How to Identify Top Targets for Pharma Routing Success

You can significantly impact your territory by identifying and focusing on your top targets. 

This simple framework will help you identify your top opportunity providers:

Potential:

Who are your highest-value customers? Look at prescribing data, market share, and patient volume. Target the ones who can have the greatest impact on your business.

Access:

Who’s most accessible? Time is precious—ensure your targets are available, responsive, and have time to meet. Consider office restrictions, gatekeepers, and appointment flexibility.

Receptivity:

Who’s open to your message? Identify providers who are more engaged, willing to try new treatments, or who have expressed interest in your product line.

Focusing on Potential, Access, and Receptivity ensures that your time is spent wisely and you’re engaging with the right people at the right time.

💡 Pro tip:

Use data-driven insights and feedback from past visits to constantly refine your top targets. See your top providers early in your route to ensure you hit your attainment goals. Efficiency in routing isn’t just about maps—it’s about strategy.