Medical Device Sales, Entry-Level, Associate Sales Rep

Insider’s Scoop: The Associate Sales Representative Position in Medical Device Sales

A medical device sales associate will support and coordinate sales efforts with one or more full-line sales representatives within specific territories.

An associate representative’s job is to cover scheduled or trauma cases when the full line representative is not available, or a scheduling conflict arises.

Additionally, an associate’s job is to assist with field sales. This requires that each associate representative must demonstrate total product proficiency across all product lines, be well versed with operating room protocol and applicable disease states.

After You’re Hired:

Most large medical device companies offer entry-level sales positions (associate-level or support sales positions) as a method to groom future full line representatives. If a medical company requires sales representatives to work in a supportive sales role, the usual tenure of the “support/ associate” positions can last anywhere from eight months to two years. After proficiency and performance is demonstrated in a associate sales role, the company may offer the representative an opportunity to take a full-line position in an open territory- somewhere in the country. These are considered great opportunities for associate sales representatives.

Working in medical device sales is both competitive and fast-paced. The consuming demands of this job can easily make this career a way of life for most medical device representatives. If you’re able to consistently perform “at plan” as a fully commissioned representative a career in medical device sales can be very lucrative.

Although the industry can be volatile at times, a resourceful representative can make an very comfortable lifestyle in device sales. Even someone with zero medical sales experience can easily expect the total benefits package to exceed $100k within the first year.

Here’s How the Benefits Package Breaks Down:

  • $32K- $56K Starting salary range.
  • $5K- $16K Quarterly bonuses depending on territory size and commission plan.
  • Company car (add an additional $10k). The usual suspects: Chevrolet Impala, Chrysler 300, Dodge Charger, Ford Escape, Volvo S40, Jeep Cherokee, Subaru Outback, or even a Saab. Or you’ll get a monthly car allowance; either way, this is an awesome perk.
  • 100% Fuel allowance
  • Expense account
  • Laptop / iPad / Tablet device
  • Cell phone with paid service plan
  • Company stock options
  • Access to PPO health plans, medical, dental, vision, maternity/paternity leave
  • 401k with profit sharing (that’s free money- tax deferred)
  • Most office expenses covered (high speed Internet connection and fax line)
  • Flextime; paid personal leave
  • 2-3 weeks paid vacation first year

The perks of working in the medical device industry are easy to become accustomed to. Please keep in mind that working in this field requires you put in time and hard work. You will have days where you feel absolutely buried, and other days with terrific schedule flexibility. Generally you can expect to be manager-free about ninety percent of the time. Self-starters who are not afraid of consistent work will thrive in medical device sales. Additionally, the financial upside to working in this industry is enormous!

What Being a Medical Device Representative Means for You:

Most reps share a simple career goal: to get an offer with a great company, max out your bonuses, win awards, gain recognition and live as stress-free as possible.

What it Takes to Become a Medical Device Sales Rep:

Assuming you have a college degree, posses some degree of conversational selling skills and have no significant criminal record- then game on. If you feel medical sales would be an ideal fit for your career goals, get a resume completed and into the hands of recruiters as soon as possible.

Once you successfully break into the realm of high-commission sales you will soon discover a world of privileged career opportunities. It’s a great lifestyle for a top performer.

Download our Free Interview Candidate Prep Pack for Medical Device Sales. For more info click here.


medical device sales representative, entry level sales rep

Seven Must Do’s For Every Elite Sales Candidate

There are only a handful of effective interviewing hacks that you can depend on to work in a difficult interview. Today we’ll show you the most reliable tactics to set up yourself up for a successful interview process.

All seven interviewing strategies listed below can be used over and over at a moment’s notice to achieve winning results during some of the most difficult sales interviews.

Seven “Must Do’s” That Med Device Sales Candidates Should Use In Their Job Search Strategy:

  • Stand out and get noticed: Create an industry-specific one-page resume, 30/60/90 day business plan and begin your brag book development. Get this completed as early as possible. To get all these templates and more, click here.
  • Start your hunt: Search for specialized opportunities within a reasonable geography. During this stage gather as much personal contact information as possible with each opportunity you find. Your job is to get your resume and an introduction phone call to the person closest to the decision maker.  Use Google, LinkedIn or any other social media outlet. Just don’t get creepy.
  • Seek and connect: Use the contact information that you’ve collected and start emailing and calling managers, recruiters and HR departments to set up interviews. Before you start sending out resumes, ensure you fit the preliminary job requirements or you’ll be wasting your time. Build a “lead list” for every company you want to work for. You’ll also want to start a very focused email blast campaign with any specialty recruiters you’ve found. If you’re able to land any interviews up front, agree to every interview. This is a key strategy that you should leverage during the final salary negotiation.

Medmarket Connect

  • Breakout the interviewing hacks: Create seven keyword-intensive descriptors with relevant examples in the SHARK format and memorize them. These can be used with any company you interview with in the future.
  • Become the alpha wolf: Develop a “thirty second” interview opener, an “inescapable close” and begin compiling company snap-shots cheat sheets on each company you’ll be interviewing with.
  • All the confidence is yours: Control all controllable in the interview process; appearance, posture, persistence, and timely post- interview communication.
  • The art of negotiation: Know exactly how and when to strike during the interview process to successfully negotiate a top dollar salary.

Get your Interview Slayer Preparation Pack for free by clicking here.


Some Behavioral Questions Asked During the “Typical” Fortune 500 Medical Device Sales Interview


  • Walk me through an example of a time when you delegated something that, in retrospect, you shouldn’t have.
  • What was the biggest mistake you’ve made when delegating work? The greatest success? (Please be specific.)
  • Describe how you make the decision to delegate work and the steps you take when delegating. Please provide a specific example.
  • Tell me about a project you had that required effort by many of your employees. Who did you ask to help on the project? Why did you select them? What did you ask each of them to complete?

Conflict Management

  • Have you and your boss ever disagreed on something? What did you do to handle it?
  • Walk me through a time when you had to help two peers settle a dispute. How did you identify the issues? What did you do? What was the result?
  • Have you had to settle conflict between two people on the job? What was the specific situation and what did you do? Describe a time when you were successful in preventing a conflict.


Handling Change

  • Have you ever worked hard on something and then had your priorities change mid-stream? Describe the situation and how you handled it.
  • Tell me about a change you’ve had to manage at work. What steps did you take
  • Walk me through a change you found extremely difficult to accept at work.
  • Have you ever had to introduce a change into your department/work group that was met with resistance? How did you handle the situation?
  • Describe a time when you had to respond quickly to something within a changing environment.


  • Tell me about a situation where others you were working with on a project disagreed with your ideas. How did you handle it?
  • Walk me through a situation where you had to work cross-functionally. What challenges did you face? How did you make it successful?
  • Tell me about the most difficult situation you’ve had when leading a team. What happened and how did you handle it?
  • Think about a time when you weren’t as effective a team leader as you could have been. Looking back, what would you have done differently?
  • Provide an example when you worked with a colleague who was not completing his/her share of the work. What did you do?

Oral Communication Skills

  • Tell me about a time when you didn’t communicate things as clearly as you should have. What would you do differently now?
  • Describe a time when a co-worker criticized your work in front of others. How did you respond? How did that event shape the way you communicate with others? Tell me about a situation where you may not have listened as effectively as you should have. What were the results? What did you learn that you would do differently now?
  • Give me an example of a time when your communication skills saved a situation for you.
  • Describe a situation when you were able to use persuasion to successfully convince someone to see things your way.


Written Communication Skills

  • Tell me about a time when you had to use your written communication skills in order to get across an important point.
  • How have you gone about explaining a complex technical problem to a person (in writing) who doesn’t understand technical jargon? Please provide a specific example.
  • Give me an example of a time when you had to write a lengthy or involved document. What steps did you take?
  • Tell me about the most difficult piece you’ve ever had to write. Why was it difficult?

Problem Solving

  • Describe a specific problem you solved in one of your previous positions. How did you approach the problem? What role did others play? What was the outcome?
  • Tell me about a complex problem that you solved. What were the challenges that you faced and how did you overcome them?
  • Describe a situation in which you effectively developed a solution to a problem by combining different perspectives or approaches.
  • We can sometimes identify small problems and fix them before they become major issues. Give an example of how you have been successful in doing this.


  • Provide an example of a new or unusual idea you’ve developed on your job. How did you develop it? What was the result?
  • People frequently borrow ideas they have seen somewhere else and apply them in a new setting. Give me an example of a time when you have done this.
  • Give me an example of how you’ve used creativity on the job.
  • Describe a time when you’ve implemented a creative solution.

Decision Making

  • Tell me about the riskiest decision you’ve ever made. Be specific.
  • What is the most difficult decision you’ve had to make on the job? Why? What steps did you take to make the decision?
  • Describe a time when you had to make a decision under severe time constraints.
  • Give me a specific example of the best and worst decision you’ve recently made.
  • Have you ever had to make an important decision when your senior leadership was away? What were the circumstances?
  • Give me an example of a time when you needed to make a decision and no procedure existed for it. Explain what you did.


  • Give me an example of a time when you had to adjust quickly to a change over which you had no control. What steps did you take to do this successfully
  • Explain how you have had to adjust your style when it wasn’t meeting the objectives and/or people were not responding the way you intended.
  • Walk me through the steps you took when you were faced with an obstacle on an important project.
  • Give me an example of a time when it was necessary for you to go above and beyond the call of duty to get your job done.


  • Describe a time when you demonstrated initiative in your previous position.
  • Walk me through a time when you had to gain support for something that was outside of your normal job responsibilities.
  • Provide an example of a time when you had a different opinion than your boss (or a co-worker). How did you handle it?
  • Describe a project or idea that was implemented or carried out successfully primarily because of your efforts.

Time Management

  • Give me an example of a time when you failed to meet a deadline. What things did you fail to do? What happened? What did you learn?
  • Tell me about a time when you were presented with an unexpected project or priority. How did you handle this?
  • We’ve all had times when we couldn’t complete everything on time. When has this happened to you, and how did you handle it?
  • What systems, procedures, etc. have you set up in your department to make things run more efficiently?
  • What kinds of deadlines have you had to work under? Specifically how did you manage these deadlines?

Interpersonal Skills

  • Tell me about a time you were able to successfully deal with another person even when that individual may not have personally liked you (or vice versa).
  • Tell me about a time when you worked on a project that required you to interact with different levels within the company.
  • Tell me about a situation where you wish you had acted differently with someone at work.
  • Walk me through a time when you disagreed with your manager and the steps you took to handle it.

Planning / Organizing / Prioritization

  • Think about a complex project that you’ve been assigned. What approach did you take to complete it?
  • Describe a time when you had many projects due at the same time. What steps did you take to get them all done?
  • Walk me through how you determine priorities in scheduling your time.
  • Explain a time when you were particularly effective in prioritizing tasks and completing a project on schedule.

Presentation Skills

  • Tell me about a time when you had to present complex information.
  • What steps do you take to prepare for delivering a complex presentation? Walk me through a specific example how you’ve used these steps.
  • Give me an example of a time when you’ve had to give a presentation to a group on very short notice. How did you prepare? How well was it received?
  • Provide an example of a time when you weren’t successful in delivering a presentation. Why wasn’t it successful? What would you do differently now?

Risk Taking

  • Describe the biggest risk you have taken on the job. Why was it risky? What made you take the risk? What was the outcome?
  • Tell me about a risk that turned out unsuccessfully. What would you do differently?
  • Give me an example of a time when you had to make a split second decision.
  • Tell me about a time when you had to select from two options on the job, one which carried greater risk than the other. Which option did you select? Why?


Do You Have a Plan in Place to Tackle These Basic Behavioral Interview Questions?

How much more confident would you be if you had unique answers to each one of the questions above locked and loaded during your next interview?

Download the Interview Slayer preparation arsenal .ZIP file for free by clicking here.



Interview Slayer for Medical Device Sales Candidates

Sales Candidates:

You now have access to one of the most innovative sales career placement systems found anywhere. The Interview Slayer program was developed to help sales candidates, regardless of past job experience, land a great career in medical device sales; entry-level to elite.

My goal in writing this interview guide is simple and defined throughout:

To give sales candidates the appropriate tools to break into the exclusive world of medical device sales, regardless of past sales experience.

Medical device sales is highlighted as an ideal career path for new sales representatives because the industry offers incredible growth and income possibilities; even in today’s volatile job market. So whether you’re looking for a position as a sales associate or full-line rep, this book will help you realize the ultimate goal of breaking into this lucrative industry.

For seasoned sales representatives, the content outlined in this book will help guide you into the specialty sales role of a lifetime.

More importantly, Interview Slayer will not only help you land your dream sales career, but will also give you insight over your competition every step of the interview process.

Follow the content in the Interview Slayer book and take notes:

I would strongly suggest taking notes as you follow along with the content outlined in the book. This will help you formulate an individualized “attack plan” and more importantly give you a “fall-back template” you can quickly implement into any sales interview, anytime.

The “carbon copy” method advocated in this book is an attitude-based interview technique designed to help sales candidates effectively prepare for any difficult Fortune 1000 sales interview on short notice.

In order to achieve success with the Interview Slayer algorithm, you must personalize/ customize each template provided in the book with information specific to your sales background.

Once you complete all the interview preparation objectives detailed in Interview Slayer, you’ll be able to walk into any medical sales interview with the confidence and poise of a champion.

The content in Interview Slayer is structured methodically, starting with job search tactics and ending with salary negotiation. In addition, you’ll become an expert on three important components of the hiring process:

  • How to find the best sales opportunities.
  • How to navigate the entire hiring process.
  • How to win-over key decision makers before, during and after the interview process.

Have you ever experienced that queasy feeling in your stomach when getting “grilled” with questions during an interview?

Something like this:

“Tell me about a time when you dealt with (insert challenging situation) and what was the result?”

No one ever looks forward to difficulties associated with the interview process. All interviews are nerve-wracking and unsettling when you’re not properly prepared; especially when you need the job.

There is one effective approach for counteracting pre-interview nerves; and that’s becoming totally confident in your interviewing abilities beforehand. So when it’s time to walk into the interview room, you will not only walk with confidence, but also speak with a natural conviction in your voice. If you’re able to do this, you will be the one that clearly stands away from the pack as the “alpha” candidate.

You will be the one that gets the job.

Sales Hunters: Take notes, apply each principle in Interview Slayer, walk and talk with confidence, and you’ll win.

Commit to reading and understanding each module in Interview Slayer. If you can accomplish this task, you’ll become comfortable and confident in any sales interview. This book contains everything you’ll need to go to war during the interview process.

If you’ve experienced zero success breaking into medical sales, or just can’t seem to advance higher in your career, you’ve made one of the most important choices in your professional career. Interview Slayer has become one of the most effective interviewing algorithms for medical sales representatives.

Every ounce of content outlined in this book has been beta-tested and refined in the field over the last eight years. Each interview strategy has been field-tested in one of the most challenging interview environments possible; Fortune 500 medical device sales interviews.

Countless hours have been spent collecting, arranging and categorizing the data gathered from Fortune 500 medical device sales interviews over the past three years. All this hard work has been compiled into a bulletproof game plan called Interview Slayer. This program will effectively prepare any sales candidate for total success during their next interview.

Every strategy, tactic and resource detailed in this book has commanded top results for sales representatives throughout the entire hiring process. The final result has become one of the most talked-about interviewing systems available today. Interview Slayer will give you the upper hand next time you walk into an interview.

I want you to land your dream job with a top medical device company. So let’s embark on the process together, and share a common vision throughout: winning at all costs.

The corporate world is vicious, and you should be too!