The best medical sales reps are not the smoothest talkers. They run their territory like a business, earn the trust of physicians and clinical staff, know the OR and hospital workflow cold, and follow a repeatable process from first conversation to closed deal.
These guides come from experienced reps, sales leaders and authors who have done the work. They cover your first 90 days in a territory, how to prioritize accounts and plan the week, operating room etiquette, how to get time with a busy surgeon, the conversations that move deals forward, handling objections, closing, training clinical staff and running a product launch.
Start here
All guides ›- 01What Every New Medical Device Sales Rep Should Know About the Actual JobThe Lobby Editorial5 min read
- 02Your First 90 Days in a New Medical Sales TerritoryThe Lobby Editorial5 min read
- 03Operating Room Etiquette: The Unwritten Rules Every Device Rep Must KnowMatt Abrams4 min read
- 04Become the Rep Physicians TrustAnneliese Rhodes & Cynthia Ficara4 min read
- 05How to Build Physician Relationships That LastJon Alwinson4 min read
- 06How to Become Unignorable to a Busy SurgeonThe Lobby Editorial5 min read
- 07The Four Conversations Every Elite Medical Sales Rep MastersJon Alwinson4 min read
- 08How to Handle Objections in Medical SalesThe Lobby Editorial5 min read
- 09How to Advance and Close the Deal in Medical SalesThe Lobby Editorial5 min read
- 10In-Servicing: How to Train Clinical Staff on Your DeviceThe Lobby Editorial5 min read
- 11How to Run a Successful Medical Device Product LaunchThe Lobby Editorial5 min read
- 12Build a Smarter Territory: How Elite Reps Prioritize AccountsThe Lobby Editorial4 min read
- 13How Elite Medical Sales Reps Plan Their WeekAnneliese Rhodes & Cynthia Ficara4 min read
- 14You’re Losing Sales Before You Ever Walk Through the Door: Why Territory Planning Matters More Than You ThinkThe Lobby Editorial4 min read
- 15Your Territory Is Talking. Are You Listening?Jon Alwinson4 min read
- 16The Hidden Mistake That Costs Medical Sales Reps Their Best AccountsAnneliese Rhodes & Cynthia Ficara4 min read
- 17Protect Before You PursueAnneliese Rhodes & Cynthia Ficara4 min read
- 18How Top Medical Sales Reps Find Growth Opportunities Before Their CompetitorsThe Lobby Editorial4 min read
- 19How Medical Sales Reps Win Back Hours Lost to the RoadThe Lobby Editorial4 min read
- 20How Medical Device Teams Solve the Field Inventory ProblemThe Lobby Editorial4 min read
- 21The Rep Can't Always Be in the Room. Here's How the Knowledge Can Be.The Lobby Editorial4 min read
- 22The AI Playbook for Healthcare Sales RepsThe Lobby Editorial4 min read
- 23The Best Medical Sales Reps Don’t Chase Motivation. They Build Systems.Jon Alwinson4 min read
Frequently asked questions
What skills do you need for medical sales?
Clinical curiosity, disciplined territory planning, relationship building with physicians and staff, objection handling and the ability to advance a deal through hospital purchasing. Our skills guides cover each one.
How do medical device reps build relationships with surgeons?
By being consistently useful: knowing the product and procedure, respecting the OR, following through, and solving problems for the whole care team, not just the surgeon.
What should a new rep do in their first 90 days in a territory?
Learn the accounts and the people, protect existing business, and build a territory plan before chasing new deals. Our first-90-days guide lays out the sequence.