feel free to add to the list.
Wednesday, October 31, 2007
The Benefits of Paying Your Dues
As December graduation approaches, I am hearing from upcoming grads about the best way to "break into medical device sales". I have referred many of these people to my earlier post on copier sales as an excellent route to prepare oneself for success in this field. After all, it's not just about getting the job- it's ultimately about succeeding, isn't it?
Although every employer would love to achieve perfection in their hiring process, most employers admit that they've made a few "bad hires". For my part, the most tempting candidates are those who have the potential, passion and personality that would seem to indicate they are destined for success. Such a candidate can be a great fit for a sales associate opening, where they will have an opportunity to learn from and be mentored by a seasoned pro.
But sometimes, the kindest thing I can do in such instances is encourage such candidates to pay their dues by getting the right kind of experience and to stay in touch with me as their career develops.
Because the hiring process is so complex, as much art as science, it is essential for candidates to be proactive during the interview process if they are to make the best career choices for themselves. A recent article I read in the employment section offered an insightful perspective on this matter.
"'It may sound basic, but, unfortunately, applicants frequently place all their emphasis on getting the actual job offer and fail to recognize the importance of truly objective self-assessment of the skills he or she actually has to offer,' said attorney Kim L. Ritter. Her practice emphasis is in employment litigation with Minor & Brown in Denver. 'In some cases, after being hired, this can translate to a core competency mismatch and result in being fired for inadequate performance.
'Job-seekers should be accurate in their own self-assessments, even if the hiring official mistakenly overlooks critical skills necessary to be effective on the job,' she said. ' Do some research before and during an interview, and relate your skills to the actual requirement. Also, be honest in your self-assessment. Be objective and know what you can or can't offer.'"
While confidence is an essential part of being a sales person, humility, honesty and integrity are just as important. Overconfidence can be costly. Consider paying your dues a wise investment in your career.
Next Up: Essential Skills Checklist
Although every employer would love to achieve perfection in their hiring process, most employers admit that they've made a few "bad hires". For my part, the most tempting candidates are those who have the potential, passion and personality that would seem to indicate they are destined for success. Such a candidate can be a great fit for a sales associate opening, where they will have an opportunity to learn from and be mentored by a seasoned pro.
But sometimes, the kindest thing I can do in such instances is encourage such candidates to pay their dues by getting the right kind of experience and to stay in touch with me as their career develops.
Because the hiring process is so complex, as much art as science, it is essential for candidates to be proactive during the interview process if they are to make the best career choices for themselves. A recent article I read in the employment section offered an insightful perspective on this matter.
"'It may sound basic, but, unfortunately, applicants frequently place all their emphasis on getting the actual job offer and fail to recognize the importance of truly objective self-assessment of the skills he or she actually has to offer,' said attorney Kim L. Ritter. Her practice emphasis is in employment litigation with Minor & Brown in Denver. 'In some cases, after being hired, this can translate to a core competency mismatch and result in being fired for inadequate performance.
'Job-seekers should be accurate in their own self-assessments, even if the hiring official mistakenly overlooks critical skills necessary to be effective on the job,' she said. ' Do some research before and during an interview, and relate your skills to the actual requirement. Also, be honest in your self-assessment. Be objective and know what you can or can't offer.'"
While confidence is an essential part of being a sales person, humility, honesty and integrity are just as important. Overconfidence can be costly. Consider paying your dues a wise investment in your career.
Next Up: Essential Skills Checklist
Tuesday, September 18, 2007
A Long Time...
I did not intend to abandon my blog for three months, but a cross country move packs a little bit of a wallop. In July, we moved to Colorado. Here are a couple of things I learned in the process...
1. Don't bother to move all your stuff- just sell it. It's not like it's going to fit in your new place just right anyway. And by the time you've packed it, lugged it, hoisted it, shoved it, lifted it and unpacked it again, you'll hate it anyway.
2. Don't fret about your kids. They absolutely adapt better than adults. Worry about yourself. I think I've aged a year for every mile we moved, which would make me about 2,000 years old.
Despite these hard lessons, I am delighted to be in Colorado. What a beautiful state it is. Third sunniest state in the union, as my sister has told me many times. Now that we are settling into a more normal routine, I hope to begin writing again on a more consistent basis.
I am continuing my work for Linvatec, and there's been quite a bit of it lately. We are actively recruiting for a direct sales force in Florida, for both direct sales reps and management positions due to some recent changes. Local, qualified candidates welcome!
1. Don't bother to move all your stuff- just sell it. It's not like it's going to fit in your new place just right anyway. And by the time you've packed it, lugged it, hoisted it, shoved it, lifted it and unpacked it again, you'll hate it anyway.
2. Don't fret about your kids. They absolutely adapt better than adults. Worry about yourself. I think I've aged a year for every mile we moved, which would make me about 2,000 years old.
Despite these hard lessons, I am delighted to be in Colorado. What a beautiful state it is. Third sunniest state in the union, as my sister has told me many times. Now that we are settling into a more normal routine, I hope to begin writing again on a more consistent basis.
I am continuing my work for Linvatec, and there's been quite a bit of it lately. We are actively recruiting for a direct sales force in Florida, for both direct sales reps and management positions due to some recent changes. Local, qualified candidates welcome!
Wednesday, May 30, 2007
Athletes in Medical Device Sales
Former collegiate athletes are often considered good candidates for medical device sales. Obviously, having been involved in competitive athletics alone is not enough to qualify you for a sales role in our industry, but in combination with other relevant experience, it can contribute to the foundation of a solid career.
Last year I helped hire one such candidate. He competed for the University of Northern Colorado in track and field and was an NCAA All-American in the decathlon. In addition to his athletic achievements, he was a four-time NCAA Academic All American and completed both and undergraduate and master's degree in kinesiology. Today I'll chat with him about how his background as a competitive athlete has proven relevant to his success as a medical device rep.
Last year I helped hire one such candidate. He competed for the University of Northern Colorado in track and field and was an NCAA All-American in the decathlon. In addition to his athletic achievements, he was a four-time NCAA Academic All American and completed both and undergraduate and master's degree in kinesiology. Today I'll chat with him about how his background as a competitive athlete has proven relevant to his success as a medical device rep.
Tuesday, May 29, 2007
Manpower Survey
For the second year in a row, Manpower's Survey of hardest jobs to hire ranks "sales representatives" as the toughest position to fill.
Manpower Survey On Hiring
I guess that explains my occasional urge to bang my head against the wall. It's not just in the US; apparently it's tough to find good reps anywhere in the world. According to the survey, employers find the positions difficult to fill due to "lack of available talent".
What I see as a recruiter is that too many people think that the fact that they "enjoy meeting new people" is enough to make them a good sales rep. I've written before how short-sighted I think this point of view is. I have to weed out a lot of totally unqualified candidates who have zero relevant experience.
Think of it this way, if you were applying to another position at Linvatec, say a mechanical engineer, would you even consider saying to the recruiter or hiring manager, "I know I have don't have any experience, formal training or degree in mechanical engineering, but I know I can do this job if you just give me a chance!" Sounds crazy, right? But that's the way people too often seem to think about sales jobs.
Maybe it's the dearth of professional designations that contributes to the idea that anyone can be a sales person. The fact is, sales is a profession.
I am encouraged by the fact more schools are starting to offer certificates and degrees in Professional Selling. I've interviewed candidates from Baylor in Texas, Weber State in Utah, William Patterson in New Jersey. These programs and others seem to offer a solid curriculum that teaches students about the steps of the sales process and offers them a chance to develop their skills through presentations, mock sales and competitions.
Considering the results of the Manpower survey, I think anyone who pursues such a degree will find themselves well positioned to succeed and in high demand upon graduation.
Manpower Survey On Hiring
I guess that explains my occasional urge to bang my head against the wall. It's not just in the US; apparently it's tough to find good reps anywhere in the world. According to the survey, employers find the positions difficult to fill due to "lack of available talent".
What I see as a recruiter is that too many people think that the fact that they "enjoy meeting new people" is enough to make them a good sales rep. I've written before how short-sighted I think this point of view is. I have to weed out a lot of totally unqualified candidates who have zero relevant experience.
Think of it this way, if you were applying to another position at Linvatec, say a mechanical engineer, would you even consider saying to the recruiter or hiring manager, "I know I have don't have any experience, formal training or degree in mechanical engineering, but I know I can do this job if you just give me a chance!" Sounds crazy, right? But that's the way people too often seem to think about sales jobs.
Maybe it's the dearth of professional designations that contributes to the idea that anyone can be a sales person. The fact is, sales is a profession.
I am encouraged by the fact more schools are starting to offer certificates and degrees in Professional Selling. I've interviewed candidates from Baylor in Texas, Weber State in Utah, William Patterson in New Jersey. These programs and others seem to offer a solid curriculum that teaches students about the steps of the sales process and offers them a chance to develop their skills through presentations, mock sales and competitions.
Considering the results of the Manpower survey, I think anyone who pursues such a degree will find themselves well positioned to succeed and in high demand upon graduation.
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