How do you get into medical sales with no medical sales experience? Every rep in the field started with zero experience, and hiring managers know it. What they want to see is whether you can do the job.

In this podcast episode, I break down what the medical sales job actually involves, from covering surgical cases and troubleshooting equipment to navigating complex hospital systems. More importantly, I explain why sales is the part that matters most, why physicians resist change, and why handling rejection and objections is exactly what hiring managers screen for.

You’ll also learn why the interview itself is a sales call, how to answer “You don’t have any medical sales experience,” and how to frame your résumé so your current background (server, nurse, teacher, B2B sales, military, or athlete) shows the traits hiring managers are looking for.

Whether you’re looking at medical device sales or pharmaceutical sales, this is where to start.

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Take the free Unignorable Hiring Score and see how you stack up with hiring managers. Look for the button on The Break Into Medical Sales Blueprint page.
Break Into Medical Sales Blueprint: https://medicalsalesacademy.com/how-to-get-into-medical-sales/
My book, Mastering Medical Sales: The Evolution: https://masteringmedicalsales.com

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Your medical sales reps are making sales. So what’s the problem?

The problem is that making some sales and building a scalable, competitive medical sales organization are two completely different things — and today, the gap between those two has never been wider.

In this episode, Mace Horoff, President of Sales Pilot Medical Sales Performance and founder of Medical Sales Academy, breaks down why medical sales distributors and sales managers are leaving significant revenue on the table — not because they hired the wrong people, but because they’re operating without a system.

You’ll learn:

  • Why “my reps are making sales” is the most dangerous assumption in medical sales management

 • How AI is raising the competitive bar — and why buying your team an AI tool without a strategy behind it makes things worse, not better

 • Why the canned sales pitch is dead, and what physicians and healthcare professionals actually respond to now

 • How cognitive load is silently undermining even your best reps on every call

 • What a Medical Sales Operating System (MSOS) actually is — and why the magic isn’t in the tools, it’s in the implementation, the management, and the ongoing oversight

 • What sales managers gain when performance finally becomes diagnosable

 • Why distributors who build systems now will look dramatically different from their competitors five years from now

This isn’t a training conversation. It’s a competitive reality check for anyone responsible for the performance of a medical sales team.

If you want to see what implementing an MSOS would look like for your distributorship, agency, or sales team, schedule a free call at:

👉 https://MedicalSalesOS.com

🔔 Subscribe for weekly insights on medical sales performance, strategy, and leadership from Mace Horoff.

📘 Get the book on medical sales: Mastering Medical Sales—The Evolution. Learn more at https://masteringmedicalsales.com

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Most clinicians who transition into medical sales eventually go back to their clinical roles.

Not because they lacked product knowledge. Not because they didn’t have credibility with healthcare professionals. They went back because they couldn’t sell — and a medical sales job where you’re not making sales is one of the most stressful, unfulfilling positions you can be in.

In this podcast episode, Mace Horoff — 40+ years in medical sales and founder of Medical Sales Academy — gives you the honest picture about what it actually takes to make this transition work. Not just how to get the job, but how to succeed once you have it.

You’ll learn:

• Why your clinical background is a real asset — but not the primary one
• What medical sales actually is (it’s a business development role, not a clinical role)
• The identity shift that derails most clinicians who make the move
• Why asserting your clinical expertise with healthcare professionals can backfire in a sales context
• What sales skills you need and how to start developing them before Day 1
• How to know whether this transition is the right move for you

If you’re a nurse, surgical tech, respiratory therapist, physical therapist, OR coordinator, or any other clinician considering medical sales, watch this before you apply for another role.

FIND OUT WHERE YOU STAND:
Take the free Unignorable Hiring Score assessment to see how your clinical background and current sales readiness stack up against other candidates competing for the same roles.

👉 Get Your Free Unignorable Hiring Score

ABOUT MACE HOROFF:
Mace Horoff is the founder of Medical Sales Academy (medicalsalesacademy.com) and president of Sales Pilot Medical Sales Performance. He has trained medical sales professionals across MedTech and pharma for decades and is the author of Mastering Medical Sales: The Evolution.

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Medical sales requires many skills, such as relationship skills, selling skills, and product knowledge. But there is one essential skill set that gets little attention. Competency in this area is often assumed. Big mistake! Learn what it is, why it’s necessary, and some ways for you to start gaining and using it now.

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Medical sales professionals have much on their plates: sales calls to plan, sales calls to make, customer service activities, etc. It’s all about building a business to generate as much income as possible. This all requires a strategy and a plan, but do you have a plan for your financial future? In this episode, I have an interesting conversation with Daniel Rooney (danielrooney.nm.com). Daniel is a personal wealth advisor who specializes in helping medical sales professionals to create and achieve long-term financial success. We discuss the things to pay attention to now that can improve your financial situaion moving forward. You can listen to the audio podcast version on iTunes and most podcast platforms.

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The world has changed A LOT…over the last two years. It’s changed for your accounts, the stakeholders in your accounts, it’s changed for patients, and it’s changed for you.

In this episode, I’m allowing you to listen to the October 2021 monthly call I recorded for my Medical Sales Academy members. I’ve never done this before, and probably won’t again, but it’s important that you up your game if you want to stay competitive in a much-changed market.

Please leave a comment and let me know your thoughts.

For more information about how to up your medical sales game every day for the rest of your career, check out Medical Sales Academy.

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Medical sales reps are often great at talking about their products with respect to “The How” and “The What.” However, it’s “The Why” that will get you in the door and gain a commitment for an evaluation or get you the order. In this episode, I discuss the power of “The Why” and how to apply it in medical or high-stakes selling.

Learn how you can sell more to HCPs and healthcare accounts at https://medicalsalesacademy.com

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