I think in favor of the company's best interest salespeople should be given prior training on the general engineering behind their medical devices. It will not only help the salesperson recommend the correct product but also make selling easier considering you can better "sell" your customer on the product. However, with that said I don't feel sales people need an extensive background in engineering to do well in their career. Most of the time within the company you're localized to a specific area of the company's product that can be reviewed and studied on the job. Frankly, many of the medical devices being sold are simple in principle and easy to understand in a short conversation. Understanding the nuance behind each design decision will require more thought but should not be that hard to understand after a short course.

What do you think should be covered in these courses? What balance of biomaterial/biomechanic/bioinstrumentation should be made?

@anthonynjit Biomaterial/biomechanic/bioinstrumentation content of the training depends on the product, but in general I believe that a training course on a medical device product should include the following:

- what medical device regulations govern the product they are selling and how is this product compliant? Sales rep should have all documentation on hand and well understood

- what is unique about this device design? What customer need did the design engineers fulfill?

- How the technology works (may need general material pathway interaction or mechanical knowledge depending on device)

- How the customer uses the product

Training should also include market knowledge and competitor analysis as that is a key selling point for products. As @anthonynjit mentioned, the sales rep does not need an intense technical background but should be able to understand the basics of the technology they are selling as well as what I have mentioned above.

I believe there should definitely be a training course on the general understanding on what the product is and general engineering concepts solely because the sales person is the direct face and the person that the doctor trusts just because the doctor or customer directly relays  their needs and wants to the said person. They should know exactly how everything fits together and should be knowledgeable on general questions that the customer should have. 

That being said, the sales team shouldn't have to know the full inner workings of the product but they should have good idea on where to go to get the information. However when they are directly interfacing with the customer, they should have a good understanding to answer general questions and be able to explain to a certain degree more complex questions.

I am in sales, in short, I sell any and everything one may find in a lab (incubator, -80 freezer, balances, centrifuge, etc). A key part of me being hired is my background I graduated from college with a B.S. in biology and a minor in Sales and I have lab experience. That being said my company still does trainings with different manufacturers primarily to learn how to sell their products but also to better understand the product in which we are selling. A training course is not required but will be helpful, I assure you the company you join will provide you with all the training you need. 

I think that it is very important for a salesperson to be knowledgeable in whatever aspect it is that they sell. Someone in sales for medical devices should definitely be well versed in some of the ways and rules that go into medical devices, how they're made, what makes them safe, and what can cause issues with them. If someone applying for this position is not versed in these aspects they should be required to take some training and or maybe classes in these areas before they are out in the field selling a product. Most companies though hire sales reps, hire people with an educational background in the device that they manufacture/sell.

Before getting into medical device sales, I recommend taking a course. It will be expected of you by employers that you rapidly learn the company's procedures and processes. To be ready to sell in your first week, you must prove that you will and can commit to training. Medical sales training programs you can enroll in on your own can give you a head start. A good understanding of current trends and industry best practices is essential, no matter what program you choose. The loss of an offer can be devastating if you're caught off guard in an interview by unfamiliar industry terms.

@mayasaunders I do say that i can attest to your statement and I remember having to go through extensive 8 weeks of training years ago at a call center as a sales Rep for verizon wireless. I have to go through the product knowledge of all their products and know what to sell and who to sell too. The training helped me get the confidence I needed to sell to the consumers and I eventually become the top sales rep in my call center. But it would have never happened if I didn't put the work in and do the due diligence to get certified as a sales rep. Thats why it's critical that salespeople get all the qualifications they need in training so that they can have a leg up on the competition.

While I do not think it is a requirement of a sales representative or account executive to take a course in the field of their companies product, it would probably be more advantageous to know the language or "jargon" of what they are attempting to sell at some communicable level. This would make their jobs easier in my opinion. Knowing what they're selling and how it affects the customers, or patients down the pipeline in the case of medical devices, would be immensely helpful. Having a certification or a course under their belt may impede the workflow though. A company could pivot, for example, and transition to selling something that wasn't initially within the background knowledge of the sales team. I think the purpose of sales personnel is strong communication, flexibility and adaptation to change within the company's products or services, and potentially having a background education in sales, marketing, business, or administration. I feel like expecting the sales team to know the in's and out's as well as the scientists or technologists engineering the products may be redundant, and slow down production and the focus of gaining clients.

I agree that medical sales should have basic knowledge about their products. But nobody knows everything they sell in the company. So I believe that the training course is necessary. People probably won't buy the product pushed on their faces. They prefer to purchase products from someone who can answer their questions and gives them some feedback when they ask.

Moreover, the medical engineering background is also helpful for sales to organize feedback from customers. Since the sales have the training course, they would know more about how the products work and what kinds of trouble customers meet when they receive customer feedback. Although the customer description sometimes deviates from what they want, a training course would help sales catch the customer's intention more.

The majority of medical sales professionals have between 0 and 5 years of prior experience working in sales, marketing, or clinical settings. As an Associate or Junior Sales Consultant, they get their start in the business. Typically, it takes between six months and two and a half years for them to be promoted to sales representative. Training is based on a person's area of expertise and the organization they work for. Prior to going into the field, the majority of businesses give their employees 2 weeks of necessary training on the different kinds of gadgets they sell and human anatomy. Every six months, further training is usually given to Associate Sales Representatives during their tenure with the company.

Any medical sales training should include a fundamental manual on how to sell to your consumer because every salesman needs to know how to close deals. A competent salesperson should be able to connect with their client; they should be understanding, patient, and able to succinctly explain how their product may help them address their problems.

I do not think sales representatives need significant experience in a particular field they are selling in. However, I think ambition and willingness to learn will have a significant impact on their success. I currently work with my company as a member of their Product Management team and I spend a significant amount of time with our sales representatives. I have seen some of our most successful representatives are people that allow themselves to understand the need of the customer and work to address those needs by utilizing all resources, which included myself. 

Yes, training or courses specifically tailored to sales for medical devices can be highly beneficial for individuals looking to enter or excel in this field. Sales in the medical device industry requires specialized knowledge, skills, and understanding of the unique aspects of the healthcare environment. Here are some reasons why training or courses can help individuals become more successful in their sales careers for medical devices:

1. Product Knowledge: Medical devices are complex and require in-depth understanding of their features, benefits, and usage. Training or courses can provide individuals with comprehensive product knowledge, enabling them to effectively communicate the value and benefits of the devices to potential customers.

2. Industry Regulations and Compliance: The medical device industry is highly regulated, with strict compliance requirements. Training or courses can educate sales professionals on these regulations, such as FDA regulations, HIPAA, and other industry standards, ensuring that they sell the devices in compliance with the law and industry guidelines.

3. Understanding Customer Needs: Successful sales in the medical device industry involves identifying and understanding the unique needs and challenges of healthcare providers, hospitals, and other healthcare institutions. Training or courses can teach sales professionals about the healthcare landscape, patient care requirements, and the decision-making processes in healthcare organizations, helping them tailor their sales approach to meet customer needs effectively.

In conclusion, specialized training or courses focused on sales for medical devices can provide individuals with the necessary knowledge, skills, and strategies to excel in this unique and competitive industry, increasing their chances of success in their sales careers.

The qualifications of salespeople I've encountered are very different, which is mainly based on the chemical industry, where most of the people I knew to be salespeople had a technical degree and their main degree wasn't in business. There were some people who had a degree, such as in biology, and were salespeople, but there was knowledge that they didn't have because the industry was different from the one they worked in. In order to remedy the technical knowledge gap, most salespeople would conduct training within the company to supplement their knowledge about the products. These trainings would consist of PowerPoint presentations by chemists or other people in the company who would have ample knowledge about a product line. By conducting these training presentations, the salespeople, who would be from different backgrounds, would be able to make claims to the customer in order to persuade them to buy a product. I've also seen other times where salespeople would have a B.S. degree and an MBA as well in order to have the best advantage when going to a customer because they would understand technical information and business knowledge. Other times, in addition to the training sessions, some salespeople would be flown out to conventions to acquire more knowledge about the market and see how competitors were doing while also selling our products. Salespeople, combined with all this technical information, would be able to persuade the customer to buy more from the company as well as make a sale to their quotas.

I think they require training in engineering principles as they are marketing something that requires life importance and to professional people such as doctors and surgeons. It also shows transparency or honesty during selling medical products to doctors and professionals. it would help them in transferring to other medical device companies which in turn makes them more successful