The
pharmaceutical sales industry is always changing. With the end of 2016 proving
to be a challenging time for a few pharmaceutical companies, pharma sales reps
are having to re-think the way they set goals and achieve success in the
industry.
While this
news may be a wake-up call to some, many pharma sales reps are still advancing
in their careers and experiencing success. In fact, pharma sales salaries
continue rising year over year, according to 2017 Pharmaceutical Sales Salary
Report. This is good news for anyone looking to continue growing a successful
career in pharmaceutical sales.
One of the
secrets to a flourishing pharma sales career is to make success a habit.
Aristotle puts it best: “We are what we repeatedly do. Excellence, then, is not
an act, but a habit.”
So, if
you’re wondering what it takes to rise to the top of your career and become one
of the best pharma reps in the industry, try incorporating these habits:
1. Put in more miles to go above and beyond.
The most
successful pharma sales reps are willing to put time into growing their career.
In fact, our salary report found pharma reps who travel 50 to 75 percent of the
time earn the highest income.
Traveling
more works because it allows you to build in more time to see customers and
develop tightknit relationships. The stronger the relationship you have with
customers, the more likely you’ll have returning business, resulting in a bigger
paycheck.
Optimize your schedule by
keeping track of when your contacts are available. This lets them know you care
about their time and helps you plan your schedule more effectively.
Next, take a
look at your schedule and see if there are opportunities to build more time for
travel. If you find there are a couple extra hours to travel with during the
week, slowly start adding more hours on the road.
2. Don’t give up on your goals.
The best
pharma reps know there are plenty of ups and downs in their field. Their
perseverance and ability to grow from mistakes and trials leads them to
success.
Just like
many careers, success doesn’t happen overnight. Staying focused, determined,
and persistent will help you reach your goals. Our salary report found those
who have more than 20 plus years of experience in their field earn the most.
While time
is a factor, it doesn’t mean you have to wait 20 years to reach your fullest
potential. Now is the time for you to put your best foot forward and continue
developing your skills. The more proactive you are about advancing your career,
the more likely you’ll get ahead and closer to your goals.
Advance your
career by surrounding yourself with mentors who are truly invested in your
success. Find mentors who have been in the field for at least 10 years and have
walked down a similar career path. It’s likely they will be open to coaching
you or giving you a few pointers on how to advance within your industry.
3. Create your own path to the top.
Leadership
roles often lead to bigger paychecks and more perks, but also come with more
responsibilities. That’s why sales directors/sales vice presidents and sales
management are earning top dollar in pharmaceutical sales.
If you see
yourself stepping into a leadership role someday, spend time thinking about
where you see your career in the next five years, both professionally and
personally. Do you see yourself hustling? It might make sense to keep working
in sales. Do you envision yourself mentoring a team? Maybe you should invest in
leadership development opportunities.
Make both
short- and long-term goal lists to help you reach your ideal career. After
creating your list, share it with management and mentors so your team of
supporters can help you reach your goals. Don’t forget to set attainable
objectives to keep you on track for success.
While others
are letting their pharma sales careers pass them by, you can take advantage of
opportunities to continue building a successful career. All you need to do is
establish these habits and have a little determination, and you’ll be on your
way to becoming one of the best pharma sales reps in the industry.
