Medical Device Sales

As a requirement, all medical sales representatives must complete industry credentialing prior to entering the operating room.

Professional Representative Certification (PRC)

As a requirement, all medical sales representatives must complete industry credentialing prior to entering an operating room. Knowing hospital protocol and operating room etiquette is a must. Most company sponsored training programs spend less than a day covering this subject matter. At the Medical Sales College, we offer the best-trained professional representatives for the benefit of the employer, hospital and patient safety. In addition, as a selling representative, you work with several departments at the hospital. In our PRC certification, a student of the Medical Sales College takes it a step further. A typical representative learns by trial and error. At the Medical Sales College we want to give you every advantage to succeed. We take no chances. Outside of hospital protocol and operating room etiquette, we also cover industry regulations.

• Fire Safety; Laser; Radiation; Electrical Biomedical
• National Patient Safety Goals
• How the FDA Regulates Medical Device Manufacturers
• Regulations of Adverse Events & Complaint Handling
• HIPAA
• Blood Borne Pathogens
• Infection Control
• Aseptic Principles & Techniques
• AdvaMed
• Code of Ethics
• O.R. Conduct for the Sales Rep
• SPD, Decontamination & Instrument Processing
• Compliance & the Sunshine Act
• Off Label Awareness
• General Surgical Instrumentation

Medical Sales Method Introduction: 

Medical Sales is unlike any other type of sales or territory management. As such, our training process is unique. 

In 2023, the Medical Sales College upgraded its Territory Business Planning training to include a student effort-centric, sales-forward, territory planning process. 

This process begins in week 1 and continues through to graduation week. Our territory business planning process does the following:

1. It helps students understand the intricacies of business planning through comprehensive territory profiling.
2. It makes the graduates of Medical Sales College more prepared for an interview as highly differentiated candidates, giving them a leg up on other candidates, to help them land their dream job.
3. It generates a portfolio of student work that can be leveraged during the interview process and has vast utility, especially for their first 30-60-90 days on the job.
4. It can integrate with any CRM system or can live as a stand-alone system; it is simple and portable which will assist in the early and sustained successes of medical sales representatives.

Your Territory Business Plan works double time as…

• An essential resource throughout your program but especially in Sales and Career Development weeks.
• An Interviewing Tool after graduation.
• A field Sales Portfolio to promote early sales successes.
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Your comprehensive Territory Business Plan will include the following:

1. Surgeon Profiles
2. Facility Profiles
3. Problem Profiles
4. Procedure Profiles
5. Product Profiles
6. Company Profiles
7. Industry Professional Profile

Together, these resources and other insights make for a game-changing plan for your future territory.

Anatomy and vocabulary is vital to understanding pathology and procedures as well as the devices themselves.

In week 2 you will learn anatomy and vocabulary as it pertains to Orthopaedic Reconstruction & Trauma.

In week 7 you will learn anatomy and vocabulary as it pertains to Extremities.

Students develop a comprehensive understanding of the Orthopaedic Reconstruction & Trauma (ORT) concepts and treatment options. ORT is a three week program that breaks out into knee week, hip week, and trauma week. 

Knee and hip week curriculum will focus on students gaining an understanding of anatomy, pathology, biomechanics, device design, and history as it relates to total knee and total hip arthroplasty. Students will also get an understanding of UNI knee’s, Bi-Polar hips vs total vs revision vs oncology.

During trauma week, we focus on fracture classifications. We discuss primary and secondary healing of bones. We set up fracture conference workshops looking at X-Rays, identifying the fracture, and learning how to discuss solutions. Students will build their confidence so that they are a confident asset to the surgeon’s team.

With the introduction of new technologies like stem cells, growth factors, amniotic tissue membranes, and extensive portfolios of allograft and autograft tissue types, there is a lot to learn in the field of regenerative medicine and biologics.

Like PRC, most company sponsored training programs spend less than one day on biologics (some as little as a couple of hours).  At the Medical Sales College, we understand that an expert in biologics is high in demand. We spend the time necessary to get you more than just acquainted with biologics. The following is a list of Orthobiologic and Regenerative Medicine topics learned throughout the week.

• Bone Formation
• Bone Healing
• Autografts
• Demineralized Bone Matrix
• Stem Cell Therapy
• Platelet Rich Plasma
• Amniotic Membranes
• Soft Tissue Allografts
• Human Dermal Tissue
• Synthetic Biologics
• Cartilage and Joint Preservation
• Wounds
• Tissue Banking

During these weeks, students will gain knowledge of the most common Hand, Wrist, Elbow, and Ankle anatomy and pathologies. This knowledge is critical so that graduates will be able to communicate intelligently with hiring managers to secure a position within the industry. Graduates will form a strong, solid foundation, which will enable them to integrate and contribute at a faster pace once out in the field. 

The following is a complete list of topics covered in the speciality curriculum.

Week 8
Specialty Instruction: Forefoot

Learn the anatomy and biomechanics of the forefoot, as well as pathologies and surgical and non-surgical treatments. 

• Anatomy, Pathologies (Degenerative, Trauma)
• Biomechanics (anatomical relationships and importance of balance/biomechanics),
• History of Surgical techniques Technologies,
• Surgical Treatment Options,
• Surgical Arthroplasty Techniques, Implants & New Technologies 
• Clinical Studies Research Project
• Radiograph /Image Analysis,
• Devices and Design Concepts

Sales

• Implants- Product Analysis
• Implants- Competitive Analysis
• Product Profiling and presentation

Lab

• Hands on training of surgical techniques learned during the week

Week 9
Specialty Instruction: Midfoot, Rearfoot, and Ankle

Learn the anatomy and biomechanics of the midfoot, rearfoot, and ankle, as well as pathologies and surgical and non-surgical treatment techniques for each.

• Anatomy, Pathologies (Degenerative, Trauma)
• Biomechanics (anatomical relationships and importance of balance/biomechanics),
• History of Surgical techniques Technologies,
• Surgical Treatment Options,
• Surgical Arthroplasty Techniques,Implants & New Technologies 
• Clinical Studies Research Project
• Radiograph /Image Analysis,
• Devices and Design Concepts

Sales

• Implants- Product Analysis
• Implants- Competitive Analysis
• Product Profiling and presentation

Lab

• Hands on training of surgical techniques learned during the week

Week 10
Specialty Instruction: Hand, Wrist, Elbow, Shoulder

Learn the anatomy and biomechanics of the hand, wrist, elbow, and shoulder, as well as pathologies and surgical and non-surgical treatment techniques for each.

• Anatomy, Pathologies (Degenerative, Trauma)
• Biomechanics (anatomical relationships and importance of balance/biomechanics),
• History of Surgical techniques Technologies,
• Surgical Treatment Options,
• Surgical Arthroplasty Techniques,Implants & New Technologies 
• Clinical Studies Research Project
• Radiograph /Image Analysis,
• Devices and Design Concepts

Sales

• Implants- Product Analysis
• Implants- Competitive Analysis
• Product Profiling and presentation

Lab

• Hands on training of surgical techniques learned during the week

While students receive weekly sales training, week 11 is a sales intensive wherein Medical Sales College students pull together all that they have learned, plus the key elements of their territory business plan, and leverage their sales training, to capstone their medical sales training experience. 

In week 11, students will utilize their arsenal of business planning profiles to perfect specific, next-level sales techniques and skillsets, in preparation for entering the industry.  

In sales week, students will spend time in various workshops and role-play scenarios to learn and practice needed skills for:

• Relationship-Focused Sales Meetings
• Needs-Based Selling
• Product FocusedSales Meetings
• Product Value Statements
• Validation for Impact
• Validation

Prepare for the interview process and connect with our network of hiring managers.

After successfully completing the necessary requirements and education, students will focus on career development & job placement. With the vast amount of industry connections, along with the launch of the ZeroFee Recruiting profile, this is what makes the difference for our students. The following are the specifics learned throughout the final week.

• Resume building
• Interview Preparation & Role Play
• ZeroFee Recruiting video filming
• Networking Plan & Messaging
• Hiring Manager Target Sheet
• LinkedIn InMail Campaign