So how would you answer this question?

Replies to This Discussion

Permalink Reply by Anthony Stefanou D.M.D. on March 4, 2010 at 5:43pm

Well Kevin...interesting question, and a not so uncommon situation today...many medical sales consultants are being hired to "cross" over to dental by companies that think if they are successful in medical devices, pharma, etc...they will be successful as well in dental. It's a tough one, because now this individual needs to, because compensation initially is limited, "prove" they can have the same results. And, as a dentist who has been a sales person and a sales executive in dental, honestly....without "understanding" dental and how dentists think, he/she will not get many face to face appointments. What works in medical doesn't usually work with dental, as physicians and dentists consider different things to be "important" in the opening of the sales pitch. Hitting the dentist with how great the product is and/or the science up front fails most of the time. So, honestly this person can certainly consider taking the position but not without some 'training' on understanding the mindset of the dentist. And, as a shameless plug, this is EXACTLY why I developed the "How to Sell to Dentists' workshop. I suggest you tell him to contact me and make a modest investment in this type of training! Tony

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Permalink Reply by Jackson on March 4, 2010 at 7:19pm

run, don't walk, from this one

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Permalink Reply by Dental Sales Rep on March 4, 2010 at 8:49pm

Not knowing who the company is it is hard to say. However, how can a dental company expect someone outside the industry to even answer the question posed? Cold calling in dental is as difficult as cold calling in any other industry. Without knowing anything else I would agree with Jackson on this one. Buy yourself some Sacony running shoes and don't look back.

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Permalink Reply by Mary Roherstern on March 5, 2010 at 6:27am

I appreciate all of your comments and my gut says to walk away as well. I unfortunately do not several month's income saved up to give this straight commissioned opportunity a try.My opinion is that if the products are so great, and my sales background has been proven to have been successful, why not pay me a salary or draw for a few month's to get started. I doubt anyone even a seasoned Dental sales rep would take this offer unless they had money in the bank! Thanks again.

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Permalink Reply by JW on March 5, 2010 at 10:14am

Unless the product is something truly unique or ground breaking..I would say the average would be about zero

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Permalink Reply by Warren on March 5, 2010 at 11:25am

It doesn't sound like a great position for you. There are some reps who would take a new product line on like this - but probably after they already had established a territory with other product lines they carry as independant distributors.
On its' own, it doesn't sound promising....

Dr. Stefanou has it right - this is a different business built on long term relationships and trust. If you don't have months to build this relatioinship and learn the business it could be a very tough way to make a living!

Smile!
Warren
DMDrep.com

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Permalink Reply by Robert Hays on March 10, 2010 at 1:56pm

Would you be a 1099 contractor? This might not be as bad as it sounds if you have the opportunity to be an independent rep, and pick up additional lines that you could rep. The other consideration is whether or not the product lines are sold through distribution or direct. There are a number of direct companies that do quite well, but the retail dealers tend to have strong relationships with the dental community, and can offer another sales channel to help bolster your revenue.

I would also echo some of the other comments. The dental business historically is built on long-term relationships. Having never been in pharma or medical device sales, I do understand from colleagues that have, that it is a very different dynamic.

Best of luck!
rh

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