The orthopaedic extremities market is one of the fastest growing in orthopaedics as procedures and implants gain more acceptance. Course speciality 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 methodically, an industry-first curriculum built specifically for the orthopaedic device community.
As a requirement, all medical sales representatives must complete industry credentialing prior to entering the operating room.
Professional Representative Certification (PRC)
As a requirement, all medical sales representatives must complete industry credentialing prior to entering an operating room. Knowing hospital protocol and operating room etiquette is a must. Most company sponsored training programs spend less than a day covering this subject matter. At the Medical Sales College, we offer the best-trained professional representatives for the benefit of the employer, hospital and patient safety. In addition, as a selling representative, you work with several departments at the hospital. In our PRC certification, a student of the Medical Sales College takes it a step further. A typical representative learns by trial and error. At the Medical Sales College we want to give you every advantage to succeed. We take no chances. Outside of hospital protocol and operating room etiquette, we also cover 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.
Anatomy and vocabulary is vital to understanding pathology and procedures as well as the 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 Extremities.
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:
With the introduction of new technologies like stem cells, growth factors, amniotic tissue membranes, and extensive portfolios of allograft and autograft tissue types, there is a lot to learn in the field of regenerative medicine and biologics.
Like PRC, most company sponsored training programs spend less than one day on biologics (some as little as a couple of hours). At the Medical Sales College, we understand that an expert in biologics is high in demand. We spend the time necessary to get you more than just acquainted with biologics. The following is a list of Orthobiologic and Regenerative Medicine topics learned throughout the week.
During these weeks, students will gain knowledge of the most common Hand, Wrist, Elbow, and Ankle anatomy and pathologies. This knowledge is critical so that graduates will be able to communicate intelligently with hiring managers to secure a position within the industry. Graduates will form a strong, solid foundation, which will enable them to integrate and contribute at a faster pace once out in the field.
The following is a complete list of topics covered in the speciality curriculum.
Specialty Instruction: Forefoot
Learn the anatomy and biomechanics of the forefoot, as well as pathologies and surgical and non-surgical treatments.
Specialty Instruction: Midfoot, Rearfoot, and Ankle
Learn the anatomy and biomechanics of the midfoot, rearfoot, and ankle, as well as pathologies and surgical and non-surgical treatment techniques for each.
Specialty Instruction: Hand, Wrist, Elbow, Shoulder
Learn the anatomy and biomechanics of the hand, wrist, elbow, and shoulder, as well as pathologies and surgical and non-surgical treatment techniques for each.
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