Congratulations—You Have an Offer!
Receiving a job offer is exciting, especially after investing time in applications, interviews, networking, and preparation. But an offer is not the end of the process. It is the beginning of an important decision.
Before you accept, take time to understand exactly what the employer is offering and whether the position is the right fit for your goals.
Look at the Whole Opportunity
Do not evaluate a medical sales offer based only on the base salary. Compensation matters, but the right opportunity also includes the territory, products, sales cycle, management, training, company culture, career path, benefits, travel, and realistic earning potential.
A position with a lower base salary may ultimately be more attractive if the territory, commission opportunity, training, management, and growth potential are substantially stronger. Conversely, a large compensation number does not automatically make a job a good career move.
Review the Offer in Writing
Ask for the complete offer in writing and read it carefully before accepting. Make sure you understand the position title, start date, base salary, incentive or commission plan, bonus opportunity, benefits, territory, reporting structure, employment conditions, and any other material terms. If something is unclear, ask the appropriate recruiter or company representative for clarification.
Base Salary
Confirm the annual base salary and how it is paid. Ask whether the amount is guaranteed base compensation or whether any portion is subject to conditions. Understand when the salary begins and whether there are any scheduled changes after training or a probationary period.
Commission and Incentive Compensation
For sales positions, understand how the incentive plan works, not simply the target earnings number. Ask how commissions are calculated, when they are earned, when they are paid, whether there are thresholds or accelerators, and what happens when accounts are shared or business is canceled.
Ask whether there is a draw, guarantee, ramp period, or other temporary compensation arrangement for new representatives.
Quota and Earnings Potential
Ask about the sales quota and how it was established. A quota is meaningful only in context.
Understand the territory’s history, current business, sales cycle, account base, competitive environment, and expected ramp time. If the employer can appropriately share historical attainment information, ask what percentage of the team typically reaches quota. Do not assume that an advertised on-target earnings number is guaranteed income.
Territory
In medical sales, the territory can have a major effect on your success and quality of life. Understand the geographic area, account assignments, existing business, open opportunities, customer concentration, travel requirements, and whether the territory is established, developing, or a turnaround.
Account Ownership
Ask how accounts are assigned and protected. Understand whether business can be moved between representatives, how house accounts are handled, and how new opportunities are credited.
Clear expectations about account ownership can prevent misunderstandings later.
Products and Market
Evaluate the products you will sell. Are they established, growing, launching, or facing significant competitive pressure?
Understand the customer need, market opportunity, competitive position, clinical or technical complexity, and sales cycle. A strong product with a compelling customer need can make a meaningful difference.
Training
Ask what training is provided and how long it lasts. Understand product, clinical, technical, sales, CRM, compliance, and field training as applicable.
Also ask how new representatives are supported after formal training. The transition from classroom learning to field productivity is important.
Your Manager
Your direct manager can have an enormous impact on your experience and success. Ask about management style, field coaching, communication expectations, ride-alongs, performance reviews, and how often you will meet with your manager. If possible, learn about the manager’s track record developing representatives.
Career Path
Ask what successful representatives typically do next. Can high performers move into larger territories, key-account roles, leadership, training, or other opportunities? Think beyond the first year. A strong position should ideally help you build skills, relationships, accomplishments, and credibility that support your long-term career.
Benefits
Review health insurance, retirement plans, paid time off, disability coverage, life insurance, and other benefits included in the offer. Understand employee contributions, eligibility dates, waiting periods, deductibles, and other terms that materially affect the value of the package.
Car, Travel, and Expenses
Medical sales may involve significant driving, flights, hotels, meals, customer events, and other expenses. Understand whether the company provides a vehicle, mileage reimbursement, car allowance, fuel coverage, travel reimbursement, or a corporate card. Ask how expenses are submitted and reimbursed.
Technology and Equipment
Clarify what equipment the company provides, such as a laptop, phone, tablet, CRM access, presentation equipment, or other sales tools. Know what expenses, if any, you are expected to cover personally.
Travel Expectations
Ask what percentage of your time is expected to be spent traveling. Clarify overnight travel, regional or national meetings, conferences, customer events, and other travel requirements. Travel can be very different from one medical sales role to another, so make sure the expectations match your lifestyle and preferences.
Work-Life Fit
Consider the practical realities of the position. What does a typical week look like? When do customer calls occur? How much administrative work is involved? How often are evenings or weekends required? The best offer is one you can succeed in and sustain.
Company Stability and Reputation
Research the company beyond the interview process. Look at its products, market position, leadership, growth, reputation, and recent developments.
Consider whether the organization appears positioned to support the products, territory, and sales team over the long term.
Ask About the First 90 Days
Your 30-60-90 day plan can help here. Ask what the employer expects during the first 30, 60, and 90 days. The answers can reveal whether expectations are realistic, whether training is adequate, and how the company defines early success.
Compare Offers Carefully
If you have more than one offer, create a side-by-side comparison. Compare base salary, realistic incentive opportunity, territory, quota, benefits, travel, training, manager, products, company stability, career path, and personal fit. Do not compare only the highest possible compensation number.
Do Your Due Diligence
Talk with trusted professional contacts when appropriate. Ask questions about the company, product, sales culture, and reputation. Keep confidential information confidential, and remember that individual experiences can differ. Use multiple sources rather than relying on a single opinion.
Negotiating the Offer
Some job offers are negotiable and some are not. If you want to negotiate, decide what matters most before beginning the conversation. Focus on legitimate business considerations such as relevant experience, documented performance, territory responsibilities, start date, or specific elements of the package. Be professional and reasonable. A negotiation should be a business conversation, not an ultimatum.
Know What Matters Most to You
Before negotiating, rank your priorities. Is base salary most important? Commission opportunity? Territory? Training? Benefits? Start date? Remote flexibility? Career advancement?
Knowing your priorities helps you make a thoughtful decision instead of negotiating simply because you think you are supposed to.
Get Changes in Writing
If the employer agrees to a change, make sure the revised terms are documented in writing before relying on them. Verbal understanding can be misunderstood. The written offer and applicable employment documents should reflect the final agreement.
Don’t Resign Too Early
Do not make major employment or financial decisions based only on a verbal indication that an offer is coming. Wait until you have reviewed the written offer and understand any contingencies or conditions that apply. If you have questions about a legal or contractual provision, consider obtaining professional advice.
Watch for Contingencies
Offers may depend on background checks, references, credential verification, drug screening, licensing, or other conditions depending on the employer and position. Read the offer carefully so you understand what must occur before employment is final.
When the Offer Isn’t Right
You do not have to accept an offer simply because you received one. If the territory, compensation, management, travel, product, culture, or career path does not fit your goals, it may be better to decline professionally and continue your search.
How to Decline Professionally
Thank the employer for the opportunity, express appreciation for the time invested in the process, and communicate your decision clearly and respectfully. Medical sales is a relationship-driven industry. Even when you decline, leave the relationship on good terms.
Once You Accept
After accepting, communicate professionally with the people who helped you through the process. Confirm the start date, onboarding instructions, training schedule, location, technology requirements, and any documents you need to complete. Then begin preparing for the first day.
Start Strong
Review your 30-60-90 day plan. Revisit your product and market research. Organize your professional materials. Prepare questions for training. Arrive ready to learn.
Your first impression does not end with the offer. Your new employer is now watching how you turn your promises into performance.
A Medical Sales Offer Checklist
Before accepting, confirm: position and start date; base salary; commission/incentive plan; quota; ramp or guarantee; territory; account ownership; products; training; manager; benefits; travel; vehicle/mileage; expenses; technology; work expectations; career path; contingencies; and any negotiated terms.
Then ask yourself one final question: If I accept this job, can I see myself becoming successful and building the career I want?
The Bottom Line
An offer is an opportunity, not an obligation. Take the time to understand it.
Look at the entire package. Evaluate the territory and sales opportunity. Understand the compensation plan. Research the company and manager. Ask questions. Negotiate professionally when appropriate. Get final terms in writing.
Then make your decision based on the opportunity as a whole—not just the number at the top of the offer letter.
Continue Building Your Medical Sales Career
Your job offer is the result of the work you have already done: developing your résumé, building your professional image, preparing your brag book, creating your 30-60-90 day plan, networking, and interviewing effectively.
Keep using the Careers in Medical Sales™ resources as you move from candidate to medical sales professional.
Suggested Internal Links
Interviewing for a Job in Medical Sales
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