In this course, students develop a detailed understanding of sports medicine concepts and treatment options, including the most common hip, knee and shoulder pathologies and procedures. Course material on orthopaedic reconstruction and trauma breaks out into knee week, hip week and trauma week. Students learn from the Med Sales Institute’s proprietary selling methodology, an industry-first built specifically for the orthopaedic device community.
All medical sales representatives must complete industry credentialing prior to entering the operation room.
Professional Representative Certification (PRC)
All medical sales reps are required to complete industry credentialing before they can enter an operating room. Students learn hospital protocol and operating room etiquette – a must for sales reps in the medical device field. Company-sponsored training typically spends only a day on this important topic. The Med Sales Institute offers the best-trained professional reps who benefit the employer and hospital through a focus on patient safety. A Med Sales Institute student also learns how to work with different departments of a hospital, preparing them for the job rather than leaving it to trial and error. The Med Sales Institute gives students every advantage to help them succeed from their first day on the job, including an understanding of hospital protocol, operating room etiquette, and industry regulations.
Medical Sales Method Introduction:
Medical Sales is unlike any other type of sales or territory management. As such, our training process is unique.
In 2023, the Medical Sales College upgraded its Territory Business Planning training to include a student effort-centric, sales-forward, territory planning process.
This process begins in week 1 and continues through to graduation week. Our territory business planning process does the following:
Your Territory Business Plan works double time as…
Your comprehensive Territory Business Plan will include the following:
Together, these resources and other insights make for a game-changing plan for your future territory.
Med Sales Institute students learning the anatomy and vocabulary needed to understand not only pathology and procedures but also the medical devices themselves.
In week 2 you will learn anatomy and vocabulary as it pertains to Orthopaedic Reconstruction & Trauma
In week 7 you will learn anatomy and vocabulary as it pertains to Sports Medicine.
Med Sales Institute students develop expertise in Orthopaedic Reconstruction & Trauma (ORT) concepts and treatment options. The three-week ORT program breaks out into knee week, hip week, and trauma week.
During knee week and hip week, students focus on understanding the anatomy, pathology, biomechanics, device design, and history as they relate to total knee and total hip arthroplasty. Students also learn about UNI knees, Bi-Polar hips vs total vs revision vs oncology.
Students focus on fracture classifications during trauma week. This includes discussion of both primary and secondary healing of bones. During fracture conference workshops, students look at X-Rays, identifying the fracture, and learn how to discuss solutions. Students expand their knowledge and build their confidence, learning how to become an asset to a surgeon’s team.
The following is a complete list of suggested education during the ORT curriculum:
Hip and Knee:
Students have a lot of ground to cover in the field of regenerative medicine and biologics. This includes understanding new technologies such as amniotic tissue membranes, growth factors, stem cells and extensive portfolios of allograft and autograft tissue types.
Company-sponsored training typically spends less than one day on biologics. In some cases, they may spend only a few hours. The leadership and faculty at the Med Sales Institute understands the high demand for sales reps with expertise in biologics. Students do more than simply become acquainted with biologics. They cover a variety of topics in Orthobiologic and Regenerative Medicine during the week.
Med Sales Institute students develop an understanding of the concepts and treatment options involved with sports medicine, including the most common hip, knee and shoulder pathologies and procedures.
The primary goal during the sports medicine weeks is to obtain a wide vocabulary based on ORT and sports medicine terminology. Students also build a solid foundation of knowledge in sports medicine, allowing them to integrate and contribute at a faster pace once they are in the field. The complete list of suggested education during the specialty curriculum includes the following.
Hip, Knee & Shoulder:
Capital Equipment & Disposables:
While students receive weekly sales training, week 11 is a sales intensive wherein Medical Sales College students pull together all that they have learned, plus the key elements of their territory business plan, and leverage their sales training, to capstone their medical sales training experience.
In week 11, students will utilize their arsenal of business planning profiles to perfect specific, next-level sales techniques and skillsets, in preparation for entering the industry.
In sales week, students will spend time in various workshops and role-play scenarios to learn and practice needed skills for:
Relationship-Focused Sales Meetings
Product FocusedSales Meetings
Product Value Statements
Validation for Impact
Prepare for the interview process and connect with our network of hiring managers.
The Med Sales Institute prepares graduates for success during the job hunt and interviewing process. Students connect with the institute’s network of hiring managers, focusing on gaining an advantage in career development and job placement. The vast amount of industry connections through leaders and faculty at the Med Sales Institute, along with a ZeroFee Recruiting profile, gives students an edge during their job search. During their final week at the Med Sales Institute, students focus on a wide range of job-related topics.
Avg. salary with 0-2 years experience, 2021 MedReps Salary Survey
3,700+ MSI gaduates placed with jobs as of March 2023
With our hands-on training and specialized surgical sales education
*Job placement rate calculated as of January 1, 2022, by dividing the number of placed graduates by the number of on-campus graduates for all current 12-week on-campus programs.
There's a certain level of finesse, there's a certain level of professional knowledge necessary. You have to look at an x-ray and help the doctor figure out treatment. You have to help a surgeon, as you're standing in the OR, figure out how to use your product while they're using it on a patient."
An interview with Med Sales Institute graduate Ashley Hauss, now working with Venus Concept
...you're going to gain so much knowledge, so much experience. You're going to be blown away with what you don't know walking in. Do I have any regrets? I wish I would've done this 3 or 4 years ago."
Squared Circle Medical LLC
From day one I knew that Medical Sales Institute was exactly what I was looking for and I felt an immediate connection with the subject matter and the professors. It was the perfect amount of challenging and intriguing which kept me motivated and stimulated throughout the program."
Smith + Nephew
Classes are full-time Monday – Friday
*Fees – Access to educational material (in lieu of textbooks) to be paid prior to the start of the program