CSI job

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Anonymous

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I'm interviewing for a CSI job and have already had an interview and spent 2 days in the field with the rep. Manager is asking me to spend another day w/a rep in another territory now. What's the story? I have an excellent track record and I got along very well with the rep I'd be working with. This is a huge pay cut for me and neuromodulation is not that difficult. My background is pharma-I want this position to get experience in devices. Is this normal??
 












Anonymous said:
I'm interviewing for a CSI job and have already had an interview and spent 2 days in the field with the rep. Manager is asking me to spend another day w/a rep in another territory now. What's the story? I have an excellent track record and I got along very well with the rep I'd be working with. This is a huge pay cut for me and neuromodulation is not that difficult. My background is pharma-I want this position to get experience in devices. Is this normal??
Click to expand...

BSC loves to jerk you around, it's their corporate model to waste time and money on pharma reps. they like to build up their confidence and let them think they are going to make the switch and then just crush them. It's actually really fun, we have an office pool on which one will cry, as of right now, I am putting $1000 down on you.
 












Your answers have been about on par with my experience in interviewing with BSC so far. Not serious, not intelligent, and totally full of themselves! The table has turned to whether or not I actually want to work for BSC and I am now glad it has gone on this long. You are right they do jerk you around but no tears here. I don't think I would want to spend my days working with a bunch of guys on a power trip bc they can tote a device instead of a drug (nobodies impressed dude!! it's not that complicated) The reps don't seem to know what they are talking about to the docs. I see the questioning look on thier faces and the rest of the time they are just staring at my ass. Get a reality check, an education and some respect! Be professional!!
 






Anonymous said:
Your answers have been about on par with my experience in interviewing with BSC so far. Not serious, not intelligent, and totally full of themselves! The table has turned to whether or not I actually want to work for BSC and I am now glad it has gone on this long. You are right they do jerk you around but no tears here. I don't think I would want to spend my days working with a bunch of guys on a power trip bc they can tote a device instead of a drug (nobodies impressed dude!! it's not that complicated) The reps don't seem to know what they are talking about to the docs. I see the questioning look on thier faces and the rest of the time they are just staring at my ass. Get a reality check, an education and some respect! Be professional!!
Click to expand...

As one of the few serious posters on CP, let me give your question a shot.

Most people ask the wrong question when they are considering coming to CRM. The question usually goes something like this: "Is {company name} a good place to work?" The response they get is usually glowing or negative, but it's really not about the company as much as it is the TEAM that they worked for.

Questions about the TEAM you're joining are much more critical than about the COMPANY.

So how do you size up an opportunity to get started in CRM? Here's a few questions you need to be delving in to with the interviewer.

Volume (Cases)? Your sole focus in the beginning of your CRM career is to be in on as many implants as possible. My experience was 3-5 cases a week minimum. The good news is that if you're being considered for a position it probably means they are growing - and that COULD mean they have cases to participate in. On top of being in cases, you need to somehow figure out if you're going to be allowed to DO anything in them. Ask if you can shadow a current clinical....CLINICAL...if you shadow a sales rep - they are going to SELL you the position. If you get a clinical off to the side, you will probably get more of the straight scoop. "How long before they let you run the analyzer?" "Are the reps and the docs close, or do the reps constantly monopolize the cases in order to build THEIR relationships with the doctors?" If there is no clinical to ask, you're going to have to surmise this on your own - which may be next to impossible. Don't get me wrong - there's going to be bitch work in the first 6 months (toting bags, filling out paperwork, etc.) but you must never forget that your goal is to be on the analyzer and helping the physician during the implant as much as possible.

Ratios?

How many sales reps will you be assisting in the territory? Anything more than 2 PRIMARILY and you're going to be hosed. They are going to have you running hither and yon doing their bitchwork and forcing you to sort out the conflicts that THEY generate between THEIR schedules. You will be a SLAVE regardless, you just need to minimize the number of MASTERS you are exposed to. Secondly, is there are half a dozen sales reps already in place - how likely are you to be promoted to sales rep anytime soon?

Having a plan.

Ask the interviewer for a training schedule or syllabus. If he fumbles around or puts this off - he doesn't value your progression. He needs to provide that immediately, or attach it to a follow up email within 24 hours. If he/she doesn't - you know that progression is going to rest 100% on your shoulders - because management doesn't really see how your certification truly impacts revenue generation.

Closing Points.

TEAM TEAM TEAM. It is better to belong to the Number 1 Sorin Team in the nation than the 175th Medtronic Team. You are only interested in VOLUME business, because you need a consistent diet of cases with doctors who like your company (therefore are patient with yoiur dumbass!!). This is the central element to deciding if a job offer is good or not.

Former Pharma: From your posts, it sounds like you are an attractive 9soon-to-be) former pharma rep. This is a strength for you and your customers - you know that from previous experience getting those signatures that no one else could get. It is, however, a threat to those of us who look like deack apes. Our only defense mechanism is to marginalize you to a sex-crazed schemer or a "typical Pharma" lazy-ass. Unfortunately, there are those who have preceded you that have earned those titles. It's not fair, it's not just - it's your reality. Don't earn the title.

Reversal.

Do you REALLY want to leave pharma? Why? Is the delta between device money and pharma money enough to surmount the delta between device QOL and pharma QOL? That is a HUGE consideration, and one that far-too-many pharma reps give no consideration. The 3am emergency calls are a bitch. New legislation has its cross hairs on both industries and the paydays are drawing to a close.

Don't leave behind pharma (and the seniority you've built) on a whim.....


Good luck.
 






Anonymous said:
As one of the few serious posters on CP, let me give your question a shot.

Most people ask the wrong question when they are considering coming to CRM. The question usually goes something like this: "Is {company name} a good place to work?" The response they get is usually glowing or negative, but it's really not about the company as much as it is the TEAM that they worked for.

Questions about the TEAM you're joining are much more critical than about the COMPANY.

So how do you size up an opportunity to get started in CRM? Here's a few questions you need to be delving in to with the interviewer.

Volume (Cases)? Your sole focus in the beginning of your CRM career is to be in on as many implants as possible. My experience was 3-5 cases a week minimum. The good news is that if you're being considered for a position it probably means they are growing - and that COULD mean they have cases to participate in. On top of being in cases, you need to somehow figure out if you're going to be allowed to DO anything in them. Ask if you can shadow a current clinical....CLINICAL...if you shadow a sales rep - they are going to SELL you the position. If you get a clinical off to the side, you will probably get more of the straight scoop. "How long before they let you run the analyzer?" "Are the reps and the docs close, or do the reps constantly monopolize the cases in order to build THEIR relationships with the doctors?" If there is no clinical to ask, you're going to have to surmise this on your own - which may be next to impossible. Don't get me wrong - there's going to be bitch work in the first 6 months (toting bags, filling out paperwork, etc.) but you must never forget that your goal is to be on the analyzer and helping the physician during the implant as much as possible.

Ratios?

How many sales reps will you be assisting in the territory? Anything more than 2 PRIMARILY and you're going to be hosed. They are going to have you running hither and yon doing their bitchwork and forcing you to sort out the conflicts that THEY generate between THEIR schedules. You will be a SLAVE regardless, you just need to minimize the number of MASTERS you are exposed to. Secondly, is there are half a dozen sales reps already in place - how likely are you to be promoted to sales rep anytime soon?

Having a plan.

Ask the interviewer for a training schedule or syllabus. If he fumbles around or puts this off - he doesn't value your progression. He needs to provide that immediately, or attach it to a follow up email within 24 hours. If he/she doesn't - you know that progression is going to rest 100% on your shoulders - because management doesn't really see how your certification truly impacts revenue generation.

Closing Points.

TEAM TEAM TEAM. It is better to belong to the Number 1 Sorin Team in the nation than the 175th Medtronic Team. You are only interested in VOLUME business, because you need a consistent diet of cases with doctors who like your company (therefore are patient with yoiur dumbass!!). This is the central element to deciding if a job offer is good or not.

Former Pharma: From your posts, it sounds like you are an attractive 9soon-to-be) former pharma rep. This is a strength for you and your customers - you know that from previous experience getting those signatures that no one else could get. It is, however, a threat to those of us who look like deack apes. Our only defense mechanism is to marginalize you to a sex-crazed schemer or a "typical Pharma" lazy-ass. Unfortunately, there are those who have preceded you that have earned those titles. It's not fair, it's not just - it's your reality. Don't earn the title.

Reversal.

Do you REALLY want to leave pharma? Why? Is the delta between device money and pharma money enough to surmount the delta between device QOL and pharma QOL? That is a HUGE consideration, and one that far-too-many pharma reps give no consideration. The 3am emergency calls are a bitch. New legislation has its cross hairs on both industries and the paydays are drawing to a close.

Don't leave behind pharma (and the seniority you've built) on a whim.....


Good luck.
Click to expand...

Very thorough response, not often you get that on CP. Not OP or female w/ a nice ass but i am in ortho and considering CRM. Are there major hurdles to overcome to get into CRM or is it even possible? i understand that there are a number of learning curves but are ortho reps viewed in a negative light to interviewers? thanks
 






Thank you very much for a serious answer and your professionalism. You have restored some of my faith in BSC. I've shadowed 2 reps in 2 territories. I've gotten the impression I would be working a lot of cases (not on my own until after awhile). I'm both fine with the paycut and the extra work as long as it lead to sales in the future. I don't expect to walk into this and be handed anything. That has been my concern in making a switch as I come close to the final interviews. I am willing to accept this paycut and devote significant hours and my reputation in my exsisting relationships with physicians but seem to be treated with little professionalism.
 






Anonymous said:
Thank you very much for a serious answer and your professionalism. You have restored some of my faith in BSC. I've shadowed 2 reps in 2 territories. I've gotten the impression I would be working a lot of cases (not on my own until after awhile). I'm both fine with the paycut and the extra work as long as it lead to sales in the future. I don't expect to walk into this and be handed anything. That has been my concern in making a switch as I come close to the final interviews. I am willing to accept this paycut and devote significant hours and my reputation in my exsisting relationships with physicians but seem to be treated with little professionalism.
Click to expand...

Mr. Thorough here. You're saying the right things, I just challenge you to go somewhere quiet and ask yourself the following questions:

1) How long am I willing to wait to become a sales rep in CRM?
2) What would I accomplish if I stayed in pharma for that amount of time?
3) What did my favorite physician (that I call on now as a pharma rep) said when I asked him / her about this decision?

The answer to number 1 will be a minimum of 2 years. You MAY be offered a sales position before then, but I can tell you that the only people I have seen succeed in CRM sales before spending 2 years as a clinical were those folks who were former nurses or scrub techs who had a doc pulling for them already.

Question #2 needs to be thought through objectively as possible. I can tell you that most folks are thinking they are going to make $300 - $350k per year in device, so that makes leaving their $125k per year pharma job a no-brainer. Here's a question: how much volume would you need to make that $300k per year at Boston. If you want to do the math I would use 5% commission on brady and 3% on tachy as a guide. Suffice to say, its ALOT of implants to get to $300,000 per year. Now look at how many territories are actually that big. I can tell you that the companies are not letting reps get "big" anymore. The territories are being split and ASPs are being dropped to keep the whales from emerging. The bottomline: make sure you're not walking away from a sweet sweet pharma QOL for a paycheck that may not actually exist.

Question 3. If you haven't asked a doc you trust about this decision - you must. Let's face it - he / she is as close to objective as you're going to get because Boston is going to blow smoke up your ass and you're going to be inclined to believe it. See what a DOCTOR (preferably a cardiologist or EP) thinks about you working for Boston Scientific. Take it to heart.
 






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