Imagine you are interviewing for a sales executive role at a medical technology company.
You already have 20+ years selling healthcare technology to hospitals and doctors and you are looking for new opportunities.
Whether you currently have a job and looking to switch or you are between gigs, you can expect the process to take at least a few months ... and be incredibly competitive!
Assuming you have already gotten through the initial screening process with the recruiter and / or HR manager, you'll likely find yourself faced with a range of interviews with the hiring manager, other sales reps and members of the management team.
No doubt, you'll be looking for ways to stand-out from competition and really shine.
But exactly how much effort should you put into preparing for a job interview?
We are excited to share with you how a top sales executive used Carevoyance to expertly navigate the interview process and win more job offers!
You would never walk into a sales meeting unprepared, so why on earth would you ever consider walking into a job interview without a full understanding of the company, their market and what it would take to sell their product?
A company’s website, LinkedIn page, and recent news stories are great places to start finding information about the companies on your wish list (as well as their products and their targeted market).
After you have dug through the company website and read the relevant results of your research, there's still more work to be done. You’ll want to synthesize that knowledge which will enable you to dig further into the market and product potential and start to act like you have already been hired for the sales role - during the interview process!
There are a number of important reasons for building out a market development or sales plan as part of interviewing for a sales executive role at medical technology company.
In fact, three clear benefits emerge, including:
Here at Carevoyance, we recently had the opportunity to work with a client who faced this exact situation.
At his previous job, he had been using Carevoyance for the past several years which had been instrumental in his ability to close million dollar sales of capital equipment to hospitals. He wanted to be as prepared as possible to put his best foot forward and ensure he became the company’s top candidate.
Below we have outlined a step-by-step summary of how you can use a data-drive approach to land your next job.
If you don’t have access to Carevoyance (and why is that? we should talk!), then you could piece together some of the information you'll want to access to about any given healthcare provider by using public data sources including HCUP, Dartmouth Atlas, CMS , PubMed or Google Scholar.
Step One: Show you know the market
Step 2: Show your skills for creating an account plan
Key Question: How will I engage gatekeepers, build trust and create product champions in this new role?
At this point in the interview process, you should have a solid understanding of the company's messaging and product differentiation. Segment the targets you uncovered in Step 1 and create a game plan for one or two of the high priority targets.
Think through what aspects of the company's messaging or product profile will resonate most with each stakeholder at your targeted opportunity (such as Physician Leader, Hospital Administrator, Purchasing Manager or others involved in buying the technology).
What messaging or product benefit will resonate most with these stakeholders?
With Carevoyance, you can easily find the facility's performance metrics and match your messages on a variety of topics your potential buyers will care about including:
Step 3: Show how you would support a client throughout the sales lifecycle
Key Question: How will I communicate the product's return on investment and drive utilization of the product?
Put yourself in the prospect's shoes; they will undoubtedly expect you to help them understand and quantify their return on investment on the product you are selling.
In addition to the product delivering value directly within the physician's practice, look outside the hospital's four walls to see who else benefits from the investment.
While it’s a lot of work to build out a market development plan for every job opportunity you interview for, the payback is huge.
Not only will you impress the interviewing team, but it will present ample opportunities for you to go deeper into the technology or product you will be selling. Before you start the job is the perfect time to validate the role, the product and the company are all a good fit!
Perhaps time won't allow a full deep dive on every opportunity, but you should definitely consider these tactics for the most exciting or the most promising jobs that you are pursuing.