Medical Sales Reps in Scrubs: How To Prepare For The Operating Room

As a medical device sales representative, you’ll not only work to create and nurture relationships with surgeons and other healthcare providers, but you will find yourself donning scrubs and entering the OR.

Being in the OR with the surgical team can help strengthen your relationship with them as well as troubleshoot any issues the team may experience using your device. 

While being in the OR during a surgical case may seem like a daunting task, being prepared can go a long way. Here’s what you need to know before you put on your scrubs and mask and enter the OR.

What to Know Before Entering the OR as a Medical Device Sales Rep

Basic Surgical Knowledge

While you’re not expected to have the surgical knowledge of the surgical team, surgeons usually prefer medical device sales reps to have at least basic knowledge of the anatomy of the area on which the operation is being performed and common diseases that can affect that area. 

If you sell devices for orthopedic surgery, for example, you may be expected to have basic knowledge of foot and ankle anatomy, common afflictions of this area and the procedure being performed, for example. 

OR Protocol

You may be wearing scrubs and have surgical knowledge, but you won’t be touching the patient or anything sterile. 

As a guest of the operating room, you’ll need to be aware of your role and limitations. In addition to not touching the patient or entering the sterile field, you should also:

• Respect patient confidentiality at all times.
• Stay out of surgeons’ lounges or other areas limited to hospital personnel so you’re not confused for a surgeon.
• Be knowledgeable about the device’s instructions for use.
• Avoid sending email or text messages during the case unless it’s pertinent to patient safety.
• Refrain from providing medical advice.
• Avoid offering information or advice for a device’s use outside the device’s indication of use.
• Comply with your company’s policies for being in the OR.
• Be aware of the OR procedures and policies at each hospital.

Expectations of Your Role

The past few years have seen pushback from some patients and hospitals on the necessity of medical device sales reps in the OR. You know about the OR protocols to follow, but you may not have considered your selling role. The OR is not the place to try and close a deal. 

As a representative in the OR, you are there to be the device expert and troubleshoot any issues that may happen. If you try to upsell a surgeon as they’re in the OR with your device, you put them in a difficult position because they haven’t had the time to research whether it’s appropriate for their patient. 

The surgeon and OR team will likely communicate their expectations of your presence to you before you enter the OR, but most teams expect you to be there to help with device troubleshooting, not make a sales pitch. 

Prove Your Value as a Medical Sales Rep in Surgery

As some hospitals and OR teams question whether having a sales rep in the OR is valuable, you can establish yourself as an essential team member by having a deeper knowledge of anatomy, and disease states and being an expert on the device that’s being used.

Speaking the same language as the OR personnel will also help you maintain strong relationships with the surgical team. 

Sign up for the OREdmasters comprehensive curriculum to become more knowledgeable in the operating room through an interactive learning experience developed by surgeons.