How to Network Your Way Into Medical Sales on LinkedIn

Applying and networking are huge when it comes to breaking into medical sales. There are a lot of qualified candidates competing for each position. If you just apply and hope to hear back, you can send dozens of applications without getting a single phone call.

Your experience and how you present it on your resume still matter. But I would rather see you apply to three roles that make sense for you and do everything possible to connect with the decision maker and team than apply to 100 jobs online and do no networking.

Start with an open role

Don’t begin by messaging random medical device reps across the country. Find an open position that fits your background (knowing whether surgical or capital sales suits you helps), then research the company, the territory, and the people connected to that team.

Look for the hiring manager, regional manager, and reps working in or near that geography. You may not find the exact decision maker immediately, but talking to someone on the team can help you understand the role and who is involved.

Make your LinkedIn profile worth visiting

Before you reach out, make sure your profile clearly shows who you are and what you’re trying to do:

• Use a professional headshot.
• Put your current role and “Aspiring Medical Sales Representative” in your headline.
• Make your experience and accomplishments easy to understand.
• Build connections with people in the industry. I encourage candidates to work toward 500 or more relevant connections.
• Post consistently about what you’re learning and why you want to enter the field.

If someone receives your message and clicks on your profile, they should immediately understand your background and your goal.

Find the right people

LinkedIn lets you search for people by company, title, and location. Sales Navigator can make this more efficient with additional filters, particularly when you’re researching multiple companies and territories.

But there are limits to relying on LinkedIn alone. Not every hiring manager has an active profile. Even if you find the right person, they may be getting messages from many other candidates applying for the same job.

That’s why I tell clients to use LinkedIn as one tool, not the entire strategy. In my program, I give clients access to my database so they can reach hiring managers and reps tied to the roles they’re pursuing directly, instead of spending all their time hunting for people on LinkedIn.

Send a message that is specific and easy to answer

Don’t send a long message explaining your whole life story. Tell them which role you applied for, why you’re reaching out to them, and what you’re asking for.

Here’s a starting point for a rep on the team:

Hey [Name], I applied for the [Role] in [Location] and saw that you’re on the [Division] team. I’m coming from [background], and I’ve been learning about [relevant product or specialty]. I’d appreciate 10 minutes to hear what the role is really like and what makes someone successful on your team. You can reach me at [phone number] if a quick call is easier.

For a hiring manager, be more direct:

Hey [Name], I recently applied for the [Role] in [Location]. My background is in [relevant experience], where I [specific, measurable result]. I’ve been studying your [division or product area] and would welcome the opportunity to introduce myself. My number is [phone number] if a quick call is easier.

These are templates, so tailor them. A message that could be sent unchanged to 100 people probably won’t stand out. Including your phone number can also make it easier for someone to call you without a long exchange of messages.

Make the phone call count

If a rep or manager gives you time, don’t waste it on questions you could answer from the company website. Do your research first.

Ask questions that help you understand the business:

• What does someone new to this territory need to learn quickly?
• What separates a great associate from an average one on this team?
• What are the biggest challenges in these accounts?
• How does the team work with physicians and hospital staff?
• What would make a candidate stand out during the interview process?

Listen closely. The conversation can help you prepare for the interview, and it gives that person a chance to see how seriously you’re approaching the opportunity. It may even lead to an invitation to shadow them; here’s how to ace a ride-along.

LinkedIn networking is about getting in front of the right people for the right roles and having a real conversation. Apply strategically, make your background compelling, and give each person a reason to remember you.

Related articles

• How to Get Into Medical Sales: A Step-by-Step Guide
• Medical Device Sales Resume Examples That Get Interviews
• Do You Need Sales Experience to Get Into Medical Sales?
• How to Ace a Medical Sales Ride-Along
• Medical Sales Cover Letter Examples: Do You Need One?
• How to Become a Pharmaceutical Sales Rep With No Sales Experience