1. A personal view on careers in scientific sales
Steve Cole

2. About me Graduated 1982 Pharma / Lab equipment / IT
Birmingham University
BSc 2ii Biological Sciences
Pharma / Lab equipment / IT
UK sales
International sales management
Direct experience of marketing and customer service
Board level experience of finance, R&D, production
2005 set up own business
Sales training & interim management

3. 60 second challenge Talk to another person near you
Find out something unusual / interesting you didn’t know about them…..
Hobbies / interests
Achievements
Travel
Famous people they have met

4. 60 second challenge How did you get on?
What do people like talking about most?
BECOME NATURALLY INQUISITIVE
STEP OUTSIDE YOUR COMFORT ZONE

5. Customer facing roles in the commercial world
Scientific Sales
Customer service / internal sales
Application specialist / technical support
Marketing
Field service

6. What could it lead to? Sales management International distribution
Marketing
Applications / technical support
Office / admin management
General management
Self employment / consultancy

7. A day in the life of a professional sales executive7 7

8. A day in the life of a professional sales executive8 8

9. A day in the life of a professional sales executive
“Solution selling” We are in the business of helping people solve their problems 9 9

10. A day in the life of a professional sales executive10 10

11. A day in the life of a professional sales executive11 11

12. Professional selling – what it isn’t…….
Making people buy something they don’t want!
Foot in the door
Phoning people in their homes at night
Driving around in a flashy car being nice to people

13. Professional selling – what it isn’t…….13 13

14. What are your options? What kind of business do you want to work for?
High tech specialist manufacturer of instrumentation
Wide ranging equipment supplier
Consumables
Pharmaceuticals IT

15. What are your options? Is size important? Geography New start up
Established SME
Global corporation
Geography UK
International

16. What sectors do they operate in?
Private sector
Pharma R&D / biotechs
Food production / agriculture
Environmental / waste management
Energy
Public sector
NHS
Clinical diagnostics
Medical devices
Pharmaceuticals
Academia / research
Others

17. This is a good job for you if....
Good communicator
Enjoy discussing science
Outgoing
Naturally inquisitive
Team player
Embrace change
Willing to step outside comfort zone
Organised & disciplined
Self sufficient
Results and task oriented
Flexible & committed – not a clock watcher

18. Routes into a career in scientific sales
Get experience in sales eg
Shop / restaurant
Start working in internal sales / customer service
Select your “target” employers & apply direct
Attend industry exhibitions – leave your cv

19. Routes into a career in scientific sales
Find a good recruitment agency
Workshops / training
Interview prep
“Debrief” the interview
I can recommend some to approach…. and some to avoid

20. The employer’s perspective
We see thousands of CVs
We interview hundreds of candidates
We look for reasons to EXCLUDE
Spelling mistakes
Grammatical errors
Don’t lie!
Take care what you post online…

21. The employer’s perspective
We look for good people that can stand out from the crowd
Qualifications alone are not enough
We want you to demonstrate either ACHIEVEMENT or POTENTIAL - preferably both
We want people who are effective now AND have the potential to be leaders of the future

22. Stand out from the crowd
Sales experience – anything is better than nothing
Spend a day “shadowing” a sales exec
Demonstrate
leadership and initiative
achievement and results
overcome difficult situations
Complete an online personality profile eg BELBIN 22

23. Stand out from the crowd
YOU
Life experiences
Influencers
Sales / customer experience
Situations where you had to change peoples’ thinking
What you have learned from them

24. How to be a winner at interviews

25. Your cv
3 pages maximum
Focus on your achievements AND what makes you different
Include a variety of aspects of your life
Include a reference (personal and professional)
Write a personalised cover letter
Explain why you are suitable for this job

26. Common mistakes
TYPOS
SPELLING ERRORS
GRAMMATICAL ERRORS
LIES

27. Interview hints and tips
Preparation – what can you do?
Questions you want answered
Questions they will want to ask you
Research the company
Shadow someone already doing the job
The interview
The follow up

28. Conveying the message Remember the KISS principle Simple/ Short/ Sharp
What makes you different from every other graduate?

29. Interview hints and tips
Arrive early!
Smile
Firm handshake
Good eye contact
Upright body position
Clear voice
Dress code
No spinach on your teeth!

30. Interview hints and tips
Bring your “brag file” with you
Show us you are a bit different
Show why you would be a good choice for us
Take the opportunity to ask any questions you want
Employment is a two way contract
MAKE SURE YOU “CLOSE” AT THE END

31. The follow up
Debrief with the recruiter
Write / the interviewer

32. Choosing the right job for you
Don’t just accept the first offer that comes along
Make sure it is the right choice for you

33. Choosing the right job for you
Career options
Make sure you choose an employer that commits to training & development
Personalities / “chemistry”
Don’t worry about the money!