Sales training is great. You get the product info, the objection-handling scripts, the shiny brochures. You learn how to open strong, close better, and look “professional” even when your heart’s pounding like a drum.
But then you hit the field — and realize quickly that none
of that really prepares you.
Don’t get me wrong. Training is useful. But some of the most important lessons?
Yeah… they’re not on any slide deck.
They Don’t Teach You How to Handle a Door That Won’t Open
Sales training tells you how to start a conversation. But
what if the conversation never starts?
No one prepares you for being ignored. For knocking
politely, waiting, then leaving your card — only to do it again next week. And
the week after.
There’s no module titled "How to Keep Your Dignity While Being Ghosted."
But out here?
It’s a core skill.
They Don’t Teach You to Read the Room (Literally)
One of the first things I learned — outside the classroom —
is that every clinic has its own energy.
Some are warm and chatty. Others feel like you're walking
into a courtroom. Sales training gives you a pitch. But the field teaches you
to sense — when to speak, when to wait, and when to just smile and get out.
It’s subtle. And no trainer can teach you that sixth sense.
Only experience (and a few humiliating blunders) can.
They Don’t Teach You How to Manage Your Emotions
You’ll get trained on product rotation and call cycles.
But will anyone tell you what to do after your 5th rejection
before lunch?
What about the feeling when someone else gets the hospital
account you’ve been working on for months?
Or when your doctor suddenly stops seeing reps — and that
was your last good chance to hit target?
This job teaches you emotional endurance.
And no, HR doesn’t
hand you a manual for that.
They Don’t Teach You How to Sell Yourself First
Product knowledge is important. But if they don’t like you, it won’t matter.
The field teaches you this: people buy from people. Before
they trust your brand, they need to trust you. And that means being human,
not just “professional.” Being consistent. Being kind to the clinic staff, not
just to the doctor.
No amount of slide decks will teach you how to be real.
They Don’t Teach You That Some Days, You Just Need to Survive
There are days you feel off. Tired. Under pressure.
Overwhelmed. Sales training says “Push through!” but sometimes, all you can do
is show up and breathe.
And that’s okay.
Not every day is for winning. Some days are for staying in
the game. For not giving up. For going home, resetting, and trying again
tomorrow.
No trainer will give you permission to have a “quiet day” —
but out here, it might be the thing that keeps you going.
Final Thoughts: The Real Training Starts After the Training Ends
Sales training gives you tools. The field gives you scars.
Wisdom. Stories.
And every time you show up, fumble, recover, connect, or
learn something new — you’re building your own version of the “real sales
manual.” One that’s not in print, but in practice.
So if you’re out there thinking, “They didn’t prepare me
for this” —
you’re right. They didn’t.
But now, you’re writing the part they forgot.
Related Reads You Might Enjoy:
👉 Before the Door Opens: What I Think About in the Car Before Every Big Pitch
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