The 9 Types of Medical Sales, Which Role is Right For You
Medical sales isn’t a single career path. It’s a collection of very different roles, environments, and expectations that often get lumped together under one title. Unless you had someone on the inside to explain the landscape, most reps were left to figure it out as they went.
This guide breaks down the primary types of medical sales, what each role actually looks like day to day, and the skills and personalities that tend to succeed in each. Not theory. Not hype. Just clarity around how these paths differ and why fit matters.
The Future of Medical Sales Hiring Is Fit, Not Volume
Medical sales hiring is shifting. As roles become more specialized, volume matters less than fit — territory, timing, culture, and long-term trajectory. The next generation of hiring rewards reps and leaders who build intentional plans and find the right circles, not just the next opening.
A Year of Connection, Momentum, and Unmatched Community
What started as a small idea in Charleston has grown into the largest medical-sales community in North America. In this year-end letter, Founder Kendy Elmore reflects on a year defined by connection, momentum, and shared belief — from 47 local events and a sold-out National Sales Summit to expanding partnerships and real career impact across the industry. As The Lobby looks ahead to an ambitious 2026, one thing is clear: this movement is just getting started.
Inside the Room: The Lobby Sales Summit Sets a New Standard for Medical Sales Connection
More than 150 professionals from 20 states came together in Dallas for a day that redefined what connection in medical sales can look like. The Lobby Sales Summit 2025 delivered networking, insight, and a reminder that this industry is strongest when it shows up for itself.
Cracking the Value Code: How to Sell What Matters Most
Most reps think they’re selling value — few know how to define it in a way that matters. In 2025, “value” looks different for every stakeholder: hospitals want efficiency, physicians want time, and patients want outcomes. Here’s how to crack the code and start selling what truly counts.
Million-Dollar Moves – Habits of Reps Who Scale Beyond Quota
What does it take to join the top 1% of medical sales reps — the ones who crush quota year after year? It’s not luck or charisma. It’s daily habits and mindset shifts that any rep can learn and practice.
Winning in MedTech Sales: Smarter Strategies from Lisa Bichsel’s New Book
Success in MedTech isn’t just about a good product—it’s about how you show up in the field. In her new book, So You’re Launching a Medical Device…, BMMG founding partner Lisa Bichsel distills decades of commercial expertise into practical moves for reps, marketers, and anyone driving growth in this industry.
Field Sales Playbook: How Top Reps Are Redefining Territory Growth in 2025
Elevate your Q3 game with smarter territory growth—not just more miles. Learn how reps in 2025 are balancing depth, spotting hotspots early, and unlocking sustainable traction in just one playbook.
2025 MedTech Playbook: 3 Sectors Worth Watching, 3 Skills Worth Building
The MedTech landscape is shifting fast. From surgical robotics to AI-assisted imaging, here are 3 sectors worth watching — and the skills reps need to build now to stay ahead in Q3.
Breaking Into Medical Sales: Top Entry-Level Roles for Grads & Career Changers
No experience? No problem. This post breaks down the best entry-level roles in medical sales - plus insider tips from Lobby founder Kendy Elmore on how to stand out and get hired.
Breaking Down Barriers: How Top Reps Use Data + Tech to Sell Smarter and Scale in 2025
The reps who are still winning? They're working smarter, not louder - leveraging data, AI insights, and enablement tools to anticipate friction and drive alignment.
Whether you're building your book in year two or leading a region through a tough quarter, here's what the most forward-thinking teams are doing today.
Rekindling a Lost Deal: How to Turn a “Not Now” into a Future Yes
We’re breaking down barriers - especially the ones that keep promising deals from closing. In the world of medical sales, rejection is part of the process. But when handled right, a “not now” can become a strong “yes” in the next quarter.
The Executive Pathway: How Top Medical Sales Reps Transition into Leadership
The best medical sales reps don’t just hit quota—they think beyond it. At some point in their career, every top-performing rep faces the same question: What’s next?
The Access Gap: Why Some Medical Sales Reps Get Ahead Faster (And How to Bridge It)
Feel like you’re putting in the work but not seeing the results? It’s not about skill - it’s about bridging the access gap.