In this course, world-class surgeons give students a comprehensive understanding of biologics and specific orthobiologic specialty procedures. Experienced medical sales reps teach students how their work benefits hospitals and patients. Students also learn the biological principles related to issues such as bone and cartilage grafting, tendon and ligament repair, and wound care in both clinic and surgical settings. The curriculum is developed using the input of surgeons and industry hiring managers.
All medical sales representatives must complete industry credentialing prior to entering the operation 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.
Develop a comprehensive understanding of biologic principles related to how orthopedic tissues heal including detailed instruction related to bone and cartilage grafting, tendon & ligament repair, wound care, and many other invasive and non-invasive biologic alternatives and adjuncts used both in clinic and in the surgical setting. Dynamic Consultative Sales (DCS) methods will be layered in throughout the weeks of biologics instruction in preparation for the final week on-campus.
Learn the foundations of Regenerative Medicine specifically the anatomy and structure of bone, bone composition, bone healing, bone modeling & remodeling, and AO Principles. Discuss the importance of bone grafting, biologic mechanisms (osteoconduction, osteoinduction, osteogenesis), scaffolds, stem cells, and growth factors. Here we build a foundation for your biologics knowhow and learn all about autograft before we learn about alternatives to autograft for fusion and other procedures.
Learn the types of cartilage and their unique biologic profiles. Discuss osteochondral defects and osteoarthritis along with the cartilage injury continuum of care. Understand treatment options such as corticosteroids injections, hyaluronic acid injections (HyA), platelet rich plasma (PRP), bone marrow concentrate (BMC), microfracture (MFx), osteochondral autograft/allograft transfer system (OATS), and allografts used to augment cartilage repair. Students develop a comprehensive understanding of biologic based products and procedures that could delay or even eliminate the need for a total joint procedure.
Students will develop a more comprehensive understanding of the tissue donation process, key medical rule outs, safety & efficacy of allografts, aseptic processing versus terminal sterilization processing methods, packaging & graft tracking.
Understanding of different stem cells types and how biologics products are regulated is critical understanding for any rep selling biologics. Students gain valuable information regarding types of stem cells and how biologics are regulated. This learning is reinforced in all other biologics learning modules.
Synthetic bone grafts offer a man-made alternative to autograft or are employed to extend the spread of autograft. The synthetics marketplace is expansive and touches all orthopedic specialties. Many specialtiesare inclined to use synthetic bone graft substitutes because of their strong safety profile.
Demineralized Bone Matrices (DBM) are allografts that are used in many orthopedic fusion applications. DBMs tend to excel in terms of their handling which is a key feature for surgeons in all specialties. The DBM marketplace is extensive with most companies offering at least one DBM option as part of their product lineup.
Platelet Rich Plasma (PRP) is a concentration of autologous platelets in a small volume of plasma. Platelets provide a key component necessary for tissue healing. PRP has vast utility in many orthopedic applications and its use offers opportunities to diversify one’s sales portfolio beyond orthopedics.
Bone Marrow Aspirate (BMA) and Bone Marrow Concentrate (BMC) are a source for autologous stem cells and platelets. Both are used full time for bone graft substitute hydration which enhances the regenerative potential and handling of basically any graft. Most companies offer a bone marrow concentration device as part of their product portfolio.
Cellular Bone Matrices (CBM) are one of the newest types of bone graft to market and what makes them most unique is that they contain live stem cells. CBMs match autograft in terms of their biologic profile and can be a real game changer for at risk patients who need a premium graft to get results.
This type of allograft is derived from birth tissues that would otherwise have been discarded. They have vast utility across many orthopedic and non-orthopedic specialties due to their regulation. Because of their biologic profile, Placental Tissue Allografts have many key benefits that could supplement a patient’s healing and ease current and future surgical procedures for surgeons.
Extracellular Matrices (ECM) are a complex category of products that are used in tendon and ligament repair augmentation, wound treatment, and other types of soft tissue repair and reinforcement. Most extracellular matrices offer a needed scaffold to the repair site while others have this same scaffold and so much more.
Students learn about many different types of wounds, how wounds heal, and factors that contribute to chronic wounds. Students use their building knowledge of key products like placental tissue allografts, extracellular matrices (ECM), and PRP to explore treatment options for various wound types. The wounds market is really growing and offers medical device representatives many employment opportunities beyond the typical orthopedic device role.
Students learn about the structure of tendon & ligament, their biology, and the phases of soft tissue healing. We put your growing understanding of biologic products and devices to work here through detailed discussion of how to use various biologic products to enhance healing of orthopedic soft tissues.
Develop a comprehensive understanding of utilizing biologics in specific Orthopaedic specialty procedures from world-class surgeons.
Specialty Instruction: Sports Medicine
In this one week intensive, students learn about orthopedic anatomy, common sports medicine procedures, and the biologic products used to treat, or augment treatment of, sports medicine type injuries. Students use their training from weeks 1 through 4 to better understand the most common biologic products used to augment sport medicine surgical procedures.
Specialty Instruction: Spine
In this one week intensive, students learn about spinal anatomy, common spine procedures, and the biologic products used to treat, or augment treatment of the spine. Students use their training from weeks 1 through 4 to better understand the most common biologic products used to augment spinal surgical procedures. Students attend a virtual presentation with a spine surgeon and get an opportunity to ask them questions about their procedures and the biologic products they choose.
Specialty Instruction: Extremities
In this one week intensive, students learn about extremities anatomy, common lower extremity procedures, and the biologic products used to treat, or augment treatment of the extremities. Students use their training from weeks 1 through 4 to better understand the most common biologic products used to augment surgical procedures of the extremities. Students attend a virtual presentation with an extremities surgeon and get an opportunity to ask them questions about their procedures and the biologic products they choose.
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
Networking – Job Placement
After successfully completing the necessary requirements and education, the student of the Medical Sales College is ready for placement. Students will focus on business development & student placement. With the vast amount of industry connections, along with the launch of ZeroFee recruiting, this is what makes the difference for our students. Our goal is for students to be interviewing the first week after graduation. The following are the specifics of our placement activity.
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
Part time classes (20 hours per week)
*Fees – Access to educational material (in lieu of textbooks) to be paid prior to the start of the program