What Is It Like Being a Pharmaceutical Sales Rep?

Just the other day, you've discovered the most fundamental questions when it comes to pharmaceutical sales, and that is: what you know about pharma sales, and why you want to be part of it. It was one question with 2 parts answer.

And earlier you've learned about what makes a good rep in pharmaceutical selling.

You have basically covered all the necessary base, and what we're looking at in this article touches on the overall lifestyle of a rep. You'll get to peek into the general aspect only because there are too many variables if we want to get into details, like gender, geographical, and personal preference, to name a few.

Do you want to know what it is like being a pharmaceutical sales rep? For the last twelve years or so, I had mixed emotion when people ask me this question, and most of the time, my answer depends on who’s asking. If I know them, I probably spill everything, no stone left unturned so to speak, but if the one praying is someone who anxiously waiting for the result of a job application, I’ll answer differently. Why?

Because being a pharma sales rep means different thing to different people. No two sales reps are alike. To illustrate it, perhaps walking you through the timeline from my career beginning until now would be helpful.

In The Beginning, It Was Uncertainty

I’ve never sold a single thing before. I’m a shy guy, and I don’t talk much.

When I got started, I was placed in an area where I got no relative, and the people speak a different dialect than mine. I literally start from scratch. But if that wasn’t enough, I was more nervous with what the career had installed for me…

… What are the customers like? What’s my daily schedule like? How would I live from day to day? Would I make it in this career?

There are so many questions to ask, and so short answer is given. It was a time of uncertainty.

And I can tell you, back then, friends were of little help. In fact, I have none when I started, and even if there were, I believe they would not understand my situation fully. It was anxious to be on your own in a new place, but it was exciting nonetheless.

I recalled the very first day I was out on the field, the senior whom I’ll be replacing, took me to the customers and let me do all the introduction and details. It was scary! I still recall vividly how I stumbled and act clumsy when searching for the right material to present to them.

How I could not feel scared when my customers were all professional healthcare providers, like doctors, pharmacists, and others? And the burden of displaying the high standard of the company was on my shoulder. I have to look good, and I had to figure it out on my own fast!

Then It Was Adjusting

After a few months going through the routine, a set of pattern starts to form, and I began to adjust to the situation. I know when to see customers, what to tell them, and even if they are new, I can figure out the best way to approach.

Things were looking better, and the company provides the training as I go along, which, in a way, did help.

The best part is, I start to form work habits. The supervisors could quickly notice them since they have been there themselves, but since everybody is unique, there are differences in the way they are expressed.

Were they good? Were they bad?

The answer is, well, it depends. Some habits really help in making me more efficient.

For example, I’ll start my day call by seeing my best customers. It helps set the tone for the whole day, and it warms me up to see other customers. Besides, your best customers call was like meeting an old friend; it’s all friendly and pleasant.

But there is a habit that is not really helpful, like for instance, writing my call report once every week.

It was easy to skip writing it because there was always ‘convenient excuses’ cropping up, like going to the movie, spend the weekend out with friends (yes, I finally make a few in that period), and many more. When it comes to the report, well, there’s always next week, right? After all, the ‘boss’ is not coming yet.

By this time also, I started to become comfortable with the work schedule. Since I was based outstation, I very much decide when I start working and when I end it. Sometimes, it can be a short working period, mainly if my buddies have made plans.

And they got nothing to do with work…

Plus, there is money to spend. Now, I got the taste of incentives and allowances and learning quickly ways to maximize both, there was so much to do with the extra money, other than saving or invest it.

They were not as exciting as spending on ‘toys’ and hobbies…

Finally, There Was Uncertainty Once Again

But this time it’s for a different reason. It was mainly driven by the question: ‘Is this all there is? What could be more out there?’ and the search began.

When people frequently ask you, “Hey, how long are you going to carry detailing bag?” you start doubting your career in the industry. It’s not like are going stale, but everything seems to be routine now; seeing the same faces, talks the same things and do the same activities. At times, it moves from routine to boredom.

And things outside appears more exciting…

They probably are, and the only way to know is to try them out.

Some pharmaceutical sales rep would not mind spending their whole career with one company, but I can tell you, there are good reasons for it.

For example, I know of a friend from another Pharma Company, who has been working for more than 20 years with the same company, and he’s approaching retirement age. But outside his day to day job, he got his laundry business where he paid people to run for him.

And part of his salary and all his incentives are poured into the business.

There is another friend who clings to the job because he works his way up, through rank and file, and if he were to give up his position to look for a new job, he afraid that it’s already too late.

He feels that it’s already too late for him to start all over again…

These are just some of the reasons why people are not moving from their current position with a pharmaceutical company, but in the recent years, with lots of merger and acquisition going on, some reps are forced to leave, and often time they find themselves in a new territory where they are not prepared for.

What is like for them in such a situation?

I believe it is scary, especially when they have high commitment and others who depend on them to put food in their mouth and cloth around their bodies.

Some pharmaceutical sales reps think, “Nah! That would not happen to me”, but trust me, when it DOES happen, you better be prepared. It’s nothing like what you’ve seen before. And that is what’s it like being a pharmaceutical sales rep; always changing and on the move.