👉 Ready to break into medical sales the right way? Join RepPath Academy here: https://reppath.com/pages/program
Welcome back to The RepPath Podcast with host Joe Licata, where we cut through the hype and give you the real truth about breaking into and thriving in medical sales.
In this episode, Joe takes nearly 25 years of experience in pharma and medical device sales and systematically destroys the biggest myths holding candidates back. If you’re trying to break into medical sales or wondering if this industry is actually for you, this is required listening.
In this episode, Joe breaks down:
Myth #1: “You have total freedom in medical sales.”What freedom actually looks like, how much you’re really being tracked, and why your best freedom strategy is one thing: crush your number.
Myth #2: “You’ll work 70 to 80 hours every week.”The real average weekly hours in pharma vs device, and why replying to a couple emails at 9 PM doesn’t mean you’re “working 80 hours.”
Myth #3: “You’ll have tons of patient interaction.”The truth about how often you actually see patients (hint: in pharma it’s almost never, in device it’s rare) and the few roles where you do stay closely connected to patients after procedures.
Myth #4: “I just want a job where I sell all day.”Why only 7 to 10 percent of your time is true selling time, and the rest is:
Waiting for doctors
Traveling between offices and hospitals
Covering cases
Doing admin, expenses, training, and internal calls
Myth #5: “Medical sales is all glamour and perks.”Joe walks through the real perks and benefits:
Base plus bonus and commission
Company car or car allowance
Phone, health, 401(k), sometimes stock And why reps underestimate the true dollar value of those benefits.
Myth #6: “AI is going to replace medical sales reps.”Joe explains why AI is a tool, not a replacement (at least for the foreseeable future) and why reps who refuse to embrace AI are the ones who will get left behind.
Myth #7: “Everyone in medical sales makes crazy money.”The real numbers:
Average total comp around $178K
Only a small percentage crack $300K plus
The realistic range most strong reps can aim for And the difference between pharma and device when it comes to upside.
Myth #8: “You need a medical or science background to break in.”Why a four year degree helps but doesn’t need to be in science, when pharma really does want B2B experience, and why device and distribution are often more open to hungry, green talent.
Myth #9: “Pharma experience guarantees you a device job later.”Joe is brutally honest about how many device managers view pharma reps, and what actually helped him personally jump from pharma to Boston Scientific.
Myth #10: “Social media shows the real day in the life.”Why TikTok and Instagram glamorize the role, what you don’t see (waiting 1.5 hours for 30 seconds with a doctor), and how to get the real story by talking to reps with openings.
Myth #11: “If I just get in, I’ll move up quickly.”Joe unpacks:
How volatile the industry really is
Why advancement is heavily tied to mobility and willingness to move
The importance of looking at tenure on LinkedIn before you join a company
Myth #12: “Anyone can do this if they have thick skin.”Joe shares what actually matters:
Energy and attitude
Ability to build deep relationships
Willingness to wait, persist, and stay resilient when it’s boring and hard
You will also hear Joe break down quotas, performance improvement plans, travel realities, how commissions can change overnight, and why you should never build your lifestyle assuming your commission plan will stay the same.
Who this episode is for:
Candidates serious about breaking into medical sales
Pharma reps considering a jump to device
New reps realizing this job isn’t what social media sold them
Anyone feeling ghosted by recruiters and thinking about giving up
Want help breaking in at the top of the industry?
If you’re tired of:
Sending out applications and hearing nothing
Getting o
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