Build your story bank
Deal win
A measurable win: what changed, what you did, and the outcome.
Stakeholder map
Who mattered (clinical, admin, supply chain) and how you influenced each.
Objection handled
A pricing or competitor objection and how you defended value.
Territory plan
How you prioritize accounts, cadence, pipeline, and next steps.
Common questions (and what they’re really testing)
- Walk me through your territory and how you ran it. (Planning + prioritization)
- Tell me about a time you lost a deal. (Coachability + honesty)
- How do you influence committees / procurement? (Complex selling)
- What’s your approach to pipeline creation? (Repeatable process)
- Why this role / this product category? (Clarity + motivation)
Simple 30/60/90 outline
- 30 days: learn product, territory, stakeholders; review pipeline; shadow top reps.
- 60 days: run cadence; build champions; move 3–5 accounts into active evaluation.
- 90 days: close early wins; expand adoption; establish predictable pipeline rhythm.