In some cases the interview process can take several weeks, but at other times the process can take less than two weeks. It all depends on how the interview processes are set up within each pharmaceutical company. Typically, the larger companies require more steps in the interview process (more managers to interview the candidate) which results in a several week interview process. Also, the length of the interview process can be determined by the urgency and the number of sales representatives that need to be hired. Based on my recent experience, I know that some of the larger companies are expanding their national sales force and have dramatically shortened the interview process. I wish I could give you a short answer, but each company is different.

For your information, here is the basic interview process:

* Initial phone screen

The phone screen is typically a short, 20-to-30 minute phone call with either a recruiter or human resources individual.

* First interview

The first interview is usually with the hiring manager or the district manager (your future boss) and lasts 60 minutes.

* Second interview

The second interview will be with the hiring manager, and possibly an immediate peer and will typically last between 60 and 90 minutes.

* Final interview

The final interview will be with the hiring manager's immediate boss and other senior managers. In some instances, you will travel to the corporate headquarters to meet with several senior-level managers.

* Offer stage

The offer should be in writing and should indicate your base salary, vacation, and commission plan.

Q: What do pharmaceutical companies look for in the ideal candidate?

What does the ideal pharmaceutical sales candidate look like? This is a good question. Pharmaceutical companies look at a multitude of qualities and traits in the ideal candidate, but I can honestly say there is not one specific trait that you must have in order to become a pharmaceutical sales representative. Yes, some companies emphasize one quality more than the other but, generally speaking, all companies look for the same traits in an individual.

From my perspective, the ideal candidate's important traits fall into two categories: the basic, quantifiable traits and the subjective, more-difficult-to-measure traits.

Basic Quantifiable Traits:
These are the qualities that can be documented and verified.
* Four-year degree
A four-year degree from an accredited university or college is required to become a pharmaceutical sales representative. Pharmaceutical companies prefer candidates with degrees in life science (such as biology) but, generally speaking, all four-year degrees are considered. Your receipt of a four-year degree represents your ability to learn and master new information and shows that you have the discipline to complete a goal.

* Clean driving record
You must have a clean driving record to drive a company car for a pharmaceutical company. If you have trouble getting driving insurance or are considered a high-risk driver by your current insurance company, working for a pharmaceutical company might be difficult. A clean driving record is important because pharmaceutical companies lease company cars from a third party. In most cases the leasing company has the liability for the car; therefore, they want safe drivers.

* Excellent track record of success
An excellent track record of success in your professional career shown through accomplishments is an extremely important quality that hiring managers look for in you and your resume. Your success (accomplishments) must be documentable and articulated on your resume. Your accomplishments should clearly illustrate initiative, creativity, and drive to get the job done. You must show that you have achieved or surpassed your objectives, goals, and quotas.

Subjective traits that are equally important:

* Professional image
Professional image is important for a pharmaceutical sales representative because you are representing a respected multi-million dollar company. Expectations have been set over the years that pharmaceutical sales representatives have a professional image, so you must meet or exceed existing expectations.
* Men
I suggest the "IBM look". The IBM look is conservative and traditional in a dark blue, black, or charcoal single-breasted traditional suit; white button-down shirt with a button-down or straight collar; and a silk tie. Regarding grooming, it is highly suggested that men are clean-shaven (no facial hair) and have a short, fashionable hairstyle.
* Women
I also strongly suggest a traditional and conservative look for women, such as a dark blue or black skirt suit, white blouse, hose, and closed-toe shoes. Hair should be groomed professionally. Make-up should accent the face and not overpower it. A pharmaceutical sales person's image should be classic and fashionable, but not too trendy. Jewelry should be kept at a minimum
* Men and Women
Absolutely no cologne, perfume or scented hand lotions should be worn during the interview. Remember, you are interviewing for a job in corporate America, not a date!

* Desire
How badly do you want to get into pharmaceutical sales? Your desire can be demonstrated in the mastery of the following areas: company research, attention to your professional image, resume knowledge, interviewing skills, positive attitude and follow-through.

* Personality match with your manager
This is a difficult aspect to determine. You must feel comfortable enough with your boss to trust your career to them, and you must be able to work for and with the hiring manager. Your personalities must "click" with each other.

* Personality traits
The ideal pharmaceutical sales representative will be: self-motivated, goal-oriented, knowledgeable, personable, professional, positive, accountable, teachable, persistent, ethical, a team player and trustworthy. When interviewing, you must exude these traits (this will happen if you have adequately prepared for the interview).

Q: What is the one most important piece of advice you can give someone who wants to be a pharmaceutical sales representative?

Deciding and committing to finding a pharmaceutical sales position is a career choice. The question to ask yourself is, "How important is my career?" If you are serious about becoming a pharmaceutical sales representative, it is time you learn the rules of how to find and interview for a pharmaceutical sales position. The days of "winging it" are over, because the competition for a pharmaceutical sales position has never been greater. Become a student of searching for your career. Above all else, remain positive and persistent throughout the entire process.