From Lab Bench to Sales Call: Ten Myths About Careers in Chemical Sales
Nan Knight

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Joining the sales force of a chemical or pharmaceutical company may not be the career path you envisioned when you were in college, but increasing numbers of trained scientists are making the transition to sales. The reason? A scientific background gives them the edge and experience necessary to make effective and profitable contacts with colleagues and to work with companies to improve products and enhance offerings.

If you've thought about sales and resisted the idea, chances are you've bought into at least one of the persistent myths about being part of the sales force. JobSpectrum.org surveyed a number of industry and company representatives who reported that these myths, despite their persistence, are equal parts misconception, stereotyping, and misinformation. Test yourself-how many of the following do you believe are true?

1) No career advisor ever mentioned sales to me, so it must be a bad idea.
2) The economy is uncertain; that means that a sales job is uncertain, too.
3) Sales personnel have to wear plaid jackets and talk VERY LOUDLY.
4) Going into sales would be a waste of my education
5) I have the "wrong personality" for sales.
6) The life of a salesperson is drab and uninteresting.
7) Sales income is unreliable and unpredictable.
8) The sales group is like a club; scientists aren't welcome.
9) If I become a sales rep, I'll never get to do science again.
10) Once I'm in sales, there's no room for advancement.

If you're keeping score, every one of these statements is false. In fact, sales careers offer variety, remuneration, potential, and a special appeal for scientists who are interested in what's going on in the wider world around them.

Myth #1: No career advisor ever mentioned sales to me, so it must be a bad idea.

You're right, chances are no one at your college or university ever listed sales as a possible career goal for your chemistry degree. In part, it's because this is a nontraditional route. "We get very, very few chemistry students who express an interest in sales," says Karen Heisey, Assistant Director of Duke University's Career Counseling Center. Many students do not consider sales as a possible career because they want to continue hands-on research or go on to graduate chemistry work. "We do occasionally have science majors who choose to pursue positions in upper-level marketing, because that's perceived as a flashier, more exciting kind of job," says Heisey. And surprisingly few recruiters look for sales staff among chemistry graduates. Heisey adds, "The exception is pharmaceutical sales, where we get recruiters who come to campus looking for bright young chemists."

But just because no one has suggested it does not mean that your skills and knowledge aren't valued. Check out the Web sites of major companies and call their Human Resources staff to find out whether they are hiring chemistry graduates in sales. Ask if they offer any marketing internships that could give you on-the-job training and a feel for sales. Keep an eye on career sites like JobSpectrum.org, where employers know they can find experienced chemists.

Myth #2: The economy is uncertain; that means that a sales job is uncertain, too.

One of the axioms of the chemical and scientific industry is that the economy is never bad in every industry. Even in economic downswings, some companies will be expanding and others will be merging and acquiring smaller companies. In the second half of 2001, when most reports had the chemical industry outlook gloomy, companies like Johnson and Johnson were announcing large numbers of new hires in sales. Why? "Because businesses make their money through sales," says Doug Lynch. "In general, the sales force of a company is treated very well, because they serve as the point of contact between the company's product and both repeat customers and new business."

In fact, cuts from the laboratory staff may actually come before cuts from the sales staff. Moreover, the bonus structures built into many sales jobs may be one way to get ahead economically while the salaries of other company employees are frozen. It's still important to do research on any company you're thinking about joining, but if the industry outlook is strong, then accepting a sales position is no riskier than a lateral move in the lab.

Myth # 3: Sales personnel have to wear plaid jackets and talk VERY LOUDLY.

"Certainly, impressions about sales may be wrong among some bench chemists," says Bob Slawson, head of Cambridge Consulting Services (Naperville, IL), recruitment specialists in chemical sales, marketing, and management. "Today's technical sales rep is not the guy on the used car lot in the plaid jacket. This is a field for men and women. And a technical sales rep for a major industrial company functions more like a high-level consultant."

"We work directly with knowledgeable research and development staff in industry and manufacturing," says Lynch. "These aren't people who want a fast-talking sales pitch. They're interested in solutions from someone who knows their business." Many chemists who enter sales are surprised to find that their daily client interactions are about collegial sharing of knowledge and not about high-pressure persuasion. Although cold calls are still part of some sales persons' routines, even these interactions are more about showcasing the ways in which specific products can fit clients' needs. A background in chemistry and science are more important than the hard sell in connecting with these clients.

Myth #4: Going into sales would be a waste of my education and experience.

In today's increasingly competitive employment market, many major companies require a scientific degree and work experience. "As many as 75%-80% of our clients will require a technical background for sales and marketing positions," says Slawson. "This usually means a bachelor's degree. Having an MBA in business management or marketing conveys extra value. And bringing practical, working knowledge of the science involved is very helpful."

Mort J. Spiegel, whose Morristown, NJ, company, Spiegel & Associates, advises chemical companies around the world on training sales personnel and in developing advertising and public relations materials, agrees that many businesses want to see both a degree and experience. "Chemists who have been in the lab for a few years after graduation offer very real advantages to employers who hire them as sales agents," he says. "They have the ability to do the most important thing a sales agent can do: truly understand the needs of the customers." Among the advantages Spiegel cites, experienced chemists can:

• Speak the same language as the customers;
• Respond pro-actively to customer problems and look for solutions in an informed way;
• Report back constructively on other innovations seen in the field;
• Work actively with the company on devising solutions for one customer that may benefit a whole range of current and prospective customers; and
• Serve as an informed intermediary between the customer and the company.

Sidebar: Different Roads Lead To A Sales Career

Myth #5: I have the "wrong personality" for sales.

Conducting a self-assessment is an important part of considering a sales career. It's true that many chemists who were originally attracted to the quiet, clean environment of the laboratory simply may not be cut out for the demands of selling. "It's sometimes a challenge to find that chemist or chemical engineer who has the interpersonal skills necessary to be successful," says Slawson. "Previous experience in sales is helpful."

However, a number of individuals consulted by JobSpectrum.org noted that you don't have to be a "born salesperson" to have a successful career in scientific and technical sales. "I've seen a number of good training and motivational programs that could be very good assets to someone with a science background who wants to enter sales," says Spiegel, pointing to the growing numbers of corporations that have their own in-house programs to ramp up sales capabilities among new staff.

However, Spiegel cautions that you may want to start by assessing your "natural" ability to handle the demands of sales by asking the following questions:

• Am I able to handle rejection on a regular basis?
• Am I good at time management?
• Am I a self-starter, able to devise and complete a complex schedule of appointments without direction?
• Is my personality flexible enough to blend with the wide range of people I'll meet?
• Can I be professional and cheerful on the job, regardless of any problems I may have at home or in my personal life?
• Am I a careful record keeper, able to keep up the detailed reporting required? (Spiegel notes that chemists, trained in keeping lab notebooks, may have a distinct advantage in this area.)
• Am I ready to travel, relocate, or be on the road, depending on the requirements of the job?

Myth #6: The life of a salesperson is drab and uninteresting.

The old stereotypes about sales have been rejected by many of today's younger workers. "All the clichés-the tired shuffle, the tattered sample case-are really boomer generation prejudices," says one marketing major at the University of Maryland. "My generation thinks of sales as a way to run at your own speed. Drive a nice car. Succeed financially. Meet interesting people." She may be right; marketing programs at many universities are filled to capacity with young people who consider sales an interesting and fulfilling career goal.

Sales staff interviewed for this article agree that a career in scientific and technical sales is much less confining than one in the lab. They cited travel, new experiences, a wide experience of applied science, and opportunities for change as the major attractions. A surprising number cited the freedom not only from the lab but also from the desk. "I'm mobile," says one North Carolina pharmaceutical sales rep. "I don't punch a clock. I structure my day in the way that I think will be best for my company and my clients."

Myth #7: Sales income is uncertain and unreliable.

Pay for chemical and technical sales representatives can be structured in a number of ways, but the bottom line is clear: most technical sales representatives earn much more than they would have in the lab. Although some companies rely on a quota and percentage system, the trend is toward a base salary supplemented by bonuses, awarded on the basis of individual or team achievements. Estimates from the sources interviewed for this article indicated that a move from the lab to sales might increase income by 50%-100%. Several sources emphasized that companies value their sales forces and make sure that they are both adequately paid and that advancement is built into the job.

Myth #8: The sales group is like a club; scientists aren't welcome.

No secret passwords here. Clearly scientific expertise is a valued adjunct to technical and scientific sales today, and the door is wide open to scientists who want to make the career change. Companies like CRODA, Merck, and Dow have instituted training programs designed to take recent graduates or working scientists and introduce them to sales and marketing. Even if you don't think you're a "natural" for sales, these programs can give you the knowledge and skills needed to represent the company's products effectively with a range of clients.

If you're considering a move to sales, ask the HR representative of the company what percentage of the sales staff have technical backgrounds. The answer may surprise you. If the percentage is high, then the "club" you're joining has members just like you. If the percentage is low, then you'll be entering the work force with a distinct advantage that may make you a standout salesperson from the start.

Sidebar: Selling Yourself: The First Step in Transitioning to Sales

Myth #9: If I become a sales rep, I'll never get to do science again.

"You can always choose to go back," says Doug Lynch. "The door to the lab doesn't lock when you leave." Going into sales doesn't mean that you leave science behind or that your knowledge of the field is somehow frozen in time. Part of being a good sales representative is understanding the work your clients are doing and keeping up with innovations in the field and scientific advances. In fact, your knowledge of the field may be broader outside the lab than in. If an exciting new advance captures your interest, or if you tire of the pace of the sales life, the door to the lab is open. The skills you've acquired "on the outside" will actually help you in shaping products for the market.

Myth #10: Once I'm in sales, there's no room for advancement.

This may be the biggest myth of all, say the individuals interviewed by JobSpectrum.org. Sales personnel have to know every aspect of the company they represent-and often know everyone in the hierarchy. Such contacts can prove valuable when the company is looking for someone with proven people skills and enthusiasm to advance up the executive ladder.

Moreover, as one sales rep put it, "My job is like a smorgasbord of opportunities in the industry. Every day I go to a variety of scientific companies doing fascinating work and consult on a collegial basis with their ranking staff and executives." The result is that many sales reps know exactly which companies are up and coming, likely to expand, and offer an attractive working climate. "And if you want to make the switch," says the sales rep, "your foot is already literally in the door. They know you and respect you before you even apply."

Making the Transition from Science to Sales

With an academic culture that for the most part ignores sales and marketing as a career choice, it's not surprising that most chemists who transition into sales do so after other work experience. "In fact, the typical transition isn't abrupt," says Slawson. "Many people work at the bench or in the lab and then are promoted to technical services, where they get a feel for sales and a sense of whether it's an atmosphere they'd be comfortable working in. Then, they may make the transition within their own company or switch to another."

Spiegel advises doing some very careful background work before making such a transition. "For many bench chemists, the sales environment may be entirely foreign to their past experience," he says. He recommends a three-step approach to deciding whether to undertake a career in technical sales:

• Investigate the job: Speak with colleagues or contacts inside the industry about the demands of the sales job in which you're interested. Ask about specific sales requirements, bonus structures, travel requirements, etc.
• Research the company: Find out about the general work ethic and approach of the company. You'll be putting in long hours, and it's good to know up front how this company thinks you should use your time. Find out if there are cultural differences between different international branches of the company to which you may be assigned. (Spiegel cites the example of a US-based company that followed the "work hard/play hard" ethic, while a Swiss counterpart followed the "work hard/work hard some more" ethic.)
• Look in the mirror, and get someone else to look over your shoulder: Once you know about the requirements of the job, ask yourself if this is something you really want to do. Go to colleagues who are familiar with the demands of sales and ask them to be absolutely honest about the likelihood of your success in sales.

The Bottom Line

Sales may be a demanding career choice, but it's one that offers incentives, travel, variety, challenges, and a chance to meet chemistry colleagues across a broad spectrum of work places and practice. It offers the opportunity to use your scientific background in ways you may never have planned while expanding your horizons and broadening your career possibilities in a position where you are highly valued. Get beyond the myths and take a closer look.

Sidebar: The Future: From Sales Call to Video Chat?

Nan Knight is a freelance science writer and editor whose credits include Smithsonian exhibits, Discovery Channel Web sites, and a wide range of publications on radiation in medicine.