Want to thrive in medical sales? In this episode, TJ, a regional business director specializing in cardiology, shares insider strategies for success—from fostering a growth mindset to mastering self-leadership. Learn how top performers refine their processes, understand their motivations, and leverage innovation to drive sales in coronary artery disease and structural heart technologies.
Discover why psychology beats tactical selling when building strong healthcare partnerships and how relationship-building is the key to long-term success. TJ also reveals how Boston Scientific onboards new reps to ensure they make an impact from day one, engaging effectively with hospital accounts.
Thinking about breaking into medical sales from a different industry? We explore how a restaurant server can successfully pivot into medical sales, the importance of demonstrating growth, and what hiring managers look for in standout candidates. Plus, get expert tips on acing interviews, crafting personalized follow-ups, and making authentic connections that lead to opportunities.
Whether you’re a seasoned rep, an aspiring medical sales professional, or a leader looking to build a high-performing team, this episode is packed with real-world insights, career strategies, and actionable advice to help you succeed in the dynamic world of medical sales.
Meet the guest:
TJ Jones is a Regional Sales Director for Boston Scientific, a global company that transforms lives through innovative medical solutions.
He is passionate about positively impacting patient care and helping sales professionals reach new milestones professionally and personally.
Connect with TJ: LinkedIn
Connect with Me: LinkedIn
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Episode Transcript:
00:07 – 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, be a top 10% performer within your role or climb the corporate ladder. Welcome to the Medical Sales Podcast. 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. Tj, please share with the audience who are you and what do you do.
00:59 – TJ Jones (Guest)
No, samuel, thank you so much for asking that question. I want to be intentional about answering it and I reflect on this often what am I paid to do as a job and it’s not really a job, it’s a career, but it’s evolved to a calling, and my calling now is to impact and influence and really I get compensated to be the best person that I can be. How can I model leadership? How can I model outside perspective? That goes well beyond product? How can I coach someone day in and day out, whether they’re on my team or not, to be the best version of themselves? Well, the first step is to be able to lead myself, model that type of activity and then hold that standard. And challenge is the wrong word. A lot of time we hear challenge yourself, but it’s impact and influence to think about the world around us a little bit differently. So obviously I use LinkedIn to do that and to anchor myself on gratitude, but really growth mindset and growth mindset is it’s tough because it’s not always positive. It is focused on.
02:06
There’s somewhere that I’m trying to get to and it may be uncomfortable, and we think about the trees that are all around us. When do they actually grow? Most people would say, oh, when the sun is shining, and that’s not the truth. It’s when it’s cold and when it’s dark and when there’s no water and the root system has to go deep, deep down to the water tree for it to stabilize. And then spring comes, and that’s when we notice, oh, the tree’s green now. But the growth happens in the dark, in the cold, in the worst of conditions. So why do I anchor on positivity? Why do I call my calling to help others see that within themselves? Well, that’s what leadership is about is about being able to see the big picture, see the full board, and help people understand. In the sales game there’s going to be highs and lows.
02:55 – Samuel Adeyinka (Host)
So hopefully that’s sufficiently. No, that’s a robust answer if I’ve ever heard one, come on, thank you. So what about your specialty in the space that you work in?
03:13 – TJ Jones (Guest)
Man, it’s people. I think when you start to take a step back, you know we’ve got people. And that’s understanding what motivates them, what drives them In sales. It could be the financial piece, it could be seeing patients succeed. Sure, it could be career success and growth, or it could be a blend of all three of those all at once success and growth. Or it could be a blend of all three of those all at once. But if we understand what type of people we’re dealing with, both in terms of the people we work with and the people that are helping patients, that’s one aspect of it. And then there’s process. How are we refining ourselves year in and year out to continue to grow and evolve? And the last piece and this is really really important is performance. Far too often we focus on performance first when it’s a lagging indicator and a lot of people are like what are you talking about? And it’s like okay, if you start in a job and you’re at 120%, did?
03:57 – Samuel Adeyinka (Host)
you influence that number the answer is no.
04:01 – TJ Jones (Guest)
It came into a space that it’s like Dennis Rodman joining the Bulls. They were already championship level organization. You just did your part to ensure that they stayed at that level, right? So that’s what I look at. What type of people are around me? How can I communicate in a way that’s going to allow them to be the best version of themselves? What is my process? I’m going to inspect what I expect as I continue to do that. Now I can change and shape the world around me. And again, the performance if I’m doing the right things and working with the right people and the process is strong, again the performance is going to be. It’s going to be, is going to be. It’s going to be. The proof is in the pudding.
04:45 – Samuel Adeyinka (Host)
A hundred percent. So, tj, tell us your title and the current space that you work in with that title.
04:58 – TJ Jones (Guest)
So I’m a regional business director for our cardiology business across Wisconsin and Illinois. We cover the coronary therapy space, so think coronary artery disease as well as our structural heart business, which is more aortic stenosis. So if we’re thinking about the valves within the heart and the heart being a pump system, we’ve got technologies to help prevent against stroke and simultaneously we’ve got imaging technology to be able to see the vessels to understand if it’s calcium or any type of morphology that would cause that pump system to be inefficient. So my goal and what I’m really bullish on is getting the people that we work with to understand C-PREP treat and from a C-PREP treat standpoint, the most important thing we can do is see what it is that is going on so that we can offer the right solution at the right time, got it.
05:50 – Samuel Adeyinka (Host)
So if somebody is listening to this right now and is thinking, wow, I love what he just said, I want that, I want to work in that space, what exactly, what title exactly, are they looking for?
06:07 – TJ Jones (Guest)
they’re looking for. So right now, I would say, any associate territory manager type role or any territory manager type opportunity would be something that I would want to explore In what. In our interventional solutions interventional cardiology.
06:18 – Samuel Adeyinka (Host)
Interventional, so they’d have to specifically look for interventional cardiology solutions. You’ve got it. Got it so with your team, how many products are you guys selling? And you don’t have to give us an exact number, but just generally speaking.
06:32 – TJ Jones (Guest)
A lot. It’s the most robust portfolio that I’ve had access.
06:39 – Samuel Adeyinka (Host)
Give us a number. There’s people listening to this that have no idea what that means 100 SKU numbers plus 100 SKU numbers plus A hundred SKU numbers.
06:46 – TJ Jones (Guest)
Okay, Because, we’ve got tons of different stents, different catheters, different guide wires. The number one thing that we sell is our expertise in the cath lab space and working with the interventional cardiologists in general, and what is most important is how our team shows up, because you can have a hodgepodge of products. It’s irrelevant if you’re not able to help them.
07:09 – Samuel Adeyinka (Host)
How your team?
07:09
shows up Exactly and we’re going to dive into that. But I want people to understand the team dynamic and how you sell 100 different products, aka how you sell 100 different SKU numbers. So I want you to just kind of remember TJ there’s a lot of people listening right now. They just they just don’t know. So I want you to kind of walk through what’s a SKU number, what does that represent and how, how. How is someone that has no idea how this works supposed to understand how you, as a sales rep, effectively sell a hundred different products?
07:42 – TJ Jones (Guest)
So the number one thing is we don’t actively sell a hundred different products. So the number one thing is we don’t actively sell a hundred different products. We know in our back pocket we have a robust portfolio, the most robust portfolio in the industry.
07:55 – Samuel Adeyinka (Host)
Now, what does that mean?
07:56 – TJ Jones (Guest)
Let’s go all the way back to somebody that doesn’t know anything about med device sales. We can take me, for example. My first med device interview went so poorly and it was with Stryker. Meddevice interview went so poorly and it was with Stryker, by the way. It went so poorly I blocked the interview out of my mind. It didn’t happen. I was on Northwestern’s campus, it was a career day and it just it didn’t go well. I wasn’t prepared. I could tell I wasn’t impressive. I’m like man. I thought my background, you know. I thought they’d be begging to get me started. It didn’t impressive. I’m like man. I thought my background, you know. I thought they’d be begging to get me started. It didn’t go that well. So, that said, what are we looking for? And this is company, company agnostic Doesn’t matter. What is any hiring leader looking for when they bring someone in there?
08:41
are three things and they’re not going to tell you this, but these are the three things. Number one this person believes in themselves. Number two they work well with others. Number three they represent the company. They represent physician partners, they represent patients in an impeccable manner. So let’s go back to the first one.
08:57
If you don’t believe in yourself, this is not the space for you. You have to have confidence. You have to be bold, getting on a podcast like this when it’s like, oh, my peers may listen, people that don’t know anything about med device may listen. Again, you’ve got to believe in yourself. You’ve got to believe that you can impact change. Now, if you don’t know anything about anything, you have to be able to build relationships with the people who do, and that’s what I find.
09:23
I’ve been able to transition from pharma to med device startup, smaller companies to big companies. And what have I found? The people who work well with others, bar none. They do the best. The top sellers. They have people that are selling for them when they’re not in the OR not in the cath lab. So working well with others is a criteria that you want to be able to check that box, and here’s what I mean specifically. You get real world information when you need it from people who are credible the average person that applies for a med device job. They do the research on their own, whether it’s chat, gpt or it is Google, and they think, oh, here’s all. I know everything that I can about.
10:07
I’ll give you an example. Watchman is a blockbuster product for us. Oh yeah, I know everything about Watchman. Well, that’s not the division that my team is a part of. We’re a part of the cardiology group, but a different product altogether. How do we create an avenue where that person has a fighting chance, if they don’t know much about cardiology, to really understand what our reps are up against or what our customers are up against? Obviously, collaborate well and talk to people who are in that space, who may have decades of experience that can tell you here’s where the space is headed, here’s how we can grow and evolve, here’s what somebody coming in could do to separate themselves. Got it? So we’ll start there, as those are the three criteria that anyone looking to get into the space needs to be able to do. Notice within that, I didn’t say have a ton of knowledge about products.
11:01
We have to have a ton of knowledge about the challenges that our customers are looking to solve and the disease states that they’re actively working in Sure.
11:12 – Samuel Adeyinka (Host)
So walk us okay. So, yes, that’s found that great foundational setup. That framework is perfect, and I hope those listening are taking notes. Now take us further, though. So you still have a hundred products you could sell, and I love how you clarified. You’re not actively selling a hundred products, you just have the ability to, I guess, call on a hundred products. But what does it actually look like? You know what? What is a interventional cardio rep on TJ’s team? What are they doing? You know when, when they’re getting into the field, are they trying to set up new opportunities to talk about the hundred products Are there? Are the hundred products kind of already known? Are they kind of identifying it? Well, we only talk about these 20 products over here, but these 10 products are kind of give us a little insight into what’s actually happening.
12:00 – TJ Jones (Guest)
Yeah, so, depending on what our customer cares about, because it’s about helping doctors help people, that’s first and foremost. So what is their lane? To be able to do that? Once we understand that, are they big on imaging? So, ivus, do they look at these images? Are they concerned with image quality? What is it that they’re actively trying to do, and how is it that we can bring value to speak a language that they care about? Because far too often it’s easy to say I’ve got this new shiny toy, but why would you use the new shiny toy? What are you currently doing for patients that have an element that routinely? You have an algorithm in place. So it’s really a two-way dialogue. To understand, it might not even make sense for us to work together. Now, obviously, I’m here because I believe in myself and I collaborate well and I represent you and your patients in an impeccable manner. That’s what your peers would tell you. But I want to make sure you know I’m in it to make sure that this is a effective partnership. Notice, not efficient.
13:09
effective, because we’re here to disrupt the way you’re currently doing things.
13:13 – Samuel Adeyinka (Host)
Not to get you to get better. We’re here to disrupt, ok.
13:17 – TJ Jones (Guest)
Now. It takes a great deal of confidence and you have to be at a certain level in your career to know that’s actually what’s happening. And far too often we anchor on hey doc, this is going to be faster, but why do I care that it’s going to be faster if I feel like my result is very good right now? There’s some risk in me trying to go faster and not getting the outcome that I would expect. So it’s really carving out a lane where we can work together and it makes sense. We both agreed that this makes sense for us to even work together in the first place. So a lot of it is understanding. We’re not here to work with everyone, but most people’s mindset is I’m here to work with everyone and remember when, I talk about the four languages.
14:04
Strategic language number three.
14:06
I need to know there’s some people that I should be focusing my time on and others that maybe it’s not the right time, because I’ve got a new technology and I got to be cognizant of listen, because I’ve been in the startup space, where there are some people that they’re going to do it their way and outcomes Whatever happens in the first 10 to 100 cases, it really really matters in terms of the market’s reaction to how well this product is going to be received. So a lot of it is that dialogue internally and then externally with the customer. So it’s more psychology than it is the X’s and O’s of going in and tactically selling. A lot of it is making sure we partner with the right people.
14:57 – Samuel Adeyinka (Host)
Okay, no, that makes a lot of sense. So, with your space then, is there a certain type of physician that is the best type of physician to talk to when it comes to your space?
15:13 – TJ Jones (Guest)
Yeah, the first thing I would say is someone that is anchored in something that we can truly relate to and understand. So, whether that’s clinical data or clinical outcomes, or being open to doing something a little bit different, looking to accomplish a specific goal, so there’s no, but there’s no, like this type of surgeon versus that.
15:39
No, from an interventional cardiology space it really depends, because we have such a robust portfolio. Sure, there’s a reason for us to be in any cath lab because they could pull any of our uh skews. They could pull one of our guide wires or one of our catheters for a variety of different reasons. But the question becomes when we’re there working with them is is there something that we can actively do to help elevate patient care and patient outcomes? And there are some people where the definitive answer is yes, absolutely.
16:14
It may be working with the cath lab staff to get them educated on some of the imaging techniques, where we just got a class one A, a indication for for imaging. How do we help drive that message home to get them from a point where they’re imaging 25% of the time to perhaps 75%, plus a lot of it is understanding where they’re at in their journey and then going along that ride with them to partner every step of the way.
16:43 – Samuel Adeyinka (Host)
No, that’s okay. So this is the perfect segue. So, brand new rep on TJ’s team. For some reason, tj has decided to hire someone that has no experience whatsoever. They just learned what the heart is. So now they’ve been trained the beginning training that every rep gets. That joins Boston Scientific and gets on TJ’s team. They’ve been trained. The, the, the, the beginning training that every rep gets. Uh, that joins boston scientific and gets on tj’s team. They’ve been trained and they’re in the field first day and they’re at the new hospital account. That, no, that does not know them at all. What are you expecting that rep to say? And who are you and who are you expecting that rep to track down?
17:23 – TJ Jones (Guest)
to say it to so number one thing I’m expecting that rep to come in with a goal and a mission to make health care better, and sometimes we do that through understanding. Where is this lab at? What do they actually even care about? Let’s step away from Boston Scientific. There’s a reason why those jerseys are turned around. Jersey doesn’t say Northwestern, it says Jones, which is my last name. I’m a representative of whatever team I’m a part of, so I want that rep to represent themselves in a professional yet inquisitive manner to where they go in with some curiosity. Ok, hey, I’m new rep. I work with XYZ team. I heard some great things about your lab. I looked at you know, the annual report. I see that you guys are looking to grow when it comes to ABCDEFG. How did you come to that conclusion that that’s where you want to grow?
18:21 – Samuel Adeyinka (Host)
Who are they talking to?
18:22 – TJ Jones (Guest)
They might be talking to the interventional cardiologist, they may be talking to the calf lab manager, they may even be talking to somebody within that calf lab. But the goal is, how do I show up and meet people where they are? I’m not coming in and trying to push anything other than understand what it is you’re looking to accomplish. And then, once we have that human level, I call it AI. Once I know your attitude and investment into the space, I’d be happy to share my attitude and investment into the space, but it’s not to push again a product.
18:56
I want a relationship. I want a partnership that is built on me understanding who you are and you understanding who I am. So, day one, I’m just looking to learn. Hey, I’m brand new to this space. I wanted to come make myself available and see if I can observe what you guys have going on here. Got it.
19:18 – Samuel Adeyinka (Host)
I’m putting the disclaimer out right now that this AI attitude investment I am stealing that. If you see a post in the near future, I stole that from you but I like it. I’m going to do something with that, but no, no, thank you for that. No, that’s very insightful and now it makes me actually want to ask. So let’s let’s talk about it. Do you hire 100 green folks to your team?
19:44 – TJ Jones (Guest)
no, let me tell you why. Because I just told you the three things I’m looking for. You got to believe in yourself and you got to collaborate well with others and then you’ve got to represent all these different arenas in a very positive manner. So that’s not a green person, that’s somebody who’s actually pretty savvy. And again, think about if we weren’t talking about healthcare. You pick a topic. Let’s say it’s restaurants, or let’s say it’s a sports team restaurants or let’s say it’s a sports team.
20:16
What did I already highlight? I highlighted people. I highlighted process, performance. I didn’t say products, I said those three things specifically. Why? Because people, they know that they have what it takes and then they partner well with others and notice I did not say they must be light, they know how to collaborate, though that piece that would make you already someone that’s not green, because that’s what the space needs and that’s how you see some people able to transition from neuromodulation to cardiology. It’s less about the disease state and about the technologies, is more about the human element. So, somebody that has the right stuff, that’s what I’m looking for and that’s not a green person, that’s a talented person that will learn what they need to learn to make an impact.
21:05 – Samuel Adeyinka (Host)
Okay, so maybe it’s the semantics I’m using then, because what I’m saying is will you hire someone to your team that’s never, ever been in medical sales?
21:14 – TJ Jones (Guest)
Yeah.
21:14 – Samuel Adeyinka (Host)
Okay, okay, so that’s what I meant by green person. I’m talking about a green person to the medical sales industry, so so that’s that’s on me. I didn’t define it well. So okay, so you’re saying so you would hire you do hire green people to your team I have in the past, provided they’re able to build relationships on the front end.
21:34 – TJ Jones (Guest)
Of course, if you have no clue of how hard it is to get someone that’s in this space to vouch for you or to tell you what their day is like, then it could be a very miserable job. If you can’t do that, I don’t know what to tell you.
21:50 – Samuel Adeyinka (Host)
my friend, you know what I’m going to start telling people that If you could only talk to the people that come to us to get involved in our program, they need to hear some messages like this because people assume things that just is so far from the reality of the work that’s required that it baffles me. Ok, so let’s hang out here. So I want to hear from you. Let’s hang out here. So I want to hear from you.
22:25
I love the way you’ve been phrasing it so far, where you’re really giving us the characteristic traits that you look for to assess is this person the right person for the job? But I want to hear from you a little bit more specificity around type of roles they’re coming from from. You know right now TJ so far. What are the? What types of jobs do green people that you’ve hired have that you’ve seen lend to success, where you’re like, wow, you know they have no medical self-experience but because of the nature of this field they’re coming from, this type of person repeatedly seems to deliver once they get into medical sales. Is there any space you could speak to?
22:56 – TJ Jones (Guest)
that’s like that college, former college athletes. Former college athletes okay, former professional athletes okay, and I can get going to why, in terms of direct career paths, I’ve seen people that have come from enterprise, rental car none that do. They just do great, for whatever reason. It’s the training that they go through. Beyond that, anyone that has a history of building relationships routinely, they lend themselves to being able to get into this space. Because, if we’re honest about how a lot of people get in with untraditional backgrounds, it’s either because they have a parent, a relative that can help connect those dots to get them exposure to people that they probably wouldn’t normally get exposure to and they’re able to build that relationship over time.
23:48
So people ask oh how’d you get into pharmaceuticals? Met someone at Northwestern when I got onto the basketball team that had a brother-in-law that was a sales leader for J&J. Sure, sure, but how did I get awareness of pharmaceutical sales? My mom’s been a pharmaceutical sales rep for 25 plus years, which is during the time that I was going through the process.
24:12
She told me the exact questions to ask. She modeled what it looks like to be a rep. So I had a. I was green from a professional standpoint but I had far more knowledge and far more resources than the average person graduating from college when it came to an interview. So I wasn’t green, I was a first round draft pick, first overall when it came to showing up to that interview. You didn’t know, I was uncomfortable, I didn’t necessarily know what to expect, but I had far more access and awareness to the career because I got to see it from the time I was, you know, 13, 14, up into the time of that interview.
24:53 – Samuel Adeyinka (Host)
OK, ok, ok, Thank you for that. I hope you’re enjoying today’s episode and I want to let you know our programs cover the entire career of a medical sales professional, from getting into the medical sales industry to training on how to be a top performer in the medical sales industry to masterfully navigating your career to executive level leadership. These programs are personalized and customized for your specific career and background and trained by over 50 experts. Getting your career to executive level leadership these programs are personalized and customized for your specific career and background and trained by over 50 experts, including surgeons. Our results speak for ourselves and we’re landing positions for our candidates in less than 120 days in top medical technology companies like Stryker, medtronic, merck, abbott you name it.
25:33
Would you run an Iron man race without training and a strategy? You wouldn’t. So why are you trying to do the same with a medical sales position? You need training, you need a strategy and you need to visit evolveyoursuccesscom, fill out the application schedule, some time with one of our account executives and let’s get you into the position that you’ve always dreamed of. Let’s have a little bit more fun, so dreamed of. Let’s have a little bit more fun.
26:00
So I’m going to. I’m going to give you a scenario. Now I’m going to give you a career and I’m going to and you and I together, we’re going to define what needs to be seen from this type of career to qualify, to even be considered for TJ’s team. So I’m a server at a restaurant. This is a high-end restaurant, a lot of traffic, I mean it’s just a busy place. And you’ve been there a few times and you’ve been like, wow, the waitresses here. I commend them because this is a zoo and they somehow get it done. And now I want to be on your team. What do I need to show you that would make you feel comfortable to even consider me for a spot on your team?
26:36 – TJ Jones (Guest)
Two things. The number one thing is showing growth from when you came to where you’re at now, and then a key relationship that helps extend me being able to see you build beyond the space that you’re in. So for me to go from sales rep to sales leader, somebody had to say, oh, I can see this person going beyond the lab, beyond the OR and having a C-suite conversation. Sure, I got to be able to see that. How can I show that I’m connecting those dots?
27:04 – Samuel Adeyinka (Host)
So something like let’s just we’re just making stuff up, but like restaurant waitress level one and you want to see, did I, did I, did I? He or she gets a waitress level three.
27:22 – TJ Jones (Guest)
Yep, and then what does that mean specifically in terms of the type of clientele I was able to grow, the relationships I was able to maintain? Oh yeah, by the way, so many med device companies and so many pharmaceutical companies rented out our private room and I got to know XYZ Company, including your company. Do you happen to know XYZ Rep? And as a hiring manager, maybe I don’t know that rep.
27:41
Doesn’t matter, but now I see you understand how does somebody and I call it a strong night game how does somebody extend to sell outside of the OR lab? They put together a program. They’re bringing in physicians. In that process they’re getting people to a space where they are open to considering something new and getting them to be in a space where there’s hospitality. That allows us to sell.
28:09 – Samuel Adeyinka (Host)
Okay. So let’s pretend I got it. And I said waitress, that’s a he or she, okay, a waitress. So we’re talking about a female. So let’s pretend you know this waitress she has. She totally went from level one to level three I mean record time too and this level three has all this additional responsibilities and she has to see a different type of clientele. And because she got to level three, she’s actually been responsible for setting up a room for a number of dinner programs and she’s even had the opportunity to sit in a few and gotten to see how physicians interact and how the reps facilitate the entire event. What else do you need to see from her to feel even more comfortable that she might deserve a serious consideration to be on your team?
28:53 – TJ Jones (Guest)
Yep. That rep built those relationships with the people and she learned something. She learned that these people plan and they’re proactive versus reactive.
29:02 – Samuel Adeyinka (Host)
So you’re saying you want this waitress to have a stab to impress you. You would want to hear that this waitress found a way to establish a relationship with the reps that come to her restaurant to do dinner programs.
29:18 – TJ Jones (Guest)
And then beyond that she’s able to highlight. Here are some of the key lessons that I learned from those people. They’re proactive, meaning I know when their next two or three events are, because they proactively have scheduled them, and I’m trying to understand how is the theme or what is the mission that you’re on? And it’s all about getting key people to hear this message from.
29:43
Maybe it’s a speaker that the corporate parties have hired that represents that brand. It doesn’t matter, but this person is taking key nuggets away from this industry and the bonus. I asked them about this company in particular and here’s what they told me. They didn’t know that I was looking at a job here. They said this is where this company is strong and here’s what matters. Mr and Mrs Hiring Manager, how would you help develop someone that’s entry level in their career so that not only do they know, how to connect the dots.
30:14
They again make it collaborative. They make it a two-way dialogue. Based on this information that I got, how do you see that fit into your culture or what it is you’re looking to build on your team? And then how would you develop someone like me, that wants to be like these people that I’ve seen at this restaurant?
30:32 – Samuel Adeyinka (Host)
Wait, wait a minute. Wait a minute. So you’re saying you’d want the waitress to take it as far as asking a rep or leadership that deals with the rep or works with the rep, how, if they were to work in that space, how they’d be developed.
30:49 – TJ Jones (Guest)
I’m saying the person, that waiter or waitress taking feedback from these top level reps and executives. Here’s what I learned Telling this hiring manager. Here’s what I learned and here’s what I heard about your company, I see.
31:04 – Samuel Adeyinka (Host)
How would you develop someone like me?
31:08 – TJ Jones (Guest)
I want them to connect the dots to where I know. Oh, this person is amazing.
31:12 – Samuel Adeyinka (Host)
They’re entrenched in what it means They’ve went well and beyond to find out what the heck is going on over here.
31:19 – TJ Jones (Guest)
They did everything in their power to learn to build relationships. They understand how to collaborate well with others Right.
31:27
And it’s not just an interest in this career, because most people just want the job Right. Someone said, hey, tj, what would you like to be? And I tell them, hey, I would love to run a med device division or a med device company. For me to just go interview for the job, that’s not going to be enough. I would have to have perspective and I would have to have people that could help shape my vantage point to where now I’m telling the story about. Here’s what I’ve uncovered what is it that you guys want for somebody that would be in this type of role? And that’s where that two-way dialogue is, not just me saying what I want. I need to know what you guys believe.
32:04 – Samuel Adeyinka (Host)
What is your religion? What’s your religion? Yeah, no, I get it. I get it, okay, okay. So what else? Anything else? So let’s pretend the waitress had that as well. She not only befriended the reps, she befriended the reps’ managers that came to the event. She got deep into the products, how it’s utilized. I mean, she knows the business. What else do you need to feel comfortable?
32:29 – TJ Jones (Guest)
Now that that person feels comfortable having a two-way dialogue, I feel comfortable probing a little bit more and really understanding what their motivation is and what they see as the benefits.
32:41 – Samuel Adeyinka (Host)
So let’s talk about it. What motivation would you need to hear from this waitress to make you say, okay, this woman’s selling me a bit because I like what I’m hearing?
32:52 – TJ Jones (Guest)
I want to know that they know the specifics of what they’re getting into. So, whether it’s a strong culture, whether it’s getting coached and developed, I want to know, I want to know that they know the specifics of what they’re getting into. So, whether it’s a strong culture, whether it’s getting coached and developed, I want to hear them say something specific. Because when you say something specific now we can have a dialogue just like what you’re doing now You’re undressing what why?
33:09 – Samuel Adeyinka (Host)
what does?
33:10 – TJ Jones (Guest)
this person need. And why is this brilliant? Because I know who your audience is. Your audience isn’t CEOs. Your audience isn’t typically going to be sales leaders, your audience is going to be people that are looking to make a name for themselves in the space or get in. They’re looking for perspective.
33:28 – Samuel Adeyinka (Host)
So that’s my job.
33:29 – TJ Jones (Guest)
How can I bring? How can I open the hood to help people understand? Here’s what people are actually looking for. They’re looking for a dynamic individual that does two things. Number one makes them look like man. This person really knew how to look outside the box and bring someone. Number two that was going to change the culture of their team in the most positive of ways. Sure, and how do we get that? You got to show us through the process that you have that type of ability on the front. Sure, and how do we get that? You got to show us through the process, that you have that type of ability on the front end. And some people are really good at it, some people are not. The people who are good at it usually get the job.
34:07 – Samuel Adeyinka (Host)
The people who are not well, the people that are not find programs and learn how and then come back and get the job.
34:14 – TJ Jones (Guest)
So yeah, I get it Okay.
34:17 – Samuel Adeyinka (Host)
So I’ll beat the dead horse a little bit more so with this waitress example. Basically, you’re saying if you had a waitress that just really understood the business, took the time to develop relationships, could bring all that information to you and even speak to what’s important for your team, your company, maybe even some initiatives that the company is focusing on, some new areas to expand, some products the company is focusing on, and they really had a clear understanding about all this and they were able to clearly express it to you in an interview. Is it possible that this person could have as much of a chance on your team as someone that’s experienced?
35:00 – TJ Jones (Guest)
Yeah, 100%. And here’s why Because there’s different levels of roles within the organization. So if you start looking at comp, there are some people they have to have elevated comp because that’s what their history has been, and for some we can get them into a more on paper entry level role or, on paper, more green. But what we just described somebody that’s able to do all of these things they’re valuable, they’re worth their weight in gold. Why? Because they have growth mindset and they can tell you here’s where I’ve been, here’s where I am, here’s where I’m headed. That person that is willing to come in and be coached, that is willing to come in and be a blank canvas in terms of how they look at not just the business but how they look at how they can influence healthcare in a different way, that person is probably one of the most valuable people ever. How do we know this? Every year we get excited when it’s NFL or NBA or you name a sport that has a draft about who’s going to be the?
35:58
next first pick? Who’s going to be the person that changes the way this franchise goes up? Who’s going to be the Patrick Mahomes of this draft class? Who’s going to be the Caitlin Clark of this draft class? Caitlin Clark of this draft class. So as we start to think about it in those types of scenarios or using sports as an example. That’s what we want in the med device space. We want somebody to show that they’ve got some transferable skills and that they’re going to come in and light up a room.
36:31
And there’s some people that know how to do that. Naturally, there’s some people that maybe have the technical skills but they maybe are lacking that other piece. How do we get somebody that has the right blend of all of those qualities, that’s also willing to be coached? And you have to showcase that during the interview on the front end. And how do you do it? A lot of it is getting feedback and then asking questions no different than what you’re doing right now. You’re like wait, wait, wait, go back. So let’s say we did this.
37:01
Now what? Let’s regurgitate that information and let’s go a step deeper. So the candidates that’s truly able to do that. What I found? They have relationships that give them inside information so that they know every step of the way how they’re performing and then they can apply those real world nuggets to their process so that they’re a better candidate each and every step of the way. And you’re always as a new candidate, you’re always on the interview. Every step of the way you’re on the interview.
37:29
So the questions that we ask what we showcase, what we repeat all of that matters to the process.
37:39 – Samuel Adeyinka (Host)
Now. Thank you for that. Think back to your. How long have you been a manager?
37:47 – TJ Jones (Guest)
So dating back to when the pandemic hit. So we’re talking 2020.
37:52 – Samuel Adeyinka (Host)
- Okay, so think back in your past five years. Can you recall something someone did after the interview that impressed you and led to you wanting to hire them?
38:08 – TJ Jones (Guest)
Yeah, the most notable thing that I can think of is someone that took notes on what feedback or what coaching they got from me and from others and they succinctly documented it and told a story around why that would help them continue to grow and evolve in their career, so let’s talk about it.
38:31 – Samuel Adeyinka (Host)
So are you talking about? They put that in the thank you letter, or are you talking about a separate document? They put it in the follow-up? They put it in the follow-up, so put in the thank you letter. Or a separate document? They put in the follow up, put in the false and so put in the thank you letter. That, based on what you share with me, tj, and everybody else that I’ve spoken to in this interview process, these are the things that would help me succeed in the role or something else.
38:52 – TJ Jones (Guest)
Yep, help me succeed in the role, but already are helping me grow as a sales professional and the reason why somebody having the ability to articulate and regurgitate that information is powerful. Well, think about the last time you had a meeting. It was an hour, 15 minutes, it was 30 minutes, whatever the time frame. Somebody that came up with a key, that came up with the key action items, almost as if it was AI that spit out here’s the action item, here’s the owner. It’s rare, and when I see it happen, I’m still impressed, because a lot of times we’ll have meetings or we’ll have conversations, whether virtually or in person, and we land on okay, we’re just going to do this one thing and it’s like well, we talked about a lot. Are we sure that it’s just this one thing? And what’s the sequence? So the people who can really break down here are the key things. I’ve synthesized it. Here’s what I would get out of it. Here’s why I’m excited to continue in the process.
39:51
That ability to offer feedback on the process is unique and most people can only see it from one lens and that’s hey. I’m excited to move forward and we talked about a lot. I’m eager to move forward and it’s like okay how do you separate from the masses?
40:09
The masses don’t do that. The masses are not as customized as you would think A lot of them are. I got a template. I’m going to put your name at the top, I’m going to push a button and we’re done. But that’s what great sellers do. They’re able to not only customize the process, they make it feel real. They make it feel authentic, based on the thought that they put into whatever it is they’re communicating.
40:39 – Samuel Adeyinka (Host)
I’m going to call this interview gold. We’re dropping gold here, tj. We’re dropping gold for these folks. This is good stuff, and this is stuff that no one really talks about the nuances and how you truly showcase how serious you’re taking the opportunity and how intentional you are to a hiring manager like yourself to actually get access to an opportunity. So thank you for this. We’re going to switch gears now. We’re going to bring this to a close. This was amazing. Before we do, though, tj, is there anything else you want to share with our audience that’s listening right now?
41:15 – TJ Jones (Guest)
No, the biggest thing that I would share is there’s this societal push where we focus on efficiency. I’m going to ask everyone to stop, just stop. Think about what it is you want to accomplish and then give yourself 30, 90 or 120 days to do things the right way so that we can be effective. And whether we’re talking about breaking into an industry or getting the job of your dreams or the career or the calling of your dreams, a lot of it comes down to taking a step back and not simply pushing apply. That’s the number one thing that I hear people oh yeah, apply.
41:54
The word is referred, but how do we get referred? It is building relationships on the front end. There is not this race to saw the job in Dallas or I saw the job in Chicago and I applied. The chances of getting a callback if you have no med device experience slim. Why? Because there’s hundreds of people that also fit that criteria, that their resume is just as good as everyone else’s, and it’s not that they saw your resume first that you’re going to get flagged as somebody that we should talk to. A lot of it is if you got referred. Now you’re going on that short list, so that would be the thing. I know that there’s somebody out there that’s like man. I’ve been at this for two years. I’ve been at this for longer even. And if the relationship piece isn’t focal, go back and let’s figure out how we can be more effective at building more authentic relationships.
42:46 – Samuel Adeyinka (Host)
And it takes time That’d be the last message that I would share. That was fantastic, tj. We’re going to do one more thing before we close for today. It’s called the lightning round, tj, are you ready? I’m ready, all right, first question. I’m asking four questions. You have less than 10 seconds to answer.
43:05 – TJ Jones (Guest)
First question is what is the best book you’ve read in the last six months? Five types of wealth by Sahil Bloom. What was that about? It talks about wealth being far more than dollars and cents. It talks about relationships. It talks about how we use our time.
43:24 – Samuel Adeyinka (Host)
And it talks about how to get these five types of wealth. Absolutely, oh, that’s cool. That’s going to be in the show notes, folks, and I’m going to have to read that myself. That’s new to me. Okay, best TV show or movie you’ve seen in the last six months?
43:38 – TJ Jones (Guest)
Man, that one would be tough. My kids are on Sonic. They’re two and three Outside of that man. I don’t get to watch as much TV as I would like anymore, so let’s just go with Sonic.
43:50 – Samuel Adeyinka (Host)
All right, hey, it is what it is. That’s very cool.
43:53 – TJ Jones (Guest)
Lion King, lion King, I’ll go Lion King. That’s very cool. Lion King, lion King, I’ll go Lion King, okay, okay.
43:56 – Samuel Adeyinka (Host)
Mufasa, yes, okay, mufasa, you know what that was. I just saw that with my kids and that was that was a good movie. Man, that was a good movie, my goodness. All right, they delivered, okay, okay, okay. So third question, and I want the restaurant, the restaurant and the item what is the best meal you’ve had in the last six months? And the location Restaurant, item, location.
44:20 – TJ Jones (Guest)
I hadn’t been to my favorite sushi restaurant in Chicago in quite some time, but that’s Union Sushi in River North.
44:30 – Samuel Adeyinka (Host)
OK, union Sushi in River. Give it, give us your state Union Sushi in River North Chicago, river North Chicago, ok, union Sushi, all right. Ok, all North Chicago. Okay, union Sushi, all right Okay.
44:39 – TJ Jones (Guest)
Man. All of the rolls there are really, really good. The appetizers are phenomenal. I’m big on shareable items and even authentic and down-to-earth conversations, and that’s the perfect ambiance, oh that’s happening.
44:53 – Samuel Adeyinka (Host)
Oh man, next time in Chicago, that is happening. Okay, and then, last but not least, what is the best experience you’ve had in the last six months?
45:03 – TJ Jones (Guest)
The best experience, I would say. My daughter recently turned two oh man. Her at the house had Elmo and she requested Elmo. She didn’t know we were going to make it happen. I was terrified of Elmo oh, that’s great. She didn’t know we were going to make it happen. I was terrified of Elmo. For me to have you know memories that that is worth his weight in gold. Oh man, did you guys film?
45:25 – Samuel Adeyinka (Host)
it.
45:26 – TJ Jones (Guest)
I mean, I have videos, a video of it, I have pictures of it. She was having real parts of it. She likes Elmo on YouTube forever YouTube Elmo is fine. In-person Elmo is fine.
45:39 – Samuel Adeyinka (Host)
Keep them 2D. Keep them 2D. That is fantastic, TJ. This has been fantastic. Thank you so much for the time, the words of wisdom. I know the audience learned a lot.
45:51 – TJ Jones (Guest)
No, Sammy, I really appreciate not only you having me on, but for you extending a lane to recruit top talent into an industry that needs it. Man, we need people that are hungry, that want to see patients continue to grow and live more functional lives.
46:08 – Samuel Adeyinka (Host)
So thank you Absolutely, absolutely, till we meet again. All right, samuel, until we meet again, man. Thank you, executive level leadership. Check out these programs and learn more at EvolvesAssesscom by visiting our site, filling out an application schedule some time with one of our account executives and allowing us to get you where you need to be. Stay tuned for more awesome content with amazing interviews on the Medical Sales Podcast.
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.
