How to Plan a Route in 15 Minutes (or Less) Each Week in Pharma Sales

AtlasRoutes
Nov 3
3 min read

In pharma sales, planning your weekly route can feel like a chore.

Between call goals, shifting access rules, and appointment juggling, it’s easy to spend more time planning than actually selling.

But here’s the good news — with the right system, you can plan your entire week in 15 minutes or less and still walk into Monday with a focused, strategic route.

Here’s how to make your weekly pharma sales routing fast, effective, and stress-free.

🧭 Step 1: Review Last Week’s Wins (3 Minutes)

Before you plan forward, look backward.

Pull up your CRM or call history and review:

Who did you see and what follow-ups are needed?
Which visits led to meaningful discussions?
Which stops didn’t add value or move the business forward?

This quick reflection helps you avoid “recycling” low-impact stops and ensures your next route focuses on momentum — not just motion.

Pro Tip:

If your CRM feels cluttered, keep a simple “Follow-Up” list in your notes app to track your top-priority accounts each week.

🎯 Step 2: Identify Priority Accounts (5 Minutes)

Now, look ahead. Choose 6–10 key accounts to anchor your week. These are the offices that will make the biggest difference to your goals.

Organize them into tiers:

Tier A accounts: Must-see, high-value prescribers.
Tier B accounts: Growth opportunities or influential targets.
Tier C accounts: Coverage or flex stops.

You don’t need an elaborate plan — just clarity on where your time will have the most impact.

Ask yourself:

“If I could only see three offices this week, which ones would move my business the most?”

Those are your anchor accounts. Everything else is secondary.

🗺️ Step 3: Cluster and Sequence (5 Minutes)

Here’s where the efficiency happens.

Use pharma sales routing to cluster and sequence your stops for minimal drive time and maximum productivity.

Cluster by geography: Group nearby offices to reduce windshield time.
Sequence by access: Schedule appointment-only offices during their open windows.
Finish smart: End your day near home or your next territory zone.

Even a quick glance at a map or routing app can save hours of unnecessary driving every week — and make your territory coverage more consistent.

🔁 Step 4: Set a Midweek Check-In (2 Minutes)

Even perfect routes don’t always go as planned.

Cancellations, new appointments, and access changes are part of life in pharma sales — but they don’t have to throw off your rhythm.

Schedule a quick Wednesday check-in (five minutes is enough) to adjust your route, fill gaps, or add new opportunities.

The goal isn’t perfection — it’s consistency.

⚙️ Putting It All Together

Here’s a simple way to make it stick:

Friday Afternoon: Spend 10 minutes reviewing last week and setting next week’s anchors.
Monday Morning: Spend 5 minutes fine-tuning based on any new appointments or access updates.

That’s it — 15 minutes total.

The result:

✅ More provider calls.

✅ Less stress.

✅ More time selling, not mapping.

🧠 Final Thought

In pharma sales, consistency and intentionality are what separate top performers from average ones.

When you dedicate just 15 minutes a week to strategic pharma sales routing, you:

Cut wasted miles.
Hit your call goals with less effort.
Stay focused on the right accounts.

Because every minute you save on planning is another minute you can spend doing what really drives results — building relationships and growing your territory.

Time saved = more opportunities.