There is more to being a medical sales representative than meets the eye. Just because they sell within the healthcare industry does not mean they can be lumped into one thing. In fact, one little-known field is being a diagnostic testing sales representative. If you haven’t yet encountered someone from this side of medical sales, then you are in luck! Going full circle for our 100th episode, Samuel Gbadebo invites the first guest on the show, Mac McKellar. Here, Mac shares with us all about what being a diagnostic sales rep is, covering what it entails to be one, how it differs from the other fields, and why you should consider it. He also takes us through the sales process and provides perspectives for those in medical device and pharmaceutical sales thinking about making a change to the diagnostic test and sales industry. So tune in and expand your knowledge about medical sales!
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Watch the episode here
Listen to the podcast here
Why You Should Consider Diagnostic Sales With Mac Mckellar
I am very excited because I am bringing to you our 100th episode. The show has officially posted 100 episodes. It is a feat that I’ve always been looking forward to. The day is finally here. It’s been a journey for us having 100 episodes. We’ve been at this for a long time and it’s been an experience. We have met so many amazing innovators in the medical sales space and so many people within different fields.
This episode is especially a delight because guess who our guest is? It’s Mac McKellar, who was our 1st episode ever and then he’s our 100th but that’s not even the best part. It gets even better. When we interviewed Mac back when we started with our first episode, he was in a different position than he is now. It has been quite the journey for him as well. I’m not going to spoil it. I’m going to let him tell it. As always, we do our best to bring you fantastic episodes from innovators in the medical sales space. I am so happy to bring you our 100th episode with Mac McKellar. I do hope you enjoy this interview.
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Mac, how are we doing?
Good, Samuel. How are you?
I’m fantastic. I’m excited because, for the audience, Mac was our 1st episode and now he’s going to be our 100th episode. It was so appropriate to have him give an update. Mac, a lot of people that are reading probably haven’t heard you because they might not have gone back to our first episode. Why don’t you tell everybody who you are and what you do?
It’s a pleasure to be episode number 100, getting the band back together. It’s great to see you, Samuel. I am the President of Nona scientific. Nona Scientific is a high-complexity diagnostic and molecular laboratory based in Central Florida.
You’re a Lab President. You got to give people some context here. When we met 100 episodes ago, you weren’t the President. What was your role back then?
Initially, I came on board as the first Sales Rep and had about five employees. I was given a new account form, an example of what a report was. I hit the ground running, driving all over the state, signing up the first customers and then hiring our 1st sales rep and 2nd sales rep. I moved into a sales management position. I was in charge of managing my book of business as well as interviewing, hiring and managing the reps. Through the pandemic, I was fortunate and blessed enough to be promoted to President. It’s a pretty cool timeline. That process happened in a little under two years.
Give some people some insight. We do want to get into what it means to be a Diagnostic Sales Rep. Before you go there, over a 30,000-foot view, what does it look like to change from the role of a Sales Rep, even maybe a Sales Manager to being the President?
It’s a dream come true. It’s something that I always knew that I had in me and needed the opportunity. We can get into what it took to get to this position. I started morphing into this position way before I was promoted to President. When the pandemic hit everyone, we were highly affected. Doctors weren’t seeing patients in the office. They were going to telemedicine. The lab was going down because you couldn’t necessarily have patients coming in. Doctors didn’t want in-person meetings. We started sitting on Zoom calls with management and ownership talking about, “What can we do to change this?”
As we opened our molecular division, I found myself taking initiative and thinking outside the box. All of a sudden, I was doing all these things that weren’t what a sales rep or a sales manager necessarily would do. It morphed into this position and then blindsided in a good way. Our CEO was like, “We want to make you president.” He had already put it online. Instead, I had five minutes to make a decision before he took it offline.
It was a slow progression. I was thankful enough to be in a position where people trusted my insight and decision-making. I had the drive and the audacity to speak up and say, “Here are directions we want to go.” In the beginning, they’re probably like, “I don’t know. We’ll think about it.” As I earned their trust and showed my decision-making ability, it naturally went in that direction.
Diagnostic testing sales is a field that’s not half as well-known as medical device sales, medical supplies, pharmaceuticals and even biotech. I want people to have a clear understanding of what it means to be a diagnostic testing sales rep. If you could walk us through it, who are the call points? What is a diagnostic sales rep responsible for? What’s their day-to-day look like?
[bctt tweet=”You have to show that you’re a resource to keep your competitors from stopping in every single day.” via=”no”]
Everyone knows pharmaceutical sales. That’s where a lot of people cut their teeth in the industry. The sexy job is being a device rep. In OR, you got to wear your scrubs. People aren’t sure if you’re a doctor or what exactly you do. Diagnostics in general recruits a lot of people from the medical device. The original owner of Nona Scientific was a device guy. In my old labs, I’ve worked with the owners who were device guys. It’s a diamond in the rough of an industry because it’s exciting. The money is comparable.
First of all, diagnostics could be a lot of different things. There’s blood, drug screening, PCR, molecular testing, COVID, respiratory, UTI, STI wound and women’s health. There’s also the genetic space, pharmacogenetics or cancer genomics. Some labs are specialty labs and specialize in some of those tests. Some of them offer a bundle of them like Nona Scientific but it’s a consultative sale.
There are a lot of competitors in the industry. It’s not, “Stop in and get a signature.” You not only have to sell against your competition but then you have to be a consultant and tell them about maybe drug testing is a new guideline for the state of Florida. You need to be able to tell them what they can do to be compliant. You have to show that you’re a resource to keep your competitors that are stopping in every single day.
A day in the life and look at is doing your cold calling, setting up your appointments, closing the account, managing the account and upselling your account. Some companies started as a junior sales rep where you’ll be technically an assistant to the sales rep. That’s how you’ll cut your teeth by sitting in on meetings with them, managing some accounts and then growing into managing your book of business. I love it because no two days are the same. It’s cutthroat and the cream will rise to the top.
First off, are these cold calls phone calls mostly, out in the field or door-to-door? Who are the call points?
It’s a boots-on-the-ground type position. I did a hybrid when I was a sales rep. Sometimes, I would use resources. I’m big on outside-the-box thinking. We challenge our reps to use the internet and search, depending on who your call point is. If you are selling blood, you may be calling on General Practice, Internal Medicine and OB. If you’re selling Toxicology, you want to go to people that need your drug screening. That’s historically high prescribing physicians. They’re treatment centers, pain management doctors, high prescribing family practice, psychiatry and addiction.
If you’re selling molecular, which is the UTI, STI wound and COVID, you’re looking at urgent care and long-term care facilities, which is a big initiative for our company. We started a long-term care-specific division. We have director and hiring reps for that position. Depending on which diagnostic tests you’re selling, depends on your call point. A great call point is that you could have someone that utilizes multiple different tests that you offer. That’s a lot better play than someone that orders a single test.
For the rep, do all reps have the same bag? They all have all of these different call points and products. Do a certain number of reps have 1 or 2 of those products and they’re only supposed to call on 1 or 2 of those call points?
It depends on the company, what your game plan is and who the rep is. We have our long-term care-specific division where they only call on long-term care facilities so assisted living, memory care, independent living and SNFs, Skilled Nursing Facilities. You have other reps that sell all your different products but maybe they have a specialty. You want to play to what their strengths are, especially early on.
For example, we’ve had a lot of success with home healthcare reps. Initially, they’re calling on their call points and customer base that they have as they get more comfortable calling on the different specialties. As we expand and bring on new specialty tests, we are going to start having more divisions. Your base sales rep will always sell the full book of business but then you’ll have a specialty sales rep that can come in and assist.
When you have a doctor, that’s a big opportunity. You think one specific test will work for them but our work courses need to be able to be well versed and be able to sell the full line of products. It’s a constant, “Keep up with your competition. Learn changes in the industry.” RSV was on the rise. Our reps were learning more about respiratory viruses and how that plays into their customer base and affect them. A lot of different call points and staying in front of the curve for your different product offerings at what’s happening in the industry and this climate.
In most of these types of roles, is it at the rep’s discretion which products they want to push? Are certain products weighted differently than others or it all comes from the same compensation pool?
Not all products reimburse the same but you go where there truly is a need. We have some tests that aren’t as popular or ordered as much. You have things like COVID happen where respiratory is important. You have the rise of fentanyl. Overdoses are on the rise more than at any time in history. Drug screening and our proprietary tests that can identify synthetic urine are huge.
While you keep all your products in your bag depending on what the customer needs are, the change in climate in the industry sometimes dictates what tests are maybe sold a little bit more. I always tell our reps, “If you have a doctor that has a big need or is gravitating towards one of our service offerings, get in there, give them that service, build the trust and show what makes you different known as Nano Scientific. You can start sprinkling in some of the other service offerings that you have.” Our goal is to be the premier lab and hopefully the only lab that that doctor utilizes unless there are some tests that we don’t offer.
In the sales cycle, once a provider is saying, “I love knowing a scientific test. I got to use it,” that can go on for years.
We have Nona Scientific as customers that I’ve worked with for six plus years and even had at other companies. When you can show that you’re a resource and build that relationship, as long as your product is solid, then you could have that customer for a long time. As far as a sales cycle, what I like about the lab is I can sign you up and potentially get samples from you on the same day.
That doesn’t always happen. If the majority of these doctors are already using a lab, if they’re fed up with my lab or, “Mac, this is the best thing that I’ve heard. I want to use you,” we can say, “I see you have six samples over there that are going out. I can get some rec forms out of my car. I have some shipping labels. Would you be willing to send those to me?” He could say yes.
Historically, you’ll sign up a doctor, get all the information, find out who’s in the office, order the supplies and do a full implementation and training but you can easily and expected to sign up an account to have samples coming in within a couple of days. It’s not this whole sales cycle that you have to go through, meet with CEOs and the CEOs are getting approval through the hospital and you have to go through credentialing. There is that aspect where you could sign a big hospital as a customer but a lot of times, you’re meeting with the end be all, the doctor and the office manager. They have the ability to do it right there on the spot.
It’s a quick sales cycle.
It can be. It can be long too. It’s nice to sign up a doctor right away but also tell everyone if a doctor switches to you in one day, he could switch from you in one day. There is something to be said about a doctor that makes you work for it a little bit more,
You said that it’s pretty cutthroat. Can you tell us a little bit about what you mean or what came to mind when you think of cutthroat in your industry?
When I got into this industry many years ago, there were a couple of players in the market. This industry can be lucrative from a sales rep standpoint and an ownership standpoint. It seems like every day almost I’m hearing about new labs that are coming into the industry. Labs are expanding into Florida. Let’s do Toxicology, for example. I’ve had office managers tell me that they’ve seen four lab reps that week trying to come in to get that business. They will do anything and everything. They’re in there.
[bctt tweet=”When you can show that you’re a resource, can build that relationship, and as long as your product is solid, then you can have that customer for a long time.” via=”no”]
You never know. If you screw up or took off the wrong person, two hours later, your competitor could be in there and try to get it. It’s a matter of, “Are they good at what they do? Is their lab good? Are they going to try to do something shady, bash you or entice the doctor in some way?” You always have to be in your accounts and shown that resource because the wolves are barking at the door.
How do your lab and labs like yours compare to Quest and Labcorp? Give us some context.
They are the big man on campus. Everyone knows Quest and Labcorp. They’re good at what they do as far as offering a lot of tests and having a lot of the insurances within the network to where people thank Quest and Labcorp, the only labs that their sample should go to or the doctor thinks that’s the only lab that they can use. There are a lot of things that differentiate Nona Scientific from Quest and Labcorp, from turnaround time, customer service and having reps in there every week.
If the doctor’s office needs to call someone, they’re talking to a human being from some of the billing policies between Quest, Labcorp and Nona Scientific. You get a lot more of a customized family feel with a Nona Scientific, as well as working with a local lab that has a quick turnaround time that will be able to answer the phone and customize a program that fits you. It’s not that we’re a billion-dollar company. This is the way we’ve always done it. Get in line and deal with it.
I’m going to ask you to put your selling hat on and I would love for you to sell us on. I’m going to ask you three different industries here but let’s start with med device. What could a med device be experiencing that they should consider if they’re thinking about making a change about why they should explore the diagnostic testing sales?
There are different things that I’ve heard. Some people are in trauma. They say, “I’m carrying around a 100-pound bag of supplies. I’m getting called at 2:00 AM to go into surgery. My blood pressure’s high. I got a doctor throwing a bedpan at me saying, ‘What are you doing?’” A lot of those companies are large and they say, “I’m doing well but I go to a sales meeting. I’m one of 2,000 people there. I’m a small fish in a big pond.”
They may say, “Compensation’s getting cut. Here are the relationships I have. In every account I’m in, they’re talking about lab this and lab that. I have some friends that got into the industry.” They have the ability to make the same, if not more money and play a big role in a company. They have the ability to utilize the relationship that they’ve already utilized that they already have to where a lot of people see that as, “This is where I want to be.” You can still wear scrubs if you want.
What about pharmaceutical sales? What would you say will be some incentive for them?
A big thing I would say is compensation. Lab historically is the lower base but uncapped bonus potential. A lot of people get comfortable being a farmer rep. A lot of times they talk to us and their base salary may be quite a bit higher than we are. They’re like, “I can never come over for that. I haven’t made that type of money since my first job out of college. I said, “What’s the most you’ve ever made? You can make that in Q1 if you work hard.” That’s one big challenge. If you have a good product and it’s a product that’s on commercial, on the PGA Tour, live golf and a little different PGA, then you’re going in.
From what I hear, people are like, “I’m tired of wearing a suit and tie.” I go in and get a signature. I have my 5 accounts or 12 accounts I see daily. They become robots and they say, “I want more of a challenge. I want to make a lot more money and have fun.” There are not great pharmaceutical companies but that seems to be a stepping stone job for people that are young and hungry. That brings up a good point that I was thinking about. I always had dreams of having my voice heard, running not only a sales team but being an executive in a company. I was going to do anything and everything that it took to get there.
I was making great money as a rep. I felt my voice wasn’t heard. I felt there was more for me. When I took the initial leap to come into a small lab, I took a huge pay cut. To be honest with you, at one point, I was like, “I don’t think I can do this.” I had a wife and three kids. My wife says, “You can do this. I believe in the owners but more importantly, I believe in you.” I took that leap of faith and went from making this much money to this much money. I try to recruit friends or different people in the industry and people say, “No, I’m making this much money.”
I’m thinking, “Change your lifestyle a little bit. Cut back. You have the ability. The sky’s the limit,” but people get comfortable. They listen to their friends, their family or a lot of times, their spouse saying, “I don’t want my life to change for 6 months or 1 year. I like the country club or a member of. We have two car payments.” For a lot of my career, I felt like I didn’t set my sights high enough. I was too scared to take that leap of faith. I cannot be more thankful that I have an incredible partner and my wife that supports and pushes me. I took that chance and believed in myself because I’m living my dream. When I was President at 34, I was living my dream that a lot of people never get because they never put themselves in that position.
For those that are exploring medical sales in general thinking about diagnostic, what do you want to see in someone interested? Maybe you can give both coming from medicine or not coming from medicine. What skillset do you want to see that is going to make you say, “This is someone that I would entertain taking a position within Nona?”
It depends on the company. I’ve interviewed and hired people in both positions. For an earlier stage company, being medical, it’s good to show that you have relationships with the type of clientele that will order those services. Either you’ve sold that product before or you can show that you know the sales cycle, you have resources that you can rely on to get introductions and then you’ve shown a track record of success.
If you can do those types of things, then it’s a little bit more of a slam dunk for an earlier startup company to say, “We can invest in you because you can get your foot in the door early with the right people. You’re respected in the industry. You can sell or you’ve sold this product before.” That’s ideal. On the other end, there is an opportunity for someone that maybe doesn’t have medical experience that wants to get into medical sales.
At that point, you look at some of the intangibles. Have they had success in whatever they did? How do they interview? Are they young and hungry? Have they done their research on you as an individual, on your company or the competition? Will they show that although they don’t have experience in that industry, no matter what they’ve done before, they’ve done it ethically and superior to anyone else in their company and they show that they truly want it bad enough?
At that point, you may be willing to take that chance. We’ve hired people that had a great resume who swore they’ve sold this before. They can slam dunk and close these customers right away. Some of them aren’t with us anymore. We’ve hired other people that don’t have that experience that is succeeding. It’s a tossed up but sometimes as an interviewer, you got to trust your gut.
The hours of a diagnostic sales rep are 8:00 to 5:00 or would you say it’s a little bit more nuanced?
A good sales rep is 8:00 to 5:00. A great sales rep is doing morning, networking events. They’re doing weekend trade shows and hosting happy hours. They are going to conferences. They’re working in cold calling on urgent care that may be open until 7:00 or 9:00 at night. That’s not necessarily every single night. Our top reps are doing extracurricular things and things that our competitors and some of their peers aren’t doing. By no means, it’s 8:00 to 5:00 but also there’s a work-life balance. We truly believe in that we’re a fun place to work. We have families. I spent a lot of time with my family but I get my job done, however I can do that.
Pharma guidelines don’t apply with diagnostic testing cells or are there guidelines to follow?
There are guidelines to follow. From a laboratory payment side, there’s a law called ACRA which monitors how we compensate sales reps. We follow that. We have a great attorney that sits on a couple of ACRA boards. We do follow HIPAA, dealing with patient information and Stark. There’s no gift giving. Any money that’s spent on a provider of their office is detailed and based around presenting a product. It’s not taking a doctor on a trip or going snow skiing. Those days are gone behind. That’s something that we don’t mess around with. I’ll tell you, if you google laboratory diagnostics lawsuit or search it on Cafepharma, you’re going to find hundreds of pages of that.
Our industry is taking a hit before for people that are looking to get rich quickly. We operate in white, not gray and not black. Some people go into gray. Some people say, “Screw it,” and go into the black. That’s something we don’t mess around with. We always say that there’s not one customer or breath that’s worth us losing our reputation or the great things that we’re doing. We can have a lot of fun, make a lot of money and success but do it legally and ethically.
[bctt tweet=”It’s good to show that you have relationships with the type of clientele that will order the services.” via=”no”]
Your company’s grown some. How large were you guys 100 episodes ago?
We were probably less than ten employees working in a small little lab. We not only moved to a larger lab about twice the size. We took over the lease next door. We got the power turned on and we’re going to start construction for expansion. We’re pushing about 50 employees. It’s been neat. We had our Christmas party. It was delayed. At our first Christmas party, we fit on one and a half hibachi tables for a lunch. This past one, we had close to 100 people at a hotel. We rented the big tent in the backyard with live music, an auction, dancing, games and everything. It was pretty neat. A few of us sat back, scanned the room and said, “We’re pretty proud of what we built in such a short time.”
You are still growing further. Nona scientific is hiring.
We are looking for a full-time line sales that sell all of our service offerings in Tampa and Jacksonville. We will look to expand from there. We’re going to duplicate the success that we’re having and start building out some other territories around the US. As soon as that time comes, we’ll look to find some of those great sales reps to expand the Nona Scientific footprint.
I’m sure there are a lot of individuals reading that might be a senior sales rep or a sales rep and are saying, “I want to increase my level of responsibility. I have something to contribute. I want to get into a whole new world,” which is what you’ve done in the past few years. From what they should be studying to what they should be paying attention to, to who they should be talking to, what would you say they should be doing to create opportunities similar to what you did for yourself?
First of all, we talked about the 8:00 to 5:00. Spend time mastering your craft where you can set yourself apart from your peers within your organization. The second thing I would say is don’t be afraid to share your ideas. What owners, executives and management want to see is people that are willing to separate themselves from their peers. They want to grow as an organization or an individual to help the organization.
We promoted someone that had been with us probably about four months into a director position. If you would ever ask her, me or ownership if we would’ve ever thought in our wildest dreams that would happen, we’d probably say no but she came on board and was hungry right from the get-go. She’s going to conferences. All of a sudden, we find out she’s on a podcast talking about Nona Scientific. She is co-hosting Breakfast. She is sending ideas and taking the initiative in training. She helped do almost all of it. She’s doing swag gear.
We joked around and called her mom. She’s picking up food for it. Those are all stuff that she wasn’t asked to do. She took the initiative and we said, “We hit the absolute jackpot.” She showed that she was willing to go above and beyond. You could tell it was genuine. It’s not, “I want a brown nose.” It was, “I want something more for myself and I can do it.” That’s what I would challenge those individuals to do.
Get mentors. We talked about it in our first episode. I am the biggest advocate for mentors and I have a group of good mentors. It’s the same thing with a group of friends. I love the quote, “You’re the average of your four closest friends so choose wisely.” If you look around your room and you’re the top guy or top girl by far, these people are fun but all they do is party and joke around, then that’s not a circle. That’s a cage that you’re stuck in.
Surround yourself with people that will push you, think outside the box, throw ideas around that you can take in, give some feedback and grow with. That helped get me to where I am because they told me, “You can do this. I believe in you. Here’s my story. I see that in you.” Without my mentors, I wouldn’t be where I am.
We’re going to have a little bit of fun. I’m going to ask you a series of questions and you’re going to answer them as fast as you can. You have about five seconds. It’s almost a top-of-mind type thing and I’m not going to berate you a few. In 2021, what’s the best book you’ve read?
The best book that I’ve read is the Bible.
In general, what’s your favorite sport to follow?
It’s my passion, American football.
You’re excited about the season. Who’s your team?
I have more players than teams but I grew up a Dolphins fan. I’m hoping we can turn it around but I have players that I love to watch. I love football. I watch a state championship high school football game if it’s on the TV.
What’s the most fun you’ve had in the past few months?
It was probably one of my best friend’s weddings. I had all my buddies from college get together and it was like the old times. We got to leave the kids at home with a babysitter and mom and daddy got to go out and have some fun.
Since 2017, what’s been the most life-impactful experience something that’s changed your perspective on life?
It would probably be me quitting a job and making more money than I’ve ever made in my life to pursue my dream. I had to take a year off because of non-competes and non-solicits, invest in myself and put myself in a position for success. That changed my life times a million.
Last question, what’s the best movie you’ve seen since 2020?
I’m not a huge movie guy. Can I say a show? Peaky Blinders.
[bctt tweet=”There’s not one customer or rep that is worth losing our reputation or the great things we’re doing.” via=”no”]
What is your favorite movie then?
I got two. Let’s go with Dumb and Dumber and Shawshank Redemption.
Mac, it was awesome spending this time with you, catching up with you and seeing where life’s taking you. We should do episode 200 in the far future.
I like it. At the rate you’re going, we’d have to do that and then probably not long after that, episode 1,000. It’s great to catch up with you, Samuel. I’m glad that it’s not just episode 100 and episode 1 building the friendship with you, checking in and texting. Nona Scientific is excited to work with you and some of the other companies and offerings that you have. You’ve been a huge resource to us and we look forward to growing that. You’ve been an asset that is only going to help more over time.
I fully appreciate it, Mac. I loved having the friendship with you, everything we’ve been able to do together and everything we’re about to do together. We’ll talk about that in our next encounter on this show.
I’ll look forward to it.
Take care.
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That was Mac McKellar, from Sales Manager in Nona Scientific to President, from the 1st episode of our show to the 100th. It doesn’t get cooler than that. That’s the definition of evolving. This is it. You are reading it. This is evolution right here. This is evolving your success right here. If you’re reading this episode and you thought to yourself, “I’m so curious about this space. I didn’t even know that other labs provided these multiple services for all of these different providers, besides Labcorp and Quest. I want to work in a position like that,” he was saying medical device reps and pharmaceutical reps go into diagnostics.
Everything’s comparable except it’s a different type of cell. If you’re curious about it, you’re reading this episode thinking to yourself, “I need to explore this. I want to make some changes,” or maybe you’ve been reading these episodes and thinking to yourself, “I need to take action and do something different and get into a medical sales position or a different medical sales position,” visit EvolveYourSuccess.com, select Attain Medical Sales Role, submit some information, schedule a call and have a conversation with our people here and evolve your success. Let’s get you on the right track and gets you into a position as you read.
It is exciting for me to be able to spend time with these wonderful people that are doing amazing things in this great space of medical sales, helping patients and improving patient care with providers. It’s a beautiful thing. I’m so proud to even be able to say that we’ve reached 100 episodes. It does make me happy. We’re just getting started. There are so many episodes to come but it’s a true joy to cross 100.
I can’t remember which podcaster said this but he said, “You can’t call yourself a podcaster until you’ve reached 100 episodes.” Guess what? You are officially reading from a podcaster, according to him. If you’re someone out there that is also trying to do something different and improve your sales performance, we’re on this. The end of 2022 is around the corner but there’s still time. Even though it’s around the corner, you still got a good number of months to turn it all around or go take things that much further and go that much farther.
Maybe you’re not quite sure what to do. You don’t remember your training because it was maybe years ago or you didn’t get an in-depth training that gave you some of those fundamental practices that are going to allow you to truly excel within your territory and think to yourself, “What can I do about this? Where can I go? Where can I get a resource that can take me to the next level and experience something that I want to experience by the end of 2022?” Maybe it’s winter circle. Maybe it’s a promotion.
Stop wondering and thinking about it. Go to EvolveYourSuccess.com, select Improve Sales Performance, submit some information, schedule some time and have a conversation with us here. Let us help you get to where you know you’re supposed to be. Every episode, we do our best to bring you innovative guests that are doing things differently and making waves in the medical sales space. I’m happy to bring you the 100th episode. We’re just getting started. Make sure you tune in next time for another episode of the show.
Important Links
- Mac McKellar
- 1st Episode – Past Episode
- Cafepharma
- EvolveYourSuccess.com
- Attain Medical Sales Role
- Improve Sales Performance
About Mac McKellar
A professional storyteller striving daily to hone my craft and outwork my competition! Taking a client-first approach to exceed goals and deliver exceptional results for both my customers and my employer.
My hunger for success, strong moral compass, unassailable work ethic and ability to form long lasting relationships has allowed me to be become a national award winning professional in multiple industries.
Always looking to surround myself with like-minded individuals to help conquer tomorrow!
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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.
