The Pharma Sales Interview Breakthrough Blog
I hope all is well. We are now at #10 (we have been counting down from #18).
Here is a recap of the previous questions:
18) How would you respond if I said we are not going to offer you this job?
17) How would you describe your work ethic?
16) What are your expectations of medical sales / hours/ etc?
15) Share with me your most creative/imaginative work.
14) How did you prepare for this interview?
13) Have you ever worked on a team where someone wasn't pulling their own weight?
12) What are your salary expectations?
11) Why did you leave your previous jobs? Why do you want to leave?
If you would like to see the responses, click "previous" below and you will find those responses to those specific questions over the past few months.
So, let's dig into the next curve ball question.
How do you see the role of medical sales/pharmaceutical sales evolving over the next decade?
I think this type of question can really help an interviewer gain insight into the candidates understanding of the bigger picture and of all of the moving parts in healthcare reform. For example, if someone responded with "I think that medical sales reps will have to provide greater value to physicians as access becomes more and more limited...to provide value they must know their product better than anyone else...." First of all, that is a vague answer...secondly...it reveals the he/she may not see forest for the trees...i.e. only see what's in front of them...they don't see the big picture.
Conversely, if a candidate responded with specifics on how MACRA legislation will force providers to choose a path (Alternative Payment Model or MIPS) and that providers will now view how they treat patients and the decisions that they make in treating those patients in a whole new light...because they...the provider...are responsible for the entire cost of care for that patient...and then the candidate goes even deeper into the ripple effects of MACRA legistation and how providers will evaluate pharmaceuticals that they choose in the future as it relates to additional ER visits or hospitalization (all very expensive to our health care system and events that MACRA is trying to reduce)
That type of response would immediately put this candidate at the top of the list because they see the bigger picture and they understand that their role in promoting a product is no longer just about efficacy, safety, and market access.
For those reps that rely on the old tried and true...efficacy, safety, and market access...they will eventually lose all access and all credibility with providers. The rep that can see what the provider sees as pressures on their practice...now that is a rep that will have access and have crediblity over the long term as health care evolves.
Of course, this is just my take. Please add your comments and thoughts below. Thanks!
The "Breakthrough" Book