Going from Science to Sales

So what will you earn?

Still, compared to a typical scientist salary, a sales rep's opportunity to earn a six-figure salary within a few years of starting can seem quite appealing. A base salary for a sales rep in the life sciences sector ranges between $40,000 and $80,000 per year, with commissions and bonuses potentially doubling that amount.

Money, however, can't be the only reason for considering a career in sales, says Jarvis. "You have to really enjoy talking to people." A researcher considering a position in sales should have a resume that demonstrates strong people skills in addition to the technical background. "You really need to have both of those elements to be successful in this field," says Rich Pennock, business unit leader of Kelly Scientific Resources, an international recruiting company.

Most jobs in sales don't require a PhD, but the ability to absorb and apply scientific concepts is as important as the people skills. It lets the sales rep troubleshoot a problem or scientific question on the spot, without needing to call for backup. A good understanding of the science means the ability to win a customer's trust faster. In a 2005 BioInformatics survey, 60% of scientists said they thought it was "extremely important" for sales representatives to understand the scientific applications of their products.

Science isn't everything

Just don't expect your science background to open all the doors in sales. Even though scientists want that background, hiring managers want a track record in sales. Some aren't impressed with a science background alone. "There's a bit of a controversy around that question," says Jarvis, who has hired and trained a number of sales representatives. Some managers will value proven sales ability, aggressiveness, and drive to succeed over scientific background. "Other managers like to take strong raw material and sculpt it into the kind of sales rep they want to see," said Jarvis, whose first manager fit the latter profile and became a sort of father figure to him.

Without a background in sales, it's important to do careful research into the kinds of sales training a company provides, says Pennock. It's worthwhile to find out whether the company offers training in consultative sales - in which the sales rep tries to solve a researcher's specific needs - as well as "soft" skills such as cold-calling, negotiation, and conflict resolution. A company with a strong training program and good support staff is likely to be a better fit for scientists making a move.

For many scientists, technical support can be a great place to start. "It's a lot like sales without the pressure of having to reach a quota," says Jarvis. After a few years on the job "You pick up skills and interact with sales people and ask questions. Then you begin to have a story to tell in an interview," says Jarvis. By the time he moved into sales management, he was providing support to about 150 sales reps in his territory.

While it was a perfect change in careers for Jarvis, sales isn't for everyone. Pennock says that people have to be ready for the long hours, and the stresses of sales quotas and the inevitable dry spells. "The ideal resume would be someone who has the degree we're looking for, has experience in that industry on the technical side, and has also gotten some sales experience under their belt." He says that the people that often do well in sales are "outgoing, [have] skills to interact with people at all different levels. Someone who's not timid. Someone who can go with the flow and deal with the ups and downs of the job."