I agree that a demonstrated track record of success in sales was missing as an option. That would have won out over "consulting experience". Since sales people are good persuaders, but not necessarily disciplined and good problem solvers, it can be hard to know who talks a good game versus delivers a good game.
You can request documentation of past performance to back up resume claims. Past commission income is also a good indicator of ability to "walk the walk".
I also agree that trust and smarts are critical factors in healthcare IT sales roles. I look for evidence of "smarts" via advanced or technical degrees, significant healthcare experience and/or demonstrated strong communication skills. The ability to build trust is harder to evaluate. Client references can help, although not always easy to provide. If you've done a good job of building trust then typically clients are unhappy when you "leave them".
Honestly - I rely most on my network to recommend/vet good enterprise sales candidates. Maybe that should have been an option - a strong LinkedIn recommendation from a 1st level connection that you really trust.
How about a verifiable successful sales track record?? Most sales folks I have interviewed could easily talk the walk, but never really did it.
STEM Sister - 8 years ago
The vote may be skewed somewhat (at least, my vote was) away from the non-medical degree by your particular example. I perceive MBAs significantly differently from PhDs in Electrical Engineering. In my world, MBA detracts from someone's credibility as a salesperson whereas a degree in Math, Physics or Electrical is a huge plus. It has to do with trustworthiness and smarts. (Sorry for the gross generalization. Throw your tomatoes now.)
I agree that a demonstrated track record of success in sales was missing as an option. That would have won out over "consulting experience". Since sales people are good persuaders, but not necessarily disciplined and good problem solvers, it can be hard to know who talks a good game versus delivers a good game.
You can request documentation of past performance to back up resume claims. Past commission income is also a good indicator of ability to "walk the walk".
I also agree that trust and smarts are critical factors in healthcare IT sales roles. I look for evidence of "smarts" via advanced or technical degrees, significant healthcare experience and/or demonstrated strong communication skills. The ability to build trust is harder to evaluate. Client references can help, although not always easy to provide. If you've done a good job of building trust then typically clients are unhappy when you "leave them".
Honestly - I rely most on my network to recommend/vet good enterprise sales candidates. Maybe that should have been an option - a strong LinkedIn recommendation from a 1st level connection that you really trust.
How about a verifiable successful sales track record?? Most sales folks I have interviewed could easily talk the walk, but never really did it.
The vote may be skewed somewhat (at least, my vote was) away from the non-medical degree by your particular example. I perceive MBAs significantly differently from PhDs in Electrical Engineering. In my world, MBA detracts from someone's credibility as a salesperson whereas a degree in Math, Physics or Electrical is a huge plus. It has to do with trustworthiness and smarts. (Sorry for the gross generalization. Throw your tomatoes now.)