What does the Sales Rep of the future look like?

Pharmaceutical sales is a career laden with innovation and fresh opportunities. With a high demand for healthcare solutions, the market cultivates sales reps who are determined and passionate about their role. The future also looks bright for these ambitious individuals seeking to progress in their jobs, shaping healthcare while achieving personal goals.

However, one thing to consider is that the pharmaceutical industry is continuously evolving, and the shape of today’s traditional sales rep will differ from that of tomorrow’s. This is good news and means that new advancements will help ensure sales representatives always have a platform to advocate and promote.

To maintain momentum and flow with these changes, preparation is key. This is why we give you a preview of the medical sales rep of the future.

Balancing physical and digital sales processes

Digital sales processes are already in full swing and are depended on to initiate and complete sales. But trends show that customers are missing physical communication. There’s a concern that the ability to create and sustain trust could be lost if digital sales aren’t balanced with in-person communication. The sales rep of the future must, therefore, be prepared to harmonize digital sales with human contact, a prerequisite for building and cultivating solid and transparent relationships.

Harnessing digital tools to be more efficient and push boundaries

This second outlook doesn’t contradict our first point but supports digital tools as effective means to aid in sales. This includes utilizing tools like Zoom and other video calling software, CRM systems, and real-time data collection software to its full potential. According to Harvard Business Review, 90% of biopharma sales executives agree that digital transformation is critical to their success. As sales reps familiarize themselves with new digital tools, they’ll harness them to push boundaries and establish new relationships. For example, real-time data collection can help reps determine the exact moment a potential customer is open to a sales call.

Learning how to communicate with different customers

As times change, patients are becoming more self-sufficient and seeking alternative healthcare solutions other than going to general physicians for advice. This sales scope will broaden in the future, and medical sales reps may find a more holistic customer base, including direct sales to patients. This means pharmaceutical reps will change their communicative approach, learning to convey knowledge of products and therapies to laypeople as well as health professionals. A new level of empathy, patience, and understanding will be practiced.

Adaptability

You'll need to embrace adaptability to get your pharmaceutical sales career off the ground. If the COVID-19 pandemic taught us anything, it’s that the industry can change overnight. Sales reps of the future must be flexible, and willing to adapt swiftly. Several medical sales companies are establishing hybrid approaches to work processes, allowing employees to work from home and company offices and by conducting meetings via video calls or in person. Sales reps must maintain flexibility to boost and maintain productivity.

Get ahead of your pharmaceutical sales job with IQVIA

IQVIA remains at the forefront of technology and healthcare. Driven by a passion for improving patient outcomes, we look ahead to keep a firm hand on our industry, using our knowledge and resources to revolutionize medical sales and the services we offer.

If you want to be part of our forward-thinking team and have what it takes to be a key player in the future of pharmaceutical sales, we invite you to apply for a medical device sales job with IQVIA. Alternatively, sign up for our job alerts and be the first to hear about new opportunities.

To get you started, here are 4 top tips to ace your pharmaceutical sales interview.