A pharmaceutical salesperson sells medical drugs and medical paraphernalia to health care providers and personnel. These sales positions are especially challenging because most medical professionals harbor some skepticism when it comes to new medicines. Not only are most physicians and medical personnel satisfied with their current products, but the stakes are high when it comes to trying something new. Most practitioners will do all they can to avoid the risk of a lawsuit, which makes getting an appointment to present or sell innovative solutions difficult. A pharmaceutical salesperson must not only try to educate physicians and other medication-prescribing professionals, but also must stay ahead in the rapidly advancing industry. It is a tall order to fill and recruiters are under intense pressure to find and hire the right salesperson.
Not only does a pharmaceutical salesperson need all the skills of a superstar sales expert, but must also have a general and specific knowledge of both old and new medical related information. The field is highly competitive and recruiters have to be picky in selecting their new hires. As such, recruiters must ask certain types of questions during a pharmaceutical sales interview in addition to the questions one would expect for an ordinary sales position.
There are a number of questions recruiters need to ask themselves before starting the interview. Look over the resumes and cover letters again to refresh your memory on the candidate. What aspects of their work history do they highlight? Do they have any direct experience? Did they work for any of your competitors? All of these will prove valuable in the evaluation of applications. Then, when you meet the candidate for the first time there are more silent questions to make note of. Did they dress professionally and are they well groomed? Are they able to shake your hand and approach you with confidence?
Starting the Interview
Most recruiters will begin a formal interview with a set of questions designed to get to know more about the candidate and their professional background. Some of the leading questions at this stage include:
- Why did you choose the pharmaceutical industry?
- How long have you been working with pharmaceuticals?
- What is your current occupation and what are your responsibilities?
- What is your typical day like in your current position?
Recruiters should use these types of questions to figure out a candidate’s work style and see if they fit in the company’s culture. The best candidates will love selling, and their passion for their work will shine through. They will site specific examples from their experience and highlight a few of their best traits.
Covering Skills and Qualifications
For the most part, you should be able to find this information listed explicitly on their resume. A star pharmaceutical salesperson also should know how to monitor the competition and gather current information on the marketplace. However, in some cases, you may wish to dig a little deeper into their process and expertise. You might ask:
- How do you research a product?
- How do you plan and prioritize your call schedule?
- How do you pass the gatekeeper?
- How do you get a physician to switch to your product?
By asking these questions you should get a good look at their strategic process and their understanding of the industry.
Asking About Difficult Situations
As a recruiter you want someone with drive and a competitive edge. You also want someone who can handle themselves in tough and stressful situations because talking to physicians can get intimidating. Some common questions are:
- What is the most challenging aspect of pharmaceutical sales?
- Can you tell me about a time when you lost someone’s business?
- How did you handle a time when you didn’t see eye-to-eye with your supervisor?
- Can you describe one of your biggest mistakes in your last position?
- Tell me about a time you lost your cool.
During this part of the interview you should start to get down to business. You need to determine if your applicants understand the challenges they will face and if they are able to meet those challenges and overcome them.
Closing the Deal
Most importantly you need to know if your candidate can do what you are hiring them to do. Can they sell? To find out you can ask one of the following:
- Why should we hire you over other candidates?
- How will you best contribute to this company?
- Why are pharmaceutical sales jobs for you?
You cannot expect a pharmaceutical salesperson to give their all to selling your product if they cannot even sell themselves during an interview.
In answering all of these questions, specifics are crucial. A good candidates needs to expound on their specialized knowledge, network, commitment and enthusiasm. They need to be able to meet your needs. These interview questions can will make the interview process more efficient and save your company from making costly mistakes when hiring a pharmaceutical salesperson.
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