Episodes

  • How Hiring Managers Really Choose Medical Sales Reps

    How Hiring Managers Really Choose Medical Sales Reps
    Jan 13 2026
    🚀 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? 👉 Join the RepPath Academy: https://reppath.com/pages/program If you’re serious about standing out, landing interviews, and breaking into medical sales at the highest level, this is the proven path thousands have used to win. In this episode of the RepPath Podcast, Joe Licata goes deep on what it actually takes to stand out in today’s ultra-competitive medical sales interview process, where 300 to 500 applicants can apply for a single role. This isn’t surface-level advice. This is the real playbook hiring managers respond to. Whether you’re:
    • Trying to break into medical sales
    • Transitioning from pharma, marketing, clinical, or B2B
    • Or looking to separate yourself from experienced reps
    The strategies in this episode apply far beyond medical sales and can be used in any high-stakes interview process. WHAT YOU’LL LEARN IN THIS EPISODE: ✅ Why the interview is a sales call and how to sell yourself as the product ✅ How to outperform candidates with more experience ✅ Why “spray and pray” job applications fail and what to do instead ✅ How to network the right way with reps and hiring managers ✅ How to build a real 30-60-90 plan that actually impresses ✅ The power of quantifying your experience with rankings, growth, and results ✅ Why a brag book still wins interviews in 2025 ✅ How to follow up like a top closer before and after interviews ✅ How entry-level candidates can outwork and outshine the field ✅ How to translate clinical or non-sales experience into commercial value Joe also answers live audience questions covering:
    • Transitioning from pharma to device
    • Leveraging marketing or clinical backgrounds
    • Age concerns when switching careers
    • Handling interview nerves
    • What to do when hiring managers go silent
    WHY THIS MATTERS Medical sales is one of the most competitive and lucrative industries, and talent alone isn’t enough. The reps who win:
    • Prepare like professionals
    • Network with intention
    • Speak the language of sales
    • Show proof, not adjectives
    This episode breaks down exactly how they do it. ABOUT THE REPPATH ACADEMY The RepPath Academy is a proven, structured program designed to help aspiring and experienced reps:
    • Break into medical sales
    • Master interviews
    • Build elite networking skills
    • Optimize resumes and LinkedIn
    • Gain direct access to expert coaching
    👉 Learn more and apply here: https://reppath.com/pages/program 📌 SUBSCRIBE for weekly medical sales insights 👍 LIKE if this episode helped you 💬 COMMENT your biggest takeaway or interview challenge If you’re ready to stop guessing and start winning, this episode is a must-watch.
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    1 hr and 5 mins
  • 1099 Medical Sales Explained: The Fastest Way to Break In or Burn Out

    1099 Medical Sales Explained: The Fastest Way to Break In or Burn Out
    Dec 20 2025
    READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? If you’re serious about landing a role in medical sales and competing at the highest level, join the RepPath Academy today 👉 https://reppath.com/pages/program We help motivated candidates break into medical sales faster, smarter, and with real-world strategy, not guesswork. In this episode of the RepPath Podcast, Joe Licata breaks down one of the most misunderstood and potentially lucrative paths in medical sales, 1099 independent contractor roles. Whether you are:
    • Trying to break into medical sales with no experience
    • Stuck waiting on W2 interviews that never turn into offers
    • Or a seasoned rep looking for more autonomy and unlimited upside
    This episode delivers a no-BS, real-world breakdown of what 1099 roles actually look like, from income potential and freedom to risk, responsibility, and mindset. What You Will Learn in This Episode:
    • What a 1099 medical sales role really is vs W2
    • Why 1099 roles can be a powerful entry point into medical sales
    • The pros and cons every rep must understand before accepting a 1099 offer
    • How 1099 experience can strengthen your resume for future W2 roles
    • The types of products and industries where 1099 roles are most common
    • How top performers use 1099 roles to create multiple income streams
    • What questions to ask companies before signing a 1099 agreement
    • Common red flags that can cost reps time, money, and momentum
    • Why real, hands-on experience changes how you interview and get hired
    Joe also explains why waiting and just applying to more jobs is not a strategy, and how taking action today can completely change your trajectory in the next 6 to 12 months. Who This Episode Is For:
    • Aspiring medical sales reps
    • Career changers trying to break in
    • Reps frustrated by rejection or lack of interviews
    • Experienced reps exploring higher-earning, entrepreneurial paths
    • Anyone serious about building a long-term medical sales career
    Want Help Breaking In Faster? The RepPath Academy exists for one reason. To shorten the time it takes motivated people to break into medical sales, without guessing, hoping, or getting stuck. 👉 Learn more and apply here: https://reppath.com/pages/program Subscribe for weekly episodes, real-world coaching, and unfiltered insight into medical sales careers. 💬 Drop your questions in the comments. Future episodes are built around what YOU want to learn. Stop waiting. Start building. Own your medical sales path.
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    1 hr and 4 mins
  • How to Win in Medical Sales Across Offices ASCs and Hospitals

    How to Win in Medical Sales Across Offices ASCs and Hospitals
    Dec 18 2025
    🚀 READY TO BREAK INTO MEDICAL SALES THE RIGHT WAY? 👉 Join the RepPath Academy today: https://reppath.com/pages/program If you’re tired of getting ghosted by recruiters, stuck with no traction, or unsure how to break into medical sales at a high level, RepPath Academy shows you exactly how to do it with proven systems, live coaching, and real placements. In this episode of the RepPath Podcast, Joe Licata breaks down one of the most misunderstood and most critical topics in medical sales. How selling changes depending on the environment you’re in. Whether you’re:
    • Trying to break into medical sales
    • Transitioning from office based sales to hospitals
    • Moving into ASC or device sales
    • Or struggling to gain access, influence, or traction
    This episode gives you real world insight most reps only learn the hard way. What You’ll Learn in This Episode ✔️ The key differences between office based, ASC, and hospital sales ✔️ Why using the same sales approach everywhere will cause you to fail ✔️ How decision making, access, and influence change in each environment ✔️ The importance of gatekeepers, credentialing, and committees ✔️ Why pricing, reimbursement, and approvals matter more than relationships ✔️ How to avoid common mistakes that get reps banned or ignored ✔️ The truth about timelines, patience, and performance expectations Joe shares hard earned lessons from pharma, device, and hospital sales including mistakes he made early in his career so you don’t repeat them. Who This Episode Is For
    • Aspiring medical sales reps
    • Pharma reps looking to move into hospitals
    • Device reps calling on ASCs or health systems
    • Anyone frustrated with access, approvals, or slow progress
    • Candidates serious about landing a top tier medical sales role
    Want More Content Like This? ✅ Subscribe to Unfiltered Medical Sales Coaching on YouTube ✅ Drop your questions in the comments and they may be answered on a future episode ✅ Follow RepPath for real world medical sales education with no fluff and no gimmicks Serious About Medical Sales? Stop Guessing. Join the RepPath Academy and get coached by industry experts who’ve placed candidates at top companies worldwide. 👉 Apply here: https://reppath.com/pages/program 📩 Questions Reach out to Joe directly at joe@reppath.com Live Shows Every Monday & Wednesday at 3 PM ET Available on YouTube, Instagram, Facebook, X, and all major podcast platforms.
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    1 hr and 1 min
  • What It Really Takes to Get a $100K Medical Sales Role

    What It Really Takes to Get a $100K Medical Sales Role
    Dec 11 2025
    🚀 READY TO BREAK INTO MEDICAL SALES? Join the RepPath Academy Today → https://reppath.com/pages/program If you're serious about landing a $100K+ medical sales job, stop guessing and get the proven system that has helped countless candidates break into top companies. The RepPath Academy gives you the tools, coaching, and strategies you cannot get anywhere else. Join today and start your path to the operating room. Welcome back to another episode of the RepPath Podcast, hosted by Joe Licata, where we cut the fluff and give you the real strategies that actually get you hired in medical sales. This episode dives deep into the biggest question everyone asks: 👉 “How do I get a $100,000 job in medical sales?” 👉 “What is the real path to breaking in?” 👉 “What does it actually take to stand out among hundreds of applicants?” Joe holds nothing back as he breaks down the real reasons people fail, the exact mistakes candidates are making in their resumes and networking strategy, and what top performers do differently to get hired even with no previous medical sales experience. If you're frustrated, ignored, or stuck in the application loop… this episode is your turning point. In This Episode You Will Learn: • Why breaking into medical sales is more competitive than ever (and why that is good for you if you know the game). • The resume mistakes every entry level candidate makes and how to fix them instantly. • The exact way to format your resume for recruiters AND hiring managers. • Why daily activities do not matter and what companies actually want to see. • How to network the right way (and why 99 percent of candidates are doing it wrong). • The truth about quotas, expectations, and what life is really like in medical device vs. pharma. • What to do if you keep getting ghosted or rejected. • The mindset and effort required to beat out 300 to 500 applicants per role. Joe also shares powerful lessons from his own early struggles trying to break into the industry 25 years ago and how he eventually cracked the code by changing his process. Watch or Listen Anywhere We are live on Instagram, Facebook, LinkedIn, YouTube, and available on all major podcast platforms. For the full video recording, visit Unfiltered Medical Sales Coaching on YouTube and make sure to subscribe. It is 100 percent free and loaded with game changing content. If You Are Trying to Break In… Don't Do It Alone More and more candidates are joining the RepPath Academy because they are tired of spinning their wheels, getting ghosted, and not knowing what they are doing wrong. Inside the Academy, you will learn:
    • The exact resume templates that get interviews
    • How to network like a top performing rep
    • What to say in interviews AND how to distinguish yourself
    • How to build a standout LinkedIn profile
    • How to create a true 30 60 90 that actually matters
    • And most importantly, how to become a candidate hiring managers want to fight for
    Plus, you will see real testimonials and companies where RepPath candidates have already been placed. 👉 Join now at: https://reppath.com/pages/program Do Not Quit. Do Not Get Discouraged. You CAN Break In. If you're willing to work harder than the other applicants, if you're willing to stand out and follow the proven playbook, medical sales can absolutely change your life. Joe and the RepPath team will show you exactly how to get there.
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    1 hr and 2 mins
  • Pharma vs Medical Device Sales: The Truth About Which Path Is Really Harder

    Pharma vs Medical Device Sales: The Truth About Which Path Is Really Harder
    Dec 9 2025
    READY TO BREAK INTO MEDICAL SALES? 👉 Join The RepPath Academy: https://reppath.com/pages/program If you are serious about breaking into medical device or pharmaceutical sales at the highest level, this program gives you the proven systems, coaching, and interview preparation needed to get hired quickly and confidently. In this episode of The RepPath Podcast, host Joe Licata tackles one of the most debated topics in the industry: which path is actually harder, pharma sales or medical device sales? This conversation is honest, direct, and based on real experience. Whether you are trying to break into the industry or you are already a rep considering a transition, this episode gives you the clarity you need to choose the right direction. In this episode, you will learn: • Why pharma and medical device roles are completely different fields • How closing a sale works in each path and why pharma reps often get “yes’d to death” • What makes medical device sales more demanding in hours, schedule, and unpredictability • Why relationship building is often easier in device than pharma • How compliance creates major challenges for pharma reps • The truth about lifestyle, daily structure, and long-term career trajectory in both paths • Salary expectations for new reps and what determines top income earners • The difference between clinical specialist roles and associate sales roles • How credentialing, gatekeepers, and hospital access affect device reps • What hiring managers want to hear and the mistake that instantly disqualifies candidates • Live audience Q&A on interviews, specialties, case coverage, growth opportunities, and more You will also hear real success stories from RepPath Academy students who were placed in top medical device roles in a matter of weeks by following the system and putting in the work. Start Your Career in Medical Sales If you are tired of guessing your way through the process, RepPath Academy provides: • Personalized coaching • Interview preparation • A complete placement strategy • Access to hiring companies • A proven framework that gets results 👉 Learn more and apply at: https://reppath.com/pages/program Subscribe for More Medical Sales Coaching Subscribe to Unfiltered Medical Sales Coaching on YouTube to watch full episodes, industry breakdowns, and weekly coaching sessions that help you win in medical sales.
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    1 hr and 6 mins
  • The Ultimate Guide to Territory Management for New Medical Sales Reps

    The Ultimate Guide to Territory Management for New Medical Sales Reps
    Dec 4 2025
    Ready to Break Into Medical Sales Go Here First → https://reppath.com/pages/program If you are serious about launching a medical sales career, RepPath Academy gives you the training, coaching, and insider strategies used by thousands of reps to break into the industry and succeed fast. Visit the link above to apply. Mastering Your First Medical Sales Territory | RepPath Podcast with Joe Licata Welcome back to another episode of the RepPath Podcast hosted by Joe Licata. Today Joe breaks down one of the most important skills for new medical sales reps: how to successfully manage your territory from day one. If you are new to medical sales, stepping into your first solo territory, or taking over for a previous rep, this episode gives you the complete guide to navigating your first year with confidence and clarity. What You Will Learn in This Episode How to manage a territory from your first day in the field Joe walks through what to do before you start, how to gather information, and how to position yourself as a strong new rep. How to take over a territory smoothly Whether the previous rep was a top performer or a disaster, Joe explains how to rebuild trust, gather honest intel, and reset expectations with your accounts. How to tier your accounts the right way Learn the Tier 1 through Tier 4 system, how to identify risk levels, how to spot growth opportunities, and how to build an effective weekly route plan. How top reps set goals that guarantee year-round performance Joe explains why aiming for the company quota is a losing mindset and how to set goals that push you into President’s Club levels of success. How to use your CRM correctly Joe covers how to clean up old notes, avoid common mistakes, and organize data in a way that helps you win and keeps your manager confident in your process. How to protect your territory from competitors Learn what to do when other reps target your accounts and how to make yourself irreplaceable through value-driven relationships. Why communication with your manager matters early on Joe breaks down what to share, how often, and how to build trust without oversharing or appearing unprepared. How to think and act like a President’s Club winner Daily disciplines, personal non negotiables, mindset shifts, and the performance habits that separate elite reps from everyone else. Audience Q and A Highlights In this episode Joe answers live questions on:
    • The difference between pharma and device territories
    • Managing consumables versus capital equipment
    • How to evaluate which accounts are worth your time
    • Recovering after a difficult value analysis committee meeting
    • Handling new competitor reps entering your turf
    • How to adjust your strategy mid quarter
    • Territory mapping tools and methods
    • Negotiating territory boundaries with leadership
    This episode is one of the most in depth and actionable breakdowns of territory management for new medical sales reps. Want Personalized Coaching to Break Into Medical Sales Apply to the RepPath Academy to get weekly coaching, resume support, interview preparation, networking strategy, and hands on guidance until you land the job. Apply here: https://reppath.com/pages/program Subscribe for More Medical Sales Training Subscribe to the channel and turn on notifications so you never miss a live coaching session or podcast episode. We go live every Monday and Wednesday at 3 PM Eastern.
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    1 hr and 5 mins
  • Medical Device vs Pharma Sales: Which Path Is Actually Right for You?

    Medical Device vs Pharma Sales: Which Path Is Actually Right for You?
    Dec 2 2025
    🚀 Ready to Break Into Medical Sales? Join RepPath Academy Today. If you're serious about breaking into medical device or pharma sales, stop guessing and start learning from the experts. 👉 Start your journey here: https://reppath.com/pages/program RepPath Academy has helped countless candidates land interviews and secure roles in top tier companies, and you could be next. Welcome back to another episode of the RepPath Podcast, hosted by Joe Licata, where we bring you unfiltered, real world medical sales coaching. Direct, honest, and exactly what you need if you're trying to break into this industry. Today’s episode tackles one of the biggest misconceptions candidates make: “Medical Device and Pharma Are the Same Job.” They’re NOT. Not even close. And saying otherwise is one of the fastest ways to raise a red flag with recruiters and hiring managers. Joe breaks down the real differences between the two paths including lifestyle, workload, pressure, patient interaction, selling style, income potential, travel, credentialing, and the psychological differences that shape each career. If you’re trying to break into medical sales, this episode will help you avoid major mistakes and understand which path truly fits you. In This Episode, You’ll Learn: - Why telling a recruiter “I’m open to device or pharma” instantly shows you haven’t done enough research - The real day to day differences between being in the OR vs being in a physician’s office - How instant gratification in device compares to delayed feedback in pharma - What “getting yes’d to death” means on the pharma side - Why lifestyle and work hours look completely different in device vs pharma - The level of pressure device reps experience in the OR when the entire room is watching - Why device reps often earn more and why pharma offers more stability and structure - What diagnostics roles look like and how they sit between pharma and device - How credentialing, P and T committees, VAC committees, and GPOs impact access - What hiring managers really think about pharma to device transitions - Why a four year degree is required in pharma but flexible in device - The most important factor that determines whether pharma or device is right for you - And much more This is not the sugar coated version. This is the honest truth every candidate needs before choosing a path. Listen and Watch Live Every Monday and Wednesday We stream on LinkedIn, Instagram, Facebook, YouTube, and all major podcast platforms. To watch full replays: 👉 Subscribe on YouTube: Unfiltered Medical Sales Coaching Want to Break Into Medical Sales Faster? The RepPath Academy trains you like a real rep, prepares you for interviews, teaches you how to think like a hiring manager, and helps you avoid the rookie mistakes that cost people jobs. Real graduates. Real placements. Real success stories every week. 👉 Learn more and apply here: https://reppath.com/pages/program Seats fill quickly, so do not wait. Have Questions? Drop them in the chat during the live show or DM Joe on LinkedIn anytime.
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    1 hr and 3 mins
  • The Resume Mistake Costing You Every Medical Sales Job

    The Resume Mistake Costing You Every Medical Sales Job
    Nov 20 2025
    READY TO BREAK INTO MEDICAL SALES? Visit Repath Academy to get the full blueprint to land a medical sales job: https://reppath.com/pages/program If you are serious about breaking in, this is where top candidates get trained. RepPath Podcast | Hosted by Joe Licata In this episode, Joe breaks down the most important step in your journey to breaking into medical sales: your resume. He explains what truly matters, what does not, and why most candidates never get a callback. You will also learn how resumes are processed through ATS systems, why fancy designs hurt you, and what hiring managers actually care about. Joe uses his own old resume as a live example and walks through exactly how to format each section so your accomplishments stand out and your resume lands interviews. What You Will Learn
    • What recruiters are actually looking for
    • What hiring managers prioritize
    • The four essential data points every medical sales resume needs
      • Rankings
      • Percent to quota
      • Sales growth
      • Awards and achievements
    • Why daily activities do not belong on your resume
    • How to avoid ATS formatting mistakes
    • How to showcase your experience in one clear sentence per job
    • What to do if you were fired or laid off
    • How to stand out without sales or clinical experience
    • Why applying to every job rarely works
    • How to outwork more experienced candidates during the interview process
    Take Your Resume to the Next Level Resume optimization is a full module inside Repath Academy. Students learn how to highlight their accomplishments, communicate their skills clearly, avoid common mistakes, and stand out from hundreds of applicants. New students are joining every week and landing interviews quickly by following this system. If you are ready to finally break into medical sales, start here: https://reppath.com/pages/program Where to Watch RepPath Podcast streams live on YouTube, LinkedIn, Facebook, and Instagram. Full audio episodes are available on every major podcast platform. About the RepPath Podcast Hosted by Joe Licata, the RepPath Podcast delivers honest, practical coaching for breaking into and advancing in medical sales. The show covers real strategies, real hiring insights, and real preparation that helps candidates win.
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    1 hr and 4 mins