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  • Writer's pictureMDSI

Unleashing Your Potential: Breaking into Medical Device Sales

Updated: Jul 9

December 22, 2023

MDSI Article: 003

Medical device sales can be a rewarding and lucrative career choice for individuals who are passionate about healthcare and have a knack for sales. Professionals in medical device sales play a crucial role in the healthcare industry by promoting and selling innovative medical devices to healthcare providers and institutions. With the constant advancements in medical technology, the demand for skilled medical device sales representatives is on the rise.

MDSI students learning hands-on technical skills
Technical Skills Training at MDSI

Pursuing a medical device career offers numerous benefits, including the opportunity to make a real impact on patient care. By selling medical devices that improve treatment outcomes and enhance patient experiences, sales professionals contribute to the overall well-being of individuals in need. In addition, medical device sales is a financially rewarding profession, with competitive salaries, commission-based incentives, and attractive bonuses. Moreover, the potential for growth and advancement is significant, with opportunities to move into managerial roles or specialize in specific product lines.

To succeed in medical device sales, individuals need a combination of sales skills, product knowledge, and industry expertise. For someone right out of college or a career transitioner with no prior sales experience, embarking on a career as a medical sales rep can be daunting, especially when securing an entry-level medical device sales role in a field that's highly competitive.


Before delving into the challenges of securing an entry-level medical device sales role, it's essential to understand the dynamics and scope of the medical device industry. This industry encompasses a wide range of products, including surgical instruments, diagnostic equipment, implantable devices, and patient monitoring systems. These devices are essential for medical procedures, diagnosis, and treatment, making them indispensable in the healthcare landscape.

The medical device industry is driven by constant innovation and technological advancements. Medical device manufacturers invest heavily in research and development to bring cutting-edge products to the market, which presents exciting medical device and capital equipment sales opportunities for sales professionals to showcase the benefits and value of these devices to healthcare providers. However, it also means that the industry is highly competitive, with numerous companies vying for market share.


Medical device sales professionals must keep up with the latest trends, regulations, and industry guidelines to effectively promote and sell these devices. Additionally, fostering strong customer relationships with healthcare professionals and institutions is crucial for long-term success in this field.


Employers are on the lookout for candidates who not only have relevant experience and product knowledge but also a proven track record of sales success. This presents a paradox for those wondering how to become a medical sales rep, as they face the catch-22 of needing industry-specific experience to start their careers, yet lacking it.

Another hurdle is the gap in awareness and understanding of the medical device sales field, which affects both job seekers and employers. Many individuals are not fully informed about the opportunities and potential rewards of a career in medical sales, nor do they grasp the role and expectations of the job. Conversely, hiring managers are often reluctant to extend job offers to those without prior sales experience or a clear understanding of how to thrive in such roles.

Moreover, the interview process for medical device sales positions is known for being thorough and challenging. Candidates are put through their paces with multiple rounds of interviews, which may include panel discussions and presentations, to evaluate their sales skills, product knowledge, and customer engagement abilities.


The Medical Device Sales Institute (MDSI) is well-versed in the unique challenges that come with aspiring to enter the medical device sales industry. Their medical sales training program is meticulously crafted to provide students with the essential skills, knowledge, and confidence required to differentiate themselves from the competition and secure those coveted entry-level positions.

MDSI's curriculum is comprehensive, encompassing all facets of medical device sales. Students are immersed in medical sales courses that provide them with extensive product knowledge, teach them effective sales techniques, and familiarize them with the industry's regulatory environment. Additionally, the training includes mastering customer engagement strategies, honing negotiation skills, and learning how to forge robust relationships with healthcare professionals.

Led by seasoned professionals, the Medical Device Sales Institute's training programs benefit from the instructors' years of direct experience in medical device sales. These industry experts bring invaluable real-world insights and practical advice to students, ensuring they receive current and pertinent information, which is as critical as obtaining a medical device sales certification for success in the field.


In addition to practical knowledge, MDSI emphasizes hands-on experience by providing training opportunities that mimic real medical device sales situations in MDSI's OR training facility, offering the ultimate hands-on learning experience. Participants gain a comprehensive understanding of the surgical procedure from both the surgeon and sales representative's perspectives, enabling them to deliver world-class support in the operative environment. Unlike any other Medical Sales learning program, MDSI's OR provides exclusive access to state-of-the-art OR equipment, including intraoperative imaging and cadaveric procedural training. Gain a competitive edge with our unparalleled training offerings.This practical approach allows students to perfect their sales techniques, garner feedback from seasoned sales professionals, and grow their confidence—key components for anyone looking to fill medical device training jobs.

MDSI students learning intraoperative imaging training
Intraoperative Imaging Training

By enrolling in the Medical Device Sales Institute (MDSI), aspiring medical device sales professionals can bridge the gap between their academic background and the industry's expectations, earning a valuable medical sales certification. Their training programs lay the necessary groundwork for a successful career in this demanding sector.


The Medical Device Sales Institute offers a comprehensive curriculum that encompasses all facets of medical device sales.

The curriculum of the medical device sales training program includes in-depth product knowledge sessions, where students delve into the details of various medical devices, their applications, and the advantages they provide to both patients and healthcare professionals. Gaining a thorough understanding of the products is vital for sales experts to effectively convey their benefits to prospective clients.

Students also engage in medical sales rep training, focusing on sales techniques and strategies. They are taught to identify and qualify leads, interact with customers, surmount objections, and finalize sales. MDSI underscores the significance of cultivating relationships with healthcare providers and institutions, equipping students with robust networking and relationship-building skills.

Beyond sales training, the Medical Device Sales Institute also addresses key industry topics such as regulatory compliance, healthcare laws, and ethical considerations. For sales professionals, grasping these aspects and adhering to industry norms is essential to maintain credibility and ensure the safety and effectiveness of the devices they promote, which is a cornerstone of pharmaceutical rep certification.

MDSI further provides students with hospital and healthcare credentialing, ensuring they meet local and national regulations for healthcare facility access, a critical step for those aiming to succeed in hospital sales. Vendor credentialing is the rigorous process through which hospitals and healthcare facilities ensure that third-party vendors and their medical sales representatives fulfill all necessary training, certification, and immunization requirements to work on site or be in proximity to patients.


Each hospital will have its unique vendor credentialing requirements. At a minimum, a vendor credentialing includes:

  • Verification of employment

  • Training and certifications

  • Vaccines (COVID-19, Influenza, Hep-B, MMR, Tdap, Tetanus)

  • Drug screening results

  • Current PPD (tuberculosis) test results

  • Background checks at the local, state, and federal level

  • Insurance coverage

  • OR protocols and blood borne pathogens

  • HIPAA compliance certification

  • All relevant safety training

MDSI's training programs are delivered through a combination of classroom sessions, online modules, and practical exercises. This multifaceted approach ensures that students receive a well-rounded education and have opportunities to apply their learning in real-world scenarios.


Securing an entry-level role in medical device sales requires more than just training and skills. Networking and job placement assistance are essential components of the job search process, particularly for those wondering how to get a medical sales job. The Medical Device Sales Institute recognizes this and provides students with valuable resources to enhance their job prospects.

MDSI offers job placement assistance, connecting students with industry partners and employers looking to hire entry-level pharmaceutical sales reps jobs professionals.  They have a wide network of contacts in the industry, allowing them to match students with relevant job opportunities in account management. Additionally, MDSI provides resume writing and interview preparation support, ensuring that students are well-prepared to showcase their skills and qualifications to potential employers.

Networking opportunities are also abundant at the Medical Device Sales Institute. Students have the chance to interact with industry professionals, attend guest lectures and workshops, and participate in networking events. Building relationships with professionals already working in the field can open doors to job opportunities and provide valuable insights and mentorship.

MDSI breaks down barriers to entry and gives students an edge to land a highly competitive job with the best medical device sales companies. Through a powerful network of industry leaders, MDSI's executive team has cultivated strong and enduring relationships with over 400+ medical device companies, all searching for talented individuals to fill their entry-level sales roles.

A Representative Sample of MDSI's Medical Device Company Relationships
A Representative Sample of MDSI's Medical Device Company Relationships

Their relationships, coupled with newly acquired Medical Device sales knowledge & skills, amplifies career prospects and propels candidates past the competition through strategic territory expansion.


While the training programs at the Medical Device Sales Institute provide students with a competitive edge, there are additional steps that aspiring medical device sales professionals can take to stand out in the job market.

First, it's essential to create a strong professional brand for personal branding. This includes developing a well-crafted resume and LinkedIn profile that highlight relevant skills, experiences, and achievements. Additionally, having a professional online presence, such as a personal website or blog, can showcase expertise and passion for the industry.

Second, gaining hands-on experience through internships or volunteer work can make a significant difference in the job search process. Even if these opportunities are unpaid, they provide valuable industry experience, exposure to medical device sales environments, and opportunities to build relationships with professionals in the field.

Networking is a crucial aspect of breaking into the medical device sales industry. Attending industry conferences, trade shows, and professional networking events can provide opportunities to connect with professionals and learn about job openings. Building relationships with healthcare providers, such as shadowing physicians or nurses, can also provide insights into the industry and create potential referral opportunities.

Finally, staying up-to-date with industry trends, advancements, and regulatory changes is essential for success in medical device sales. Employers value candidates who demonstrate a genuine interest and passion for the field. Reading industry publications, participating in online forums, and attending webinars or workshops can help candidates stay informed and showcase their industry knowledge during interviews.


For aspiring medical device sales professionals, the Medical Device Sales Institute offers a valuable opportunity to gain the necessary skills, knowledge, and confidence to excel in this challenging industry, setting a strong foundation for a successful career in medical sales.

MDSI's comprehensive training programs cover all aspects of medical device sales, integrating medical sales knowledge with effective sales techniques and industry regulations to ensure well-rounded expertise. Their programs are designed to help individuals not only secure entry-level roles in medical sales but also to thrive in their careers. With job placement assistance, networking opportunities, and a dedicated team of industry experts, MDSI provides a supportive environment for students eager to launch their careers in medical device sales.

While MDSI's programs come at a cost, the investment in career development is worthwhile for individuals serious about pursuing a career in medical device sales. The training and resources provided by the Medical Device Sales Institute give aspiring professionals a competitive edge, enabling them to stand out in the job market and succeed in this rewarding profession.



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