Warner Search Group

With over 25 years of combined experience in Healthcare Sales and Marketing Recruitment, we have an inside look at what it takes to enlist exceptional talents who can be an asset and help every health care service grow.

Our goal is to equip every client with materials, information, and professional tips to help them secure the most suitable position that fits their qualifications. Whether they are looking for employment that includes medical device sales, hospital sales, healthcare consulting, or laboratory sales, we help them prepare for their eventual medical sales profession.

• Sales Business Plan
• Interview Tips
• Investigate the Company
• Know How You Can Be an Asset for the Company
• Reasons to Refuse Counter Offers

Sales Business Plan

Every well-heeled company understands the importance of outlining a good sales business plan. This helps develop strategies that ensure a tangible outcome and secures a good grip on potential targets.

1. Be specific about the intended market
   - Specify the types of target customers
   - Geographic analysis of territory accounts and major prospects
2. Marketing Strategy
   - Territory programs
   - Implement marketing strategies and resources
3. Sales Strategy
   - Tactical propositions
   - Strategic approach
   - Active customers
   - Resellers
   - Potential client analysis
       a. Purchasing within 3-6 months
       b. Ready to buy in 6-9 months
       c. Ready to purchase in 1 year or more
4. Timeline Efficacy
   - Meeting of goals (30, 60, 90, 180-days, 1-year plan)
   - Inclusion of training period
5. Market and Competition Analysis
6. Sales or Profit Estimation and Forecast

Interview Tips

Most employers use behavioral-based questions to gauge a job seeker's skills and experience that exactly relates to their intended positions. These questions are aimed to display positive indicators contributory to future achievements and success. This also helps an employer determine whether you have the attitude they need for the vacant position that needs to be filled.

Here are some behavioral based questions that you need to formulate an effective answer to:

1. Citing an example where you have worked under pressure. One question that you may be fumbling with is giving out an example where you have worked under pressure and provided a good outcome. Although spur of the moment instances may not be adequate, explaining how you were able to handle the pressure and deliver can satisfy the question. This also tells the interviewer the attitude you have and wit to think clearly in cases when the company needs to have you perform unexpected tasks.
2. Making a mistake and how you handled it. As integrity is a vital characteristic you need to have, your prospective company may ask a question regarding past job mistakes and how you were able to offset such mistakes.
3. Your attitude when working with a team. Most employers look for team players who are willing to contribute for a common goal. Such applicants are much more preferred than people who seek to work alone.
4. Handling difficult situations. Your interviewer may ask you about how you have handled difficult situations relating to your previous work. This helps them determine the attitude you show when faced with such instances and how you effectively handle such situations.
5. Your time-management skills. Your attitude towards work may be determined by how you handle multiple responsibilities and how you organize it well. Your interviewer may also ask how you were able to meet the deadline to help them decide whether you have a systematic work approach.

Investigate the Company

Job applications are not just about getting into the doorstep of the company and getting employment. Successful candidates have always been active the entire process including finding information about the company beforehand.

This is a good strategy for seeking the appropriate company to work for. Not only will you learn about the company's culture and their performance but how you would fit in and what you can contribute.

Regardless the size of the company you are seeking employment from, whether it is global-sized or a startup, a public agency or a privately held corporation, investigating on the company's background will help you make an informed decision whether your expertise and skills would be valued.

There are a lot of ways to investigate a company including searching the Internet or checking public information. Additionally, reading their past and a current annual report will help you secure the needed information you can use during the initial interview.

Reading magazines, checking their corporate profile through 10K reports or SEC documents can provide you with significant data about the company. Understanding the financial stability of the company in the past 12-months will be helpful if such topics arise during the interview.

This also creates a good impression on the interviewer rather than being left in the dark which would make you appear disinterested than you initially intend to

Know How You Can Be an Asset for the Company

Employers are looking for people who can contribute to the growth of the company and not the other way around. Most applicants think ´what's-in-it-for-me´ when this actually negates the attitude the interviewer is looking for.

 Focusing on what the company needs and showing them how you can contribute will increase your chances of securing the post as opposed to being self-centered and concentrating on your needs.

Subjects that direct the interviewer's attention to your needs including ¨I´d like to work at home.¨, ¨Do you have flex time?¨, or ¨How fast can I expect my first promotion?¨ will make the interviewer doubtful about your sincerity and how willing you are to go the extra mile to contribute to the company.

Warner Search Group has a foundation of helping applicants develop a strong sense of confidence using the FAB (Feature-Accomplishments-Benefits) formula. This helps increase your chance of getting hired because you primarily identify a company need, provide a solution based on your previous work experiences, and summarize with how this helps your future employer strengthen his business.

In such cases, you build your value by presenting a solution to a company need which will be seen as an asset by the interviewer. Applying for a job is more like selling a commodity, highlight on your qualifications and sell your benefits. This is a reasonable strategy to land the job you want.

Reasons To Refuse Counter Offers

A counteroffer puts you at the table to bargain with the employer for whatever negotiations they may have to retain you with your current work. Although you may think that you have the upper hand, it can be a little tricky in most instances.

One good example is when you approached your boss that you have been offered a better position in another company, he asks if you are interested to stay, and gives them a hint that you might possibly be. They have then turned the table to find out what they have to offer.

Here are some reasons not to accept the counteroffer:

1. All companies follow a rigorous salary protocol which needs to be followed, before accepting the counteroffer ask yourself where the money is coming from and the people you would be sidestepping.
2. Your loyalty will always be questioned since you have made your employer aware of your dissatisfaction.
3. You will be on the list of diminution when times get rough.
4. Your co-workers will look at you differently when word gets out about your acceptance.
5. Lastly, accepting the counteroffer negates your initial decision and can be an insult to your intelligence and a blow to your personal pride.