4 Ways to Win in the Field When You Have Downtime Between Visits in Pharma Sales

Let’s be real—not every moment in the field is action-packed.

Appointments cancel. Offices run behind. You finish a call earlier than expected and suddenly you’ve got a 45-minute gap before your next stop. ⏳

But here’s the good news: that “downtime” doesn’t have to be wasted time.

Top-performing reps know how to flip those quiet, in-between moments into territory wins. Whether it’s sharpening your route or building relationships, there’s always a smart way to stay productive—even when things don’t go as planned.

Here’s how to make the most of those in-between moments:

🔍 1. Audit Your Route in Real Time

Use the pause to review your day (or your whole week). Ask yourself:

• Am I hitting my top targets frequently enough?

• Are there any low-priority stops I could replace or reschedule?

• Is there a nearby office I haven’t visited in a while that accepts drop-ins?

A quick check-in with your route plan can lead to immediate course corrections that save you time—and increase your impact.

📞 2. Knock Out Admin Work On-the-Go

Those 10–15-minute windows are perfect for staying ahead of your admin load.

• Respond to emails

• Log call notes while details are fresh

• Schedule follow-ups or plan next week’s appointments

✅ Pro Tip: Keep a list of “quick admin tasks” on your phone or notepad. That way, you’re ready to tackle them when unexpected time opens up.

🚶 3. Drop In with Intention

Keep a short list of offices nearby that allow rep walk-ins. If you’ve got a free window and you’re close, take advantage of it. Even a brief “just checking in” visit helps keep you visible and top of mind.

This approach works especially well for offices that don’t schedule far in advance but appreciate consistency.

🤝 4. Strengthen Relationships

Use your downtime to connect with the people who help you get in the door. A quick thank-you text, handwritten note, or short phone call to an office manager, scheduler, or referral partner can go a long way in building trust.

Sometimes the best conversations happen outside of a formal appointment.

💡 The Bottom Line:

Downtime in the field isn’t a problem—it’s an opportunity.

Great reps don’t just manage their territory. They maximize it—even in the gaps.

So next time your day doesn’t go according to plan, don’t sweat it. Use it.

Because how you handle those quiet moments? That’s what separates good reps from great ones.

Want more tips on routing, access, and territory strategy?

Grab your free routing template and guide