Sales? Not with my personality. I’ve heard this refrain countless times from fellow laboratory scientists. Yet some of the most successful diagnostic sales representatives I know started their careers behind the bench and they’re thriving not despite their laboratory background, but because of it.

Let’s dispel the myth right now: diagnostic sales isn’t about being the stereotypical aggressive, extroverted sales personality. It’s about being a trusted scientific advisor who deeply understands both the technology and the customer’s needs.

The Perfect Match You Never Considered

Diagnostic sales representatives sell sophisticated testing equipment, reagents, and laboratory information systems to healthcare facilities. This role leverages nearly everything you’ve learned as a laboratory scientist:

Technical knowledge: Understanding the science behind the products you’re selling

Clinical significance: Appreciating how these tools impact patient care

Laboratory workflows: Recognizing how new solutions fit into existing systems

Regulatory requirements: Navigating the compliance landscape that shapes purchasing decisions

What Makes Laboratory Scientists Natural Sales Consultants

1. Credibility: When you explain how a diagnostic system works, you speak from experience. This builds instant trust with laboratory directors and pathologists.

2. Needs Assessment: You’ve experienced laboratory pain points firsthand. This allows you to genuinely understand customer challenges rather than simply pushing products.

3. Problem-Solving Orientation: Years of troubleshooting in the lab translate directly to helping customers find the right solutions.

4. Scientific Communication: Your ability to explain complex concepts in clear terms is invaluable when presenting to diverse stakeholders.

The Surprising Benefits of This Career Pivot

Beyond the significant compensation increase (base salary plus commission typically far exceeds standard laboratory roles), diagnostic sales offers:

Autonomy: Managing your own territory and schedule

Impact: Influencing the diagnostic capabilities of multiple facilities

Variety: Each day brings new challenges and environments

Growth Potential: Clear pathways to sales management, marketing, or business development roles

I can tell you for free that this path has one of the most rewarding benefits(perks) because of how sales roles are configured.

Two perks I love most that we will not always mention is travel experience and so much fine dinning. If you love food and travelling like myself, then you just might be a natural fit for sales.

But I don’t have sales experience!

Neither did I or most scientists who make this transition. Companies value your laboratory expertise far more than prior sales experience. Many diagnostic companies have excellent training programs specifically designed for technical professionals entering sales.

I’m not outgoing enough.

The most successful diagnostic sales representatives aren’t the loudest in the room, they’re the most knowledgeable and helpful. Your thoughtful, analytical approach is often more effective than traditional sales personality traits.

Taking the First Step

If you’re curious about this path:

1. Connect with diagnostic sales representatives on LinkedIn (particularly those with laboratory backgrounds)

2. Practice explaining technical concepts to non-technical audiences

3. Join professional organizations where you can network with industry representatives

4. Look for Clinical Specialist or “Sales Specialist” roles, which often serve as entry points

Remember: You don’t need to transform your personality to excel in diagnostic sales. You simply need to redirect your existing knowledge and problem-solving abilities toward helping laboratories find the right solutions.

Have you ever considered sales? What’s holding you back? Share your thoughts in the comments!

Nancy