Finding My Footing

When I first got into medical sales, I was just trying to survive. I was focused on learning the products, understanding my territory, hitting my numbers, and proving I belonged. Like a lot of new reps, I didn’t think much beyond the next pitch or the next account.

But as I grew in my role—and eventually stepped into leadership—I started to see things differently. The farther you go in this business, the more you realize that individual success only takes you so far. If you want to build something lasting, you have to invest in people. You have to mentor.

And mentorship doesn’t just help the mentee—it changes you as a leader too. That’s been one of the biggest lessons of my career.

Leading by Listening

One of the first things I learned about mentorship is that it doesn’t start with giving advice—it starts with listening.

A lot of young reps come in eager, driven, and smart—but unsure. They might be carrying the weight of a new role, a challenging market, or just the pressure to perform. They don’t always need you to tell them what to do. Sometimes, they just need to talk things out with someone who’s been there.

So, I ask questions. I try to understand what’s really going on—not just with their numbers, but with their confidence, their process, and their mindset. And when they open up, I make it clear: this is a safe space. No judgment, just support.

Mentorship is about being present. And being present starts with shutting up and actually hearing what they’re saying.

Sharing the Stumbles

It’s easy to share the wins. It’s harder—but way more valuable—to share the mistakes.

I’ve made plenty over the years. I’ve misread buying signals, lost key accounts, and made assumptions I shouldn’t have. But I also learned something every time. And when I share those stories with reps I’m mentoring, I’m not doing it to highlight my journey—I’m doing it to normalize theirs.

Nobody gets it right every time. And when a new rep hears that from someone they respect, it takes some of the pressure off. It opens the door to real learning.

It also sends a clear message: growth isn’t about perfection. It’s about resilience.

Building Confidence Brick by Brick

One of the most important roles of a mentor is to help people see what they’re capable of—especially when they can’t see it themselves.

Sometimes that means coaching a rep through a tough conversation with a surgeon. Sometimes it means helping them prep for a presentation they’re nervous about. And sometimes, it means just reminding them that they belong here.

I’ve had reps who were ready to quit after one bad quarter, and I’ve had to remind them of everything they’ve already overcome. The growth in this job isn’t always linear—but when someone believes in you consistently, it makes a difference.

Mentorship is partly about strategy, but more often, it’s about belief.

Creating a Culture, Not Just a Team

What I’ve found is that when you commit to mentoring others, you don’t just help individuals—you shape culture.

In healthcare sales, we deal with pressure, high stakes, and constant change. That can create burnout, turnover, and competition. But when people feel supported—really supported—they perform better. They stick around. And they start mentoring others, too.

That’s when things start to scale in the right way. Mentorship creates a culture of generosity and excellence at the same time. It teaches reps that success doesn’t have to be cutthroat. It can be collaborative.

And let me tell you—there’s nothing more rewarding than seeing someone you mentored turn around and do the same for the next generation.

Learning Goes Both Ways

The best surprise about mentorship? It’s not one-sided.

I’ve learned just as much from the reps I’ve mentored as they’ve learned from me. They challenge me to think differently, stay current, and keep sharpening my own skills.

They also remind me what it’s like to be new, to hustle, to care deeply about doing well. That energy is contagious. And it keeps me motivated, too.

Good mentorship isn’t about hierarchy. It’s about shared growth. And when it’s done right, everyone comes out better on the other side.

Why I’ll Never Stop Mentoring

Being a sales leader in healthcare has taught me a lot of things—but nothing more important than this: success without impact is empty.

The numbers, the titles, the accolades—they matter. But what really lasts is the legacy you leave in the people you help.

That rep who finally landed their first big hospital? That’s a win.
The one who got promoted and now leads a team of their own? That’s a win.
The one who was struggling and is now thriving because someone believed in them? That’s the biggest win of all.

So, I’ll keep mentoring. Not because it’s in my job description—but because it’s the most meaningful part of the job.