Medical Sales Myths You Need to Stop Believing

👉 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 one interview and then never advancing
• Trying to figure it out alone with random advice online

Then it’s time to plug into a proven system. At RepPath Academy, Joe and his team help motivated candidates every week:

• Position themselves as must interview talent
• Learn the business, language, and expectations of hiring managers
• Show up to interviews prepared, polished, and ready to compete
• Break into pharma and device roles faster and with more confidence

Learn more and join the RepPath Academy: https://reppath.com/pages/program You can also:

• Visit r