I've done outside sales for everything from an embroidery company to a couple of coffee services. I've read books on the subject,but nothing will ever compare to the raw training of being out there with the company car and a stack of business cards trying to get the buyers phone #.
Before accepting a sales position you should consider the safety nets in place.
How are the leads generated
This is a biggie..............For example,once I worked in a "boileroom" type sales job selling ad space for an upcoming sports event. They claimed to have "warm leads"(past customers,or those that showed a genuine interest). It was nothing more than a list of business numbers and I was making cold calls. I managed to get through some of the secretaries with all out charm,but I never made a dime. 2 days worth of phone calls off a phone list and all I had to show for it was that I generated genuine warm leads for the company. It was straight comission:stone ..and that would be my next question.
How is the compensation set up?
Is there a base salary?.....................It's kind of a thorn in the employer's side because they would not want you to scarf up a wage without production,but you have to be realistic. It's going to take you awhile fumbling around with the basics before you get your first sale. All companies say that their training is comprehensive,but few ever deliver on that,so you're just going to have to stumble around until you bumb into your first sale. It would be nice to not have to eat at gas stations for lunch until then.
What does the sales trainning REALLY consist of?
My first real sales job was for Cain's coffee service in Kansas city. A very supportive, nurturing enviroment. My sales manager's name was Terry Baker and he patiently taught me the right way to go about selling. Whenever he would get a call from a customer of mine(they will never take the time to call to compliment you) he would show me where I went wrong. I will never forget his wisdom and kindness. Cain's has a tradition of how they train thier sales people. They duplicate success. Terry Baker was trained the same way I was and so on. He knew I would be a great salesman because he saw a little of him in me.
Wow,I could go on and on(the "just keep talking till they buy" strategy...:chuckle ) the best advice I can give you is to follow your instincts here. What kind of "vibes" do you get off the sales manager. In most company structures the sales manager gets a cut off your production. If they are truly confident that you would fit,then that's thier money talking,and that's a good indicator.
I've never had a medical sales job,but I have the feeling that I might some day