How to Master Pharma Sales by Asking Questions and Getting Information About Offices

Pharma sales isn’t just about showing up—it’s about showing up at the right place, at the right time, with the right plan.

Great reps don’t just manage their territory—they understand it.

To maximize every visit, you need more than just a route. You need intel—the kind of insights that help you avoid wasted stops, strengthen relationships, and stay one step ahead in a dynamic field environment.

Here’s what to start tracking during your visits to help you navigate your territory like a pro:

🕒 Best Days & Times to Visit

Some providers only see reps on specific days or within narrow time windows. Learning their preferred times helps ensure you show up when they’re actually available and receptive.

Ask: “When’s usually best to catch Dr. Smith between patients?”

Or: “Do you have set days for seeing reps?”

📍 Additional Office Locations

Many providers split their time between multiple clinics or rotate through satellite offices. Knowing where they’ll be—and when—saves you from showing up to an empty office.

Ask: “Where does Dr. Patel usually see patients on Thursdays?”

Or: “Is she ever at a different location during the week?”

⛔ Scheduled Absences or Procedures

Surgeries, hospital rounds, and even planned vacations can impact your access. Staying ahead of these schedule shifts allows you to rework your route efficiently, rather than scrambling day-of.

Ask: “Does Dr. Lee have any OR blocks or days he’s usually unavailable?”

👥 Key Office Personnel

Sometimes the physician isn’t the only—or even the main—decision maker. Nurse practitioners, PAs, MAs, and office managers often play a critical role in prescribing and scheduling.

Ask: “Who typically handles lunch meetings here?”

Or: “Is there someone else I should follow up with on samples or patient questions?”

📋 Office Preferences or Protocols

Every office runs differently. Some prefer scheduled appointments for reps. Others are fine with drop-ins—but only at certain times. Understanding and respecting these boundaries builds long-term trust.

Ask: “Do you have any guidelines for when and how reps should stop by?”

Or: “Would you prefer email or in-person scheduling?”

The Bottom Line: Know Before You Go

The more you learn about each office, the more intentional—and impactful—your visits become.

Smart reps don’t just map out where they’re going. They prepare for how to show up in a way that aligns with each office’s needs and rhythms.

Make this information part of your routine and watch your territory start working for you, not against you.

Want to organize this info in one place? Grab a free territory planning template here.

Or check out AtlasRx for a complete tool to help you crush your routes and quota.