Choosing the Right Career Coach: A Guide for Medical Sales Professionals

You're a high-performing medical sales professional who has been in the game for a while. You've earned your stripes and maybe even snagged a few President's Club awards. But lately, something feels off. You’re either stuck in your current role, frustrated with your job search, or aspiring to step into leadership—and you’re not quite sure how to navigate that next step. This is where a career coach could come in to help. But how do you choose the right one?

The medical sales field is competitive, and it's easy to feel lost or stagnant if you don’t have the right guidance. Whether looking for a new job, trying to climb the corporate ladder, or striving to become a top-tier leader, finding a career coach can make all the difference. 

But here’s the catch: not all career coaches are created equal. You need someone who understands your unique journey, has walked the path before you, and has helped others reach their full potential.

 In this guide, we’ll break down how to choose the right career coach specifically tailored for professionals in medical sales. We'll dive into the key qualities you should seek and how a great coach can help you level up.

1. If You’re Job Hunting: Choose a Coach Who’s an Expert in Resume Writing and ATS Optimization

 Let's start with a common scenario. You’re ready for a change, and you’re hitting the job boards hard. The problem? Your resume is getting lost in the black hole of Applicant Tracking Systems (ATS). 

Maybe you’ve had this experience: You spent hours crafting a resume that showcases your skills, only to submit it online and hear nothing but crickets. Frustrating, right? It happens all too often, especially when you don’t know how to play the ATS game.

This is where a career coach with specific expertise in resume writing and ATS optimization is worth their weight in gold. Find someone who knows the ins and outs of ATS algorithms, LinkedIn optimization, and understands how to craft resumes that actually get seen by hiring managers. 

Jennifer* had been in pharmaceutical sales for fifteen years; after her company downsized, she found herself unexpectedly job hunting. Despite her impressive track record, she wasn’t getting callbacks. After months of frustration, she reached out to me. We started by creating a job search strategy and plan, tailored her resume for ATS filters, optimized her LinkedIn profile with keywords so her profile would come up at the top when recruiters searched for candidates, and within a month, Jennifer had multiple interview requests and was extended an offer. That’s the power of working with the right coach.

2. Don’t Just Find a Resume Writer: Look for a Coach Who Can Guide Your Entire Job Search Strategy

Resume writing is just one piece of the puzzle. If you're actively job hunting, you need someone who can offer more than resume tips. You need a coach who will act as a partner in your overall job search strategy, from resume writing to interview prep and even salary negotiation.

 A coach with experience in hiring, onboarding, and building high-performing teams knows what companies are looking for. They understand both sides of the hiring table. Better yet, if they’ve negotiated compensation packages with human resources, they can guide you in doing the same—ensuring you land the best possible offer.

Take Matt*, a seasoned business development manager with over ten years of experience in the medical aesthetics industry, who was eager to transition into a new role within the same field. Initially, he thought simply polishing his resume would be enough to secure a new position. But after some reflection, he realized he needed a more strategic and comprehensive approach to his job search. That’s when he reached out to me.

Together, we crafted a targeted job search strategy tailored specifically to his goals. First, we identified the companies he was most interested in and set up job alerts to stay updated on any openings. Instead of casting a wide net and applying to every job online, we developed a focused networking strategy that involved building relationships directly with hiring managers at those companies. We also connected him with recruiters specializing in the medical aesthetics industry to increase his exposure to opportunities.

To ensure his online presence was working for him, we optimized his LinkedIn profile with industry-specific keywords, enhancing his visibility to both recruiters and hiring managers. This streamlined approach allowed Matt to focus on pursuing the right opportunities, all while maintaining his performance in his current role.

By the end of our time together, Matt secured an offer from one of his top-choice companies, proving that a strategic job search is far more effective than sending out countless applications.

3. Climbing the Ladder: Choose a Coach with First-Hand Leadership Experience

If your goal is to step into a leadership role, you need a coach who has walked that path themselves. There's nothing more valuable than working with someone who’s led teams, faced the challenges of leadership, and developed the skill set needed to succeed at the top.

Why? Because leadership isn’t just about hitting sales numbers. It's about people management, strategic vision, and creating a culture of excellence. A coach who has firsthand experience leading teams can help you cultivate these skills and create your own leadership style. 

Samantha* had her sights set on a sales management position but wasn’t sure if she had the skills to lead a team.

During our coaching session, we discussed real-world leadership scenarios, guided her in managing different personalities, and helped her develop a 90-day action plan. With that guidance, Samantha confidently transitioned into her leadership role and is now known for her ability to lead high-performing teams. 

4. Find a Coach with Proven Sales Success

 For medical sales professionals, it’s crucial to work with a coach who not only understands sales but has a proven track record of success. Ideally, you want someone who has been in the trenches and knows what it takes to close big deals, earn a spot in the President's Club, and lead teams to the top.

Why is this important? Because your coach will serve as a mentor, guiding you through the challenges and opportunities that come with a career in medical sales. Someone with real sales experience will have insights that go far beyond the theoretical, giving you actionable advice that you can implement immediately.

Take Leslie, for example. She was a constant performer in a medical aesthetic sales company but wasn’t quite hitting her goals for earning President’s Club. We refined her pitch for prospecting, analyzed her territory and sales history, then created an effective routing plan and coached her on objection handling. That year, Leslie not only made President’s Club but was promoted to field sales trainer.  

5. Continuous Development: Choose a Coach Who Invests in Their Own Growth

The best coaches never stop learning. Just as you’re investing in your own career, you want a coach who’s continuously investing in theirs. Look for someone who is actively pursuing certifications, attending industry conferences, and staying up-to-date with the latest trends and tools. This is a sign that they’re not only committed to their craft but also to your success.

At the end of the day, finding the right career coach is all about alignment. You need someone who understands the challenges and nuances of working in medical sales, has been where you want to go, and can offer a clear roadmap to get there. Whether you're job hunting, looking to break into leadership, or simply wanting to sharpen your skills, a great coach can be the catalyst that propels you forward.

So, when you're searching for a career coach, don’t settle. Find someone who brings the right experience, a proven track record, and a commitment to continuous development. Choose a coach who gets what it means to be in your shoes, and together, you’ll unlock your full potential. 

Your career is worth the investment.

*note the names in this story have been changed for the confidentiality.

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Meet 🌟 Danielle Cobo, CVP

Danielle doesn't just talk about sales; that's how she made a living. As a Fortune 500 Senior Medical Sales Manager, Danielle led a historically poor-performing team to #1 despite downsizing, restructuring, and acquisitions. Her commendable leadership earned her the prestigious title of Region Manager of the Year. Her resiliency motivated her to earn four consecutive national Sales Excellence Awards for top performance in a male-dominated industry.

With over 15 years of corporate experience in the medical tech and bio-pharmaceutical industry, she knows how to build high-performing teams that increase sales, productivity, and employee retention. Her expertise includes sales, leadership, and career planning. Through keynote speeches, sales boot camps, and one-on-one coaching, she has taught thousands of people how to achieve their goals with unstoppable grit.

Danielle is the best-selling author of Unstoppable Grit: Break Through the 7 Roadblocks Standing Between You and Achieving Your Goals and hosts the globally top-rated podcast, Unstoppable Grit Podcast with Danielle Cobo.

Danielle has a Bachelor’s in Communication with a minor in Psychology from the California State University of Fullerton. She is certified in the Precise Selling Model, DiSC Behavior Model, and
Inclusive and Ethical Leadership from the University of South Florida Muma College of Business.

She has completed training in Situational Leadership, Emotional Intelligence 2.0, Crucial Conversations, PowerPerformance Coaching, Boston Breakthrough Leadership, Insight Colors, Outward Mindset, Time Management for Effective Leaders, Emerging Leadership Development Program, and Challenger Sales Model. 

Danielle is a member of the National Speaker Association, a former Training Advisor for the Military Spouse Economic Empowerment Zone Committee, and a Career Transition Advisor for the Dallas Professional Women.

When her husband, a Blackhawk pilot in the Army, was deployed in Iraq for a year, Danielle learned to balance a demanding job while keeping up with her dynamic duo of 1.5-year-old twin boys, who possess more energy than a squirrel after a triple espresso.

Today, she channels her expertise into her passionate mission: igniting transformation in others and helping them develop the grit and resilience to succeed professionally and personally.

From a 7-year-old entrepreneur to a two-time 3-day 60-mile walker—Danielle Cobo defines relentless ambition.

Learn more about Danielle's consulting services: Click Here