In my line of work, I consult many different people on how to advance their medical sales careers or how to get back into medical sales after leaving the industry to start a family. If you take time off to start a family how are you perceived by recruiters and hiring managers? I’ve had clients tell me that they were told by some that they had been out of the industry too long. Have you lost your edge, your ability to sell or your management skills because you have been raising a family? “Not necessarily” is what I tell my clients.

Many women today, who decide to leave corporate America for a season, do not just stay home. Most women who were successful business women who choose to leave corporate American while their children are young are running part-time businesses from home, managing fund-raising events for their churches and or schools, volunteering and managing their family’s schedules while still managing the daily duties of their household. They manage people, manage time, balance budgets, negotiate deals and sell ideas daily. They are truly CEOs. With all this additional experience, why do many women re-enter the work force in a lesser role with lesser pay than they had when they took a break? Perhaps it is by choice, but for some I know it is because someone told them they had been out to long. What about the new skill sets developed during this time?

How do you get back in at the level you were when you left? I encourage my clients to include in their resume their accomplishments during their time out of corporate America. Don’t just leave a blank space on your resume. I also advise that they network with those they’ve worked with in the past. Those individuals will know your work ethic and history of success. Ask previous managers, direct reports and peers to recommend you for positions. Connect with those who have similar career experiences and join networking groups both online and locally. Keep up with industry news and meet with those in roles you are interested in pursuing. Take a course at a local University if necessary to sharpen your skills. Be proud of your past decisions and take aggressive steps toward your future ones.

If you are a hiring manager, would you consider hiring someone in a position that they had held before taking a sabbatical to start a family? Most of the working mother’s I know are truly amazing at organizing their lives and being highly productive.

God Bless You All.

Quotes from well know people who honored their mothers:

“All that I am or hope to be I owe to my angel mother. I remember my mother’s prayers and they have always followed me. They have clung to me all my life.”
- Abraham Lincoln

“Sometimes the strength of motherhood is greater than natural laws.”
- Barbara Kingsolver

WHAT THE BIBLE SAYS ABOUT MOTHERs

Mother is adored in each part of the universe. Even the Lord give due respect to the mother. The great epic ‘Bible’ also throws light on the place of mother in the life of a human being. What ‘Bible’ says about mother is…

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I recently interviewed several pharmaceutical and surgical device managers along with a few medical sales recruiters to find out what can turn an interview south and what can happen in an interview that helps you land the job. Here is what I learned:

TOP TEN THINGS NOT TO DO: (Some of these things appear obvious, but you’d be shocked at how many times they happen.)

1. NOT bringing copies of your resume.
2. NOT being prepared for the interview.
a. Not having a brag book to show documentation of your sales numbers
b. Not really knowing much about the company for which you are interviewing …ie, position and products
3. Answering your cell phone during an interview. (Shocking, I know. Turn your cell phone off before going into the interview, even the vibrate mode should be off. You can answer your phone later.)
4. Being late for the interview. (You should prepare for traffic delays and even getting lost by planning your route the night before and making sure to arrive 10 minutes early. Being late tells the interviewer that their time is not of importance to you and it won’t be a concern for you once you are hired.)
5. Using the same situation to answer more than one questions. (Many managers today use a form of interviewing called “Situational Interviewing and STAR” You should study these techniques or hire an advisor to prep you for the interview.)
6. Not giving specific answers or being able to fully develop your answers. (Many times people dance around the question or ignore what you’ve asked and provide you with alternative information. This isn’t working for you. The manager is only becoming frustrated that you aren’t answering their question. If you don’t understand what they are asking, request that they rephrase the question.)
7. Not asking the interviewer any questions at the end of the interview. (There is no way you have no questions. If you don’t, you either haven’t done enough research to know what to ask, you just aren’t that interested in the job or you may come across as being so arrogant you think you know everything.)
8. Coming to the interview unprofessionally dressed. (Ok, a suit is the uniform, a clean pressed suit that isn’t flashy for both men and women. Guys, make sure your belt and shoes match and that your hair is neat. Ladies, please no super short skirts, skin tight shirts or low cut shirts. Also minimize the makeup and accessories. You don’t want your personal appearance to be a distraction. If you are running late because you had a surgical case run late and have to come in scrubs call ahead and tell the interviewer to make sure it is alright.)
9. Don’t be NEGATIVE about anything or don’t say anything that could be considered offensive. Basically, don’t get too comfortable. (The last thing a manager wants to hear is you blaming others for why things didn’t work out or why your numbers weren’t as high as they should have been. You can be honest without being negative. Also, keep this in mind while employed. It is never good business to be a complainer. There are ways to make your point in a positive manner and be respected. Definitely refrain from trashing your previous company and/or boss. Talk to an advisor concerning interviewing techniques.)
10. Don’t leave without ASKING FOR THE JOB. (If you don’t ask for the job the interviewer can only assume you won’t ask for the business.)

TOP 10 THINGS TO DO!

1. Have a positive upbeat attitude and be able to demonstrate passion and commitment. Have a sense of humor.(Don’t be a cheerleader, keep it real.)
2. Be honest.
a. If you haven’t had a job in a few months make sure your resume reflects this. (If the interviewer finds out on his/her own, they probably won’t tell you, but you probably won’t get the job and if they find out after you’ve been hired, this is often grounds for termination.)
b. Be honest, but don’t give more information that required. (Ex. If you are asked, “Tell me why you left your last position” …. “I left because I had an opportunity to further develop my skills, NOT, I left because my boss was a jerk and wouldn’t promote me even though I was the most qualified.)
c. If asked, what compensation requirements do you have? Provide a range and explain that the overall package and job requirements impact your salary requirements. (I always recommend having copies of your past W-2s in your brag book to support your requirements.)
3. Be upfront about your experience. (If you have hospital sales experience only, don’t portray yourself as having the ins and outs of the operating room. If you were a Regional Manager, but didn’t manage people, be clear.)
4. Be confident, but humble and show how you are coachable. (No one wants to manage a premadonna and in this economic environment there are a lot of excellent people out there, so don’t be cocky.)
5. Find out how many people are interviewing you and bring copies of your resume for each person and one for yourself.
6. Research the company and devise a business plan. (This may not secure the job for you if you aren’t the most qualified candidate, but if it is a tight race it certainly can be the tiebreaker.)
7. Make a list of “REASONS” to hire you. (ex. I have consistently exceeded my sales goals. The skills that I’ve demonstrated are transferable to this position. My customers are loyal and trust my recommendations.)
8. When asked a situational question be able to provide more than one example and provide a detailed example, including how you accomplished your goal and when you accomplished the goal. The most recent the better. (ex. Tell me about an account that would not use your products that you were eventually able to convert.)
9. Immediately act on any assignment the interviewer gives you. (ex. They recommend you calling two their most senior reps. Call them as soon as you get in your car to at least leave a message asking to speak with them.)
10. ALWAYS ask for the interviewer’s business card or their e-mail address and immediately send them an e-mail reviewing what you discussed and thanking them for the opportunity to present yourself. (A handwritten card is obviously more personal, however you will rarely be given the interviewer’s personal address and by the time the receive your letter, they most likely have already made the decision.)

The bottom line is that the competition is fierce and managers can be choosy. An opinion of you is formed in the first few seconds. Just having the perfect resume and giving a great interview is not enough these days. You need to be likable. Remember, these managers are picturing themselves sitting in a car or the OR with you for hours. You want them to like you. Good-luck in your search.