How to Drive Less and Sell More in Pharma Sales

Time in the car is time not spent selling. Every extra minute behind the wheel is a missed opportunity to engage with providers, build relationships, and, ultimately, close more business.

For pharma reps, efficiency is everything. The more time you spend with healthcare professionals, the greater your chances of making an impact. Yet, so many reps lose valuable hours every day to inefficient routing, unnecessary backtracking, and unplanned gaps between meetings.

The good news? You don’t have to. By implementing a smarter strategy, you can reduce windshield time and maximize face-to-face interactions. Here’s how:

1. Leverage Data to Work Smarter, Not Harder

It’s not just about knowing where your accounts are—it’s about knowing how to reach them efficiently. Modern routing tools can analyze traffic patterns, provider availability, and territory dynamics to help you optimize your schedule.

Instead of manually piecing together your daily plan, leverage data-driven technology that:

✅ Identifies the best order for your visits

✅ Adjusts for real-time traffic and travel times

✅ Helps you avoid wasted trips to unavailable providers

By using smart routing software, you can spend less time navigating and more time selling.

2. Be Flexible: Always Have a Backup Plan

Cancellations are inevitable. A provider may get called into surgery, a last-minute meeting might take priority, or an office could close unexpectedly. Instead of wasting time scrambling, have a plan in place.

✅ Keep a list of nearby offices that you can visit on short notice

✅ Use real-time updates to adjust your route dynamically

✅ Stay proactive—anticipate potential cancellations and schedule accordingly

Being flexible doesn’t mean being reactive. It means staying prepared to make the most of every available minute.

3. Plan Smarter to Reduce Miles and Maximize Meetings

If your route has you zigzagging across town, you’re doing it wrong. One of the simplest ways to free up more selling time is to group your calls geographically.

✅ Set dedicated days for different areas of your territory

✅ Plan routes that flow logically to minimize unnecessary detours

✅ Schedule high-priority providers in clusters to reduce drive time

A well-optimized route can easily free up an extra 1-2 hours per day—time that can be spent strengthening relationships and increasing sales.

The Bottom Line: More Selling, Less Driving

Your car should be a tool for getting to sales opportunities—not a time-consuming distraction. By leveraging data, staying flexible, and optimizing your plan, you can reduce windshield time, increase productivity, and close more business.

At AtlasRoutes, we specialize in helping pharma reps make the most of their time in the field. If you’re ready to spend less time driving and more time selling, visit Atlasrx.app to try our mobile app for free!