April 8, 2025- Developing a mastery of anything requires years of practice. Mace Horoff compares it to learning how to fly a plane. There are many measured steps that pilots must take before they can even get in the cockpit, even more before the plane can actually take off – learning how to pre-flight the plane, how to start the plane, how to taxi it on the ground, how to talk on the radio, etc.
It’s all about layering successful skills. You work at each one until you develop competency, and then you move onto the next one. “Mastery is developed over time, but competency is the bare essential. It’s the same thing in medical sales – there are multiple skills involved in becoming a successful medical sales rep,” he said.
Repertoire Magazine sat down with Horoff, author of Mastering Medical Sales – The Evolution – The Modern Playbook for Medical Sales Professionals, about his new book, how medical sales has changed over the years, and what it takes to be a successful medical sales rep in today’s market.
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