How to Succeed in The Laser Aesthetic Sales Industry
In this episode of the Medical Sales Podcast, Samuel Adeyinka sits down with Derek Sanz, a regional sales director with nearly 20 years of experience in medical device and aesthetic sales, to unpack what it takes to succeed in the highly competitive world of laser aesthetics. Derek shares how the industry works across med spas, dermatology practices, and plastic surgery offices, why capital equipment sales requires a different mindset, and how reps must balance clinical knowledge, business acumen, prospecting, and closing. He also breaks down the income potential in aesthetics, the reality behind seven figure sales careers, the sacrifices required to perform at that level, and what he looks for when hiring and developing new reps. This episode is a must listen for anyone interested in aesthetic medical sales who wants to understand the opportunity, the competition, and the mindset required to build a high earning career in the space.
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Transcription:
Samuel Adeyinka (Host):
Hello and welcome to the Medical Sales Podcast.
I’m your host, Samuel, founder of a revolutionary medical sales training and mentorship program called the Medical Sales Career Builder.
And I’m also host of the Medical Sales Podcast.
In this podcast, I interview top medical sales reps and leading medical sales executives across the entire world.
It doesn’t matter what medical sales industry, from medical device to pharmaceutical, to genetic testing and diagnostic lab, you name it.
You will learn how to either break into the industry, become a top 10 percent performer within your role, or climb the corporate ladder.
Welcome to the Medical Sales Podcast.
And remember, I am a medical sales expert sharing my own opinion about this amazing industry and how it can change your life.
Hey, Derek. How are we doing today?
Derek Sanz (Guest):
Awesome, man. Thank you for having me. I appreciate it.
Samuel Adeyinka (Host):
Absolutely, man.
Derek, why don’t you tell everybody who you are and what you do?
Derek Sanz (Guest):
My name is Derek Sanz.
I’m out here in San Diego, California, and I’ve been in the medical device and med tech world for about 20 years now.
I started as a sales rep and have been promoted a few times throughout my career.
I’ve done a lot of different things.
I’ve worked with really small startup companies and really big enterprise companies.
I’ve worked in private equity-backed businesses.
I’ve done hospital sales and capital equipment.
Samuel Adeyinka (Host):
Derek, you’re giving the farm away.
We can’t give it all to them right now.
We have to let them build up to it.
What’s your current position today?
Derek Sanz (Guest):
I’m a regional sales director for a company called Lumenis, and we do medical and aesthetic lasers.
Samuel Adeyinka (Host):
Let’s talk about it.
Is it true that aesthetics is the one medical sales industry where you don’t need a college degree?
Is there any truth to that?
Derek Sanz (Guest):
Overall, yes, you can get into aesthetics without a college degree.
I think the industry as a whole is veering away from a four-year degree being a primary prerequisite or an absolute must-have.
Some traditional companies still need to check that box.
But when you look at the industry as a whole, other experiences are starting to carry more validity and power than a four-year degree.
It’s still a great thing to have.
I’m always an advocate for getting a four-year degree.
But in aesthetics, you can do many different things without one.
Samuel Adeyinka (Host):
Fantastic.
Let’s talk specifically about laser aesthetics.
How many different divisions of aesthetics are there?
If you don’t know the exact number, give us a general estimate.
Derek Sanz (Guest):
There are a lot of different areas within aesthetics.
They range from topical skincare products to what we do, which is devices and energy-based technologies.
I would say there are probably a dozen different avenues you can enter within the aesthetic world.
Samuel Adeyinka (Host):
With laser aesthetics, is it a nine-to-five?
Is it strictly elective?
Is it a pop-in, pop-out type of position?
Are you working weekends?
Talk to us about it.
Derek Sanz (Guest):
It is strictly elective.
It’s primarily cash-pay business.
We call on plastic surgeons, dermatologists, and med spas.
Their patients are people coming in for services like facial resurfacing, laser hair removal, hair regrowth, and other aesthetic treatments.
These things are not traditionally paid for through insurance.
They create cash revenue streams for these businesses.
It’s primarily office-based work as opposed to working inside the OR or hospital.
Samuel Adeyinka (Host):
So all the clientele have money?
Derek Sanz (Guest):
Not everything is extremely expensive, but there is a large variety of treatments available in aesthetics.
Samuel Adeyinka (Host):
It’s cash, and you don’t have to deal with insurance.
Derek Sanz (Guest):
Right.
That’s why doctors and business owners love it.
They don’t have to deal with reimbursement.
People come in, swipe a credit card, and pay for the treatment.
Samuel Adeyinka (Host):
When you come into the office, are they immediately excited to see you?
Are they saying, “Derek is here”?
Derek Sanz (Guest):
Luckily, we have devices that make their businesses money, so they want to hear what we have to say.
We have best-in-class technology.
But it’s a super competitive industry.
There are a lot of companies selling devices, energy-based products, and lasers.
A lot of the time, it’s cutthroat.
You are competing against your direct competitors, but you’re also competing against other companies trying to get the same time and money from the customer.
That could be a skincare line, a Hydrafacial system, or another product or service that goes into an aesthetic practice.
I’d like to believe that when customers see us, they think, “We’re going to hear something great.”
But there’s a lot more to it.
Samuel Adeyinka (Host):
You said it’s cutthroat.
I’ve had a few aesthetics professionals on the podcast, and I hear that theme repeatedly.
One person even told me aesthetics is the most brutal area of medical sales because of how competitive it is.
Take us into a day in the life.
First of all, do you work solo, or do you have a team?
Derek Sanz (Guest):
I run the West Coast, and I have a team of about 10 reps.
Then we have sales managers and people we call territory managers who work in conjunction with the sales team.
There are a couple of different levels.
Samuel Adeyinka (Host):
Do your individual reps own their territories completely?
Is that territory their world?
Or are they working with ancillary partners and other team members?
Derek Sanz (Guest):
We work a lot with the clinical and marketing teams.
But the rep’s territory is their business.
They run it, and that’s what they’re responsible for.
Samuel Adeyinka (Host):
Is it a nine-to-five?
When the med spa or clinician’s office opens, is that when you go to work?
And when they close, do you go home?
Derek Sanz (Guest):
None of this is really a nine-to-five.
You have the golden hours, which are the hours when med spas are open and you can get in front of customers.
But like anything else, you also have calls, planning, follow-ups, and administrative work that you want to do outside those selling hours.
There are some nights and weekends involved.
We also do events, including launch parties and other customer events.
It’s not as early as certain OR jobs where you’re starting at 6:00 or 7:00 in the morning.
Med spas and plastic surgery practices might not open until 9:00 or 10:00.
But you might work later, sometimes until 6:00 or 7:00.
It’s a little bit of a shift from the schedule of the average medical sales rep.
Samuel Adeyinka (Host):
How often would a newer rep work those events?
Are they working from 9:00 to 5:00 or 9:00 to 7:00 and then doing events twice a week?
Three times a week?
Once a month?
Derek Sanz (Guest):
It might be once or twice a month.
We have some larger company-sponsored events that happen once or twice a quarter.
We also attend trade shows, which typically happen on weekends.
Then you can work with an individual customer who is launching or promoting a new treatment.
That might require a few hours one evening or on a weekend.
It’s not a huge commitment, but it is still there.
Samuel Adeyinka (Host):
Let’s talk about the day in the life of a Lumenis aesthetics rep.
Are they mostly calling on med spas?
Are they calling on clinicians?
Where is the bulk of the business coming from?
Derek Sanz (Guest):
Especially over the past couple of years, there has been a huge surge in med spas opening.
Typically, those are small business owners.
Sometimes they’re clinical professionals, and sometimes they’re not.
They all have to have a medical director whose license is attached to the business, but that person is not necessarily the decision-maker.
Then you also have plastic surgeons and dermatologists.
Those are obviously physicians, and they’re usually the business owners as well.
They may also have partners.
It’s a mix.
We’re talking to high-end physicians, small business owners, and combinations of the two.
Samuel Adeyinka (Host):
Do you have representatives whose businesses are 90 percent med spas and others whose businesses are 90 percent surgeons?
What do they say about either customer?
Derek Sanz (Guest):
You would ideally like to sell to the core specialties, which are plastic surgeons and dermatologists.
They tend to purchase these technologies.
In the current financial environment, financing can be more difficult, especially if someone is not an established physician.
For us, it can be easier to sell to a plastic surgeon or dermatologist.
However, there is a lot more volume in med spas now.
You have high-end med spas, but you also have more volume-oriented businesses.
It creates a different dynamic.
In a perfect world, you would be talking to a doctor with deep pockets every time.
But that’s not always how it happens.
You have to mix it up.
If you focus on only one segment, you’re going to miss a lot of opportunities.
Samuel Adeyinka (Host):
How does the selling style change when you’re selling to a med spa versus a plastic surgeon?
Derek Sanz (Guest):
It depends on the doctor.
Some doctors want to be very clinical and understand the actual laser technology.
Laser technology involves optical physics, so you can really nerd out on the technology if you want to.
We don’t try to do that all the time.
We need to know enough about the technology to have an intelligent presentation, but we don’t want to get too deep into the weeds.
When you’re talking to a doctor, you have to hit the points that are important to them.
Those might be more clinical.
You may talk about studies, efficacy, results, and what patients are saying.
With a med spa, you might talk more about the business.
You talk about ROI.
You explain, “If you bring this technology into the practice, patients are going to come in and ask for these treatments.”
The talk track changes slightly.
But whether you’re talking to a plastic surgeon or a med spa, you’re still talking about many of the same things.
You may simply emphasize one part more than another depending on the conversation.
Samuel Adeyinka (Host):
Has there been enough presence from companies like Lumenis in the med spa and plastic surgery spaces that reps are expected?
Does a new plastic surgeon expect representatives to walk in?
Is it the same in the med spa world, or are they asking, “Who are you, and what do you want?”
Derek Sanz (Guest):
Any plastic surgery practice or med spa is probably seeing between 10 and 15 reps a day, at least.
Samuel Adeyinka (Host):
Wow.
Derek Sanz (Guest):
They’re all over.
The good thing about Lumenis is that we’ve been considered a gold standard in the laser aesthetics industry for a long time.
A lot of doctors became familiar with Lumenis technology through their residency programs.
They know the name, and the brand is very strong.
But there are a lot of competitors now.
You mentioned earlier that you interviewed someone who said aesthetics is one of the hardest areas of medical sales.
I’ve done a lot of different areas.
I’ve worked in hospitals and sold capital equipment.
The aesthetic capital equipment job I have now is probably the hardest sales job I’ve had to deal with for a variety of reasons.
It’s a different world from working inside hospitals.
In hospitals, you may go through a value analysis committee and have a more clinically driven sale.
You might not have 10 or 15 competitors fighting for the same opportunity.
Take all that away, and aesthetics becomes a free-for-all.
Any company can come in with a product that is good or different and compete for that customer’s time and money.
You have to deal with all of that.
You also have to move fast because these deals happen quickly.
The sales cycle can be 30 to 45 days, as opposed to a year in a hospital.
You have to be highly active.
You have to do a lot of cold calls and a lot of follow-ups.
It’s a very competitive game.
Samuel Adeyinka (Host):
You said it’s a volume game.
Is there a lot of “me too” technology?
Is it, “I have this device, and they have the same device”?
Or is there real differentiation between the technologies?
Derek Sanz (Guest):
Both.
You have companies with different technologies.
Lumenis has always been known for research, development, and innovative technology.
But there are also a lot of companies with products that might be similar and less expensive.
Some have gimmicky products.
Some put a lot of marketing dollars behind their technology.
Some invest heavily in direct-to-consumer advertising, so consumers start asking for those services and treatments.
You get a lot of that.
In the aesthetics world, everybody is always looking for the next thing.
That applies to patients and business owners.
It is an ever-revolving door.
What’s next?
What’s new?
What is going to catch the attention of my patient population, bring them back into the clinic, and get them asking for this treatment?
It is always evolving.
Everybody is trying to stay ahead of the curve.
Samuel Adeyinka (Host):
Give us a little bit of the other side.
Even though there is a lot of direct-to-consumer marketing, are reps ever talking directly to patients?
Derek Sanz (Guest):
Very rarely.
If we’re helping with an event where a plastic surgeon is launching a new treatment, they might have a party.
Their patient population will come in, and we might talk to patients a little bit.
But that’s really not our job.
We’ll sometimes train the staff on how to talk to patients who are looking for something and how to refer them toward a particular treatment.
But reps really don’t talk to patients very often.
Samuel Adeyinka (Host):
Is laser aesthetics driven mostly by women, or is it more even than people think?
Derek Sanz (Guest):
It’s a lot more even than people think.
There are different areas within aesthetics.
You see a lot of men coming in for laser hair removal, which was traditionally dominated by female patients.
You see more men coming in and using all kinds of services.
That has been a great increase for these businesses because their patient population has expanded significantly.
Men are getting more involved in facial treatments too.
We also launched a hair-restoration device that is clinically proven to regrow hair.
That applies to both men and women.
Hair loss is usually seen as a male-driven issue, but women suffer from hair loss too, whether it’s related to postpartum changes or other factors.
For women, losing hair can be even more difficult.
They may have a harder time feeling comfortable walking into a hair-restoration practice.
To answer your question, these are not female-only spaces anymore.
Women still make up the majority, but the male population is definitely catching up.
Samuel Adeyinka (Host):
Go to TikTok, search hair restoration, and you’ll see all these guys flying to Colombia, Turkey, or some faraway place.
They spend a couple thousand dollars and come back with a full head of hair.
Is that good?
Is that bad?
Talk to us about that.
Derek Sanz (Guest):
I would say the risk there can sometimes be minimal, depending on what you’re doing.
You see the same thing with veneers, dentistry, and other treatments.
The question is, where is the risk?
If you’re having something like laser resurfacing, where there is a lot of downtime afterward, I don’t know if I would trust a place that isn’t regulated the way it would be by the FDA here.
Those regulations are there to protect people and patients.
If you’re going to another country because you’re trying to save money, maybe they don’t have the same regulations or the correct devices to perform those treatments properly.
There is some risk.
People should do as much research as possible and get as much information as they can about the practices and people performing those procedures.
If they feel good about it after doing that research, then it may be okay.
But personally, when my friends talk about it, I say, “Get it done here because we know what to expect.”
If you go to Turkey, you may not know what to expect afterward.
Samuel Adeyinka (Host):
Almost 20 years ago, I started in general pharma.
Back then, you had primary care physicians who suddenly opened aesthetic practices and started selling all kinds of treatments.
Does that still happen?
Is there a lot of regulation, or is it fairly open for any practicing physician?
Derek Sanz (Guest):
Every state has different laws and regulations when it comes to that.
But we do see a lot of internists, general practitioners, and other medical doctors opening aesthetic practices because it’s cash-pay.
They don’t have to deal with traditional reimbursement, low insurance payments, or all those other issues.
Having a cash-pay business is a very smart business move.
I always joke around and say you can tell which general practitioner is doing aesthetics.
Is it the one driving the Toyota or the one driving the Ferrari?
I’ll tell you which one it is.
It’s the one driving the Ferrari because they might be making $1 million more a year through all these additional cash-revenue verticals that they did not have in a traditional general practice.
If you’re a medical professional and have the appropriate licensing and oversight, you can potentially open an aesthetic practice.
Samuel Adeyinka (Host):
If it’s that easy to enter, where does skill come into play?
Are there ridiculously varying degrees of quality?
Or is the technology simple enough for a physician to understand and provide good care?
Derek Sanz (Guest):
It’s easy in the sense that there aren’t always major barriers to entry if you’re a doctor.
But you still have to bring in business.
The business itself is not easy.
Talk to anybody who owns an aesthetic practice.
It’s a very difficult business to set up and make profitable.
There is quite a bit of overhead.
You’re also dealing with a different type of patient and business.
People have to come in and pay money out of pocket for something they choose to do.
That is different from people going to a general practitioner because they medically need something.
The ones who succeed tend to have more business savvy.
Or they hire someone to run the practice who understands business.
The physician’s license may be attached to the practice, and they may oversee everything.
They might perform some of the more medically involved treatments they enjoy.
But they may also have someone in place who is business-oriented and knows how to drive revenue and bring patients in.
There is also a strong marketing component.
If you want to open a successful aesthetic practice, you need marketing or some kind of strategy to drive patients.
It’s very competitive for them too.
There are a lot of practices out there.
What makes yours different from the one down the street?
It is that competitive now.
Samuel Adeyinka (Host):
Absolutely.
Derek Sanz (Guest):
Ever since COVID, the industry has exploded.
People were staying home.
They weren’t spending money on traveling or going out to eat.
They had more money available.
And they were sitting on Zoom calls looking at themselves and thinking, “I don’t like how my face looks.”
They had time.
They started going into aesthetic practices.
Those practices were still considered medical, so many were able to stay open.
The industry had a huge increase.
Medical aesthetics went up.
Then people from outside the industry saw that and thought, “Let’s open a medical aesthetics practice.”
You saw a huge groundswell of new businesses opening over the last few years.
It has become a lot more competitive.
You still have the big plastic surgeons and dermatologists with established names behind them.
They will probably always be fine.
But for the four med spas that opened in the last few years in the same area, we’ll see what happens as the industry levels out.
We’ll see which ones thrive and which ones fall by the wayside.
We are also seeing consolidation now.
Private equity groups are starting to buy practices and bring dozens of them under one central management group.
Samuel Adeyinka (Host):
You’re saying you might have five different small, competitive med spas, and then one group comes in and buys them all?
Derek Sanz (Guest):
That can happen.
Samuel Adeyinka (Host):
Who is doing the buying?
Derek Sanz (Guest):
A lot of them are private equity firms.
They bring a large amount of money and go to successful med spas and say, “You have a business here. We want to take it over.”
They make an offer to buy the practice.
Maybe the original owner stays involved.
Maybe they retire or leave completely.
Some groups target the practices that are already doing well.
Other groups specialize in buying undervalued practices, turning them around, making them profitable, and potentially selling them again.
You’ll see these groups that are run out of another state come in and eventually buy 10 or even 100 practices.
They don’t buy them all at one time.
But you’ll see the practices gradually getting picked off.
You see that a lot in dermatology too.
There are large companies that own 100 or 200 dermatology offices.
It becomes almost like a hospital hierarchy where there is one overarching organization.
Samuel Adeyinka (Host):
It’s becoming more corporate.
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Would you say plastic surgeons understand this business better than anyone?
You would assume they could hire some people and open their own med spa.
Is that happening, or are the people opening med spas usually entrepreneurs who simply want to be in the space?
Derek Sanz (Guest):
It’s both.
Plastic surgeons are more surgically oriented, but they also use devices.
They may have their plastic surgery practice and then open their own med spa too.
They might have patients who aren’t candidates for something like a surgical facelift but would be candidates for a laser treatment.
They can send those patients to their own med spa and create an internal referral cycle.
Then you also see entrepreneurs coming in and saying, “I can build this business. Let’s get office space. Let’s find a medical director to attach their license. Let’s get the marketing machine going. Let’s go.”
Samuel Adeyinka (Host):
Let’s take it back to the reps.
What is the typical compensation model?
And by the way, is laser aesthetics considered capital device sales?
How would you define what you and your team do at Lumenis?
Derek Sanz (Guest):
We’re 99 percent capital equipment.
We have very few disposables or consumables.
It is a capital sale.
Samuel Adeyinka (Host):
Many people in our audience are in the industry, but a lot of people aren’t.
Describe what you mean when you say capital equipment.
Derek Sanz (Guest):
You’re selling a box.
The laser is the device itself.
These lasers can cost between $80,000 and $250,000.
You sell one, and that goes toward your number.
You don’t receive an ongoing residual from it.
You place the equipment, take good care of the customer, and then go find another deal.
It is always net-new business.
Samuel Adeyinka (Host):
Perfect segue.
Tell us more about the compensation model.
Is there typically a base salary?
Is it all commission?
What does it look like?
Derek Sanz (Guest):
For us, and the industry is generally in line across different companies, base salaries are somewhere between $60,000 and $90,000 a year.
On-target earnings can comfortably be in the $300,000 range.
We have a lot of discretion regarding how much we sell devices for.
We have a price card.
If you sell at a higher margin, you earn a higher commission percentage.
You can sell at a lower price, but your commission will be lower.
The best reps can make between $600,000 and $800,000 a year.
It isn’t unheard of for reps selling $6 million in equipment to make $1 million or more in a year.
Those are special people who know the business and have built a business within their territories.
You’ve seen that when companies introduce technologies that become extremely popular.
Those reps capture the market and make a lot of money.
The opportunity is definitely there.
It’s a pretty simple formula.
You have to be highly active.
You have to do a lot of prospecting.
And you have to be able to close.
It’s a very hard job.
That’s why you see people making those kinds of dollars.
If it were easy, the money wouldn’t be there.
People can get in, but they don’t always survive.
There’s a lot of churn in the industry.
There may be 20 to 30 percent turnover in a year.
Samuel Adeyinka (Host):
That’s a lot.
Derek Sanz (Guest):
A lot of it is because people think they want to do it.
Companies are always hiring because people come in and realize the job is not what they expected.
Samuel Adeyinka (Host):
A hundred thousand people just heard you say that $1 million can be made, so now they’re paying attention.
What does life look like for a rep making that kind of money?
Derek Sanz (Guest):
Essentially, they have a team.
They’ll have territory managers working below them who set meetings and closing appointments.
Then the senior rep goes in and closes.
When you have that machine running smoothly, the rep making $1 million is going from one closing meeting to another every day.
They’re closing business every day.
Samuel Adeyinka (Host):
How many devices are they closing on average?
Derek Sanz (Guest):
They’re probably closing two or three large devices a week.
Maybe it’s not one every day, but a couple every week.
That is a good pace.
That’s a lot of business.
To do that, you need a team of people.
You cannot do it by yourself.
You need people helping you set appointments, qualify the prospects, and get them to the table.
Then you have to come in, be good at closing, and keep doing it.
You don’t take many breaks when you’re trying to make that kind of money.
There are no holidays or birthdays.
If the business is there, money doesn’t sleep.
If you want a job with better work-life balance and you don’t need to make that much money, that opportunity exists too.
But if you really want to be that top senior rep, you can do it.
You just have to sacrifice a lot of things.
Samuel Adeyinka (Host):
Let’s take it further.
Think of a generic person who fits that description.
What does their life look like?
Are they married?
Are they single?
Do they really not take vacations or holidays?
Derek Sanz (Guest):
At that level, it doesn’t necessarily matter if they’re single or married, as long as the spouse understands the commitment.
A lot of times, Saturdays become working days.
It depends.
If you want to make that money, you have to do a certain amount of business per week, every week.
If you want to take a two-week vacation, that’s fine, but you might not make that number.
If your goal is to say, “For one year, I want to make $1 million, and I’m willing to do whatever it takes,” I personally probably wouldn’t take a vacation.
I’d probably work six days a week, make sure everything stayed lined up, and hit it hard.
Then I might take a two-month vacation because I earned it.
Samuel Adeyinka (Host):
So the reps doing that don’t always operate at that level.
They may decide they want to do it for a particular year and then pull back afterward.
Derek Sanz (Guest):
I think it would be difficult to sustain that level for a long time.
Some people do it.
You see some of them burn out.
Then they might need to take time off or go to a different company and move around a little bit.
That happens too.
The industry, like all medical device sales, is lucrative and fun.
You largely decide how you want to work based on your goals.
You still have to do a lot of activity.
It’s a high-volume job.
You have to get out there, pound the pavement, cold call, and do the work.
But you can take vacations.
You can take weekends and holidays.
You just have to understand the cycles of the business.
You might take a vacation in March or September.
You probably aren’t taking one in January, April, or October when the quarters are closing.
At the end of the quarter, you might take a week off afterward.
The business is very hockey-stick shaped.
The last two or three weeks of the quarter might produce 50 percent of the business.
That comes from the customer mentality that they can get a better deal at the end of the quarter.
You don’t deal with that as much in hospitals.
But private practices and small business owners think they can get another two percent off if they buy on June 30.
Samuel Adeyinka (Host):
That makes sense.
You’ve been in this space for a while, and you’re a leader now.
What makes the best laser aesthetics rep?
Where do they typically come from?
What kind of mentality do they have?
Derek Sanz (Guest):
In the aesthetic world, I think someone who comes from a strong business-to-business sales background can be a good fit.
You want someone who understands the daily life at that level.
They’re comfortable being out there, cold calling, opening doors, sourcing their own deals, and taking an opportunity from initial prospecting through closing.
They have to want to do that.
Everything else can be taught.
People think they want to do this job, and then they realize, “I don’t want to do 20 cold calls a day.”
Or, “I don’t want to ask somebody for their credit information because we have to run a credit check.”
Those are difficult things to do.
You either have that ability and willingness, or you don’t.
That’s what we need first.
After that, we can teach the technology.
We can teach the physics of lasers.
We can teach the protocols, just like anything else in the industry.
That’s the easy part.
For me, someone coming from a strong business sales background is usually a good sign, depending on how successful they were.
Other than that, it comes down to whether you have the hunger and drive to do it.
The world is yours.
You create what you want in this job.
If you don’t want very much, I don’t want you on my team because you’re not going to perform.
I want people who want to buy the $2 million house.
They want to buy a Porsche.
They want to take the vacation.
Every quarter, we send out something called “big-ass goals.”
I want big-ass goals.
Don’t just say, “I want to make another $100,000.”
I want to know what you’re going to do with that money.
If you want to buy a boat, let’s talk about the boat.
I want you to try to make that money and get that boat because if that motivates you to perform, that’s how I think about motivating teams.
It’s about having high aspirations.
I want someone who puts their head down, does the job, knows why they’re there, and goes after it.
Medical Territory Manager!
I was a Regional Sales Representative for Long-Term Care pharmacy services. I had dreamed of getting into the med sales industry when I went into my career as a nurse, but the pharmacy sales job came to me, and I had just settled. Fortunately, I had a job shakeup that allowed me to determine that now was the time to pursue my original vision.
I absolutely would not have this position without Samuel and the Evolve Your Success community. A lot of people my age would just stop trying, but EYS believed in me.
EYS allowed me to break into the industry in 90-Days after I had been trying on my own for over two years! I had lots of recruiter screenings, and a few interviews with hiring managers, but I was never offered a position.
Before EYS, I didn’t realize I was doing the bare minimum to get hired. I was applying everywhere, hoping to get noticed and waiting. It just wasn’t working! I didn’t know that that was not enough to compete in an industry this sought after, and against people who knew what I didn’t know about the process.
Of course, I had to think hard before making a financial investment that’s reasonably substantial. But when I read the testimonials of real med sales reps on the site and learned that I wasn’t the only one taking a chance on my success, that EYS was sharing that risk also, I knew I had to do it. Though you might be able to cobble together some of the steps of getting a role in med sales from online research on your own, you just can’t know what you don’t know!
The process of going through EYS presents this insider knowledge to the student, as well as giving you a progression of difficulty as you obtain the information, and you begin to master it. Not only that, but they give you access to amazing mentors and instructors, allow you to practice your interview skills, and teach you how to market yourself through social media and your own website! I cannot stress enough that EYS was the factor that made the difference in my successfully landing my dream job! The support, structure, and knowledge gained was invaluable!
I would recommend this course to ANYONE looking to break into medical sales
Thank you so much, EYS! This journey has been life changing and has resulted in the successful culmination of my 18-Year ambition! 
Sports Medicine in Phoenix! I extend so much gratitude to the Evolve Your Success group as I land this role and get ready to pursue my dream job. I am a Physical Therapist who became a little stuck in the profession due to issues with reimbursement and the difficulty for continued growth upwards. I turned to EYS to assist me in learning about the medical sales industry and gain knowledgable mentors who were able to help coach me in this process. I am a strong believer in surrounding yourself with the best and good things will happen. I did work hard, but with the support of my mentors and other colleagues going through a career change, I felt a sense of community and it confirmed my drive to get into this industry. I have already learned so much through the interview process, and feel very blessed to have had the resources this group provided. I have made lifelong friends and I cannot wait to continue to follow others’ journeys to pursue this incredible field. I urge you to give Evolve Your Success a try to gain mentorship, guidance, and support through any career transition.
and am excited to make a difference in patients’ lives as a Pharmaceutical Sales Specialist.
! Though I truly enjoyed working as a physical therapist, I can’t wait to start my career in the sales world as a Clinical Account Executive.
. I owe this opportunity to Samuel, the program, and the incredible mentors at EYS.
