# Four Habits for Stronger Performance in Medical Sales

Put persistence, product knowledge, customer needs, and deliberate practice into a practical routine for medical sales.

By Jebb C. Ruff, MBA · 2025-01-25

Jebb’s advice for medical sales representatives centers on four habits: persistent follow-through, a well-informed belief in the product, attention to patient needs, and continual improvement. Treat these as practices to develop, not a promise of a particular commission check.

The original post challenged the idea of relying only on easy, short-term opportunities. The practical question is what you can do consistently before and after a customer conversation to make your work more useful.

## Follow through with a reason to reconnect

Persistence needs judgment. After a conversation, record what the customer said, what you agreed to do, and whether another contact would be useful. A follow-up should fulfill that commitment or address a specific unanswered question.

For example, if a customer asks for information you do not have, confirm how to obtain it through your company’s appropriate resources. Return with the requested information rather than another generic sales pitch. Respect a clear request to stop contacting them.

## Know the product well enough to discuss its limits

Confidence is more credible when it rests on knowledge. Review your company’s approved materials and training, and identify questions you need help answering. Enthusiasm should not become a substitute for accuracy or a reason to overstate what a product can do.

The [U.S. Bureau of Labor Statistics](https://www.bls.gov/ooh/sales/wholesale-and-manufacturing-sales-representatives.htm) includes explaining product capabilities and limitations among the duties of wholesale and manufacturing sales representatives. That supports preparing an accurate explanation rather than relying on enthusiasm alone.

A useful preparation exercise is to explain the product’s intended use, the customer question it addresses, and the point at which you should involve an appropriate colleague. If you cannot explain those clearly, make that your next learning priority.

## Keep the customer’s problem and patient needs in view

Begin by understanding the conversation you are entering. What does the customer need to clarify? What practical concern are they raising? Listen before deciding which information would help.

This is a sales communication principle, not an invitation to make clinical decisions for a customer. Keep discussions within your role, company policies, and approved materials. When a question exceeds your knowledge or responsibilities, route it appropriately instead of improvising an answer.

## Make improvement a routine

After a meaningful customer interaction, write a brief review while the details are fresh. Look for one change you can practice before the next conversation.

- What question helped you understand the customer’s actual concern?
- Where did your explanation become unclear or leave a question unanswered?
- What specific skill or knowledge gap will you work on next?

For example, if you spent most of the meeting talking, practice a shorter opening and a relevant question. If you could not explain a technical point accurately, revisit the approved material and ask for coaching.

## Separate sales habits from compensation promises

Strong work habits do not establish what you will earn. Before comparing opportunities, examine the employer’s written compensation plan and ask how performance is measured. Clarify the base salary, variable-pay rules, and when commission is earned and paid.

Use the four habits to assess how you work. Use the actual compensation plan to understand how that employer pays. Neither a motivational post nor another representative’s result can replace those details.

## Frequently asked questions

### Will these habits guarantee a larger commission check?

No. They are coaching practices, not a compensation forecast. Your earnings depend on the applicable compensation terms and results; review those terms with the employer.

### How can I be persistent without becoming pushy?

Follow an agreed next step, make each contact relevant, and respect the customer’s boundaries. Repeating the same request without new value is not the goal.

### What should a new representative work on first?

Start with the training and expectations for your role. Identify one knowledge gap and one communication skill to practice, then ask your manager for feedback on those specific areas.

Adapted from the original article with AI-assisted editing. Practical examples are illustrative.

## Sources

- [Jebb Ruff’s professional background](https://thepharmacoach.com/about)
- [U.S. Bureau of Labor Statistics: Wholesale and Manufacturing Sales Representatives](https://www.bls.gov/ooh/sales/wholesale-and-manufacturing-sales-representatives.htm)