How to Tweak Your Route for Greater Success in Pharma Sales
- AtlasRoutes
- Apr 22
- 2 min read
In pharma sales, success isn’t just about how many offices you visit—it’s about when, how, and why you visit them.
The top reps in the industry don’t just plan a route and stick to it forever. They adjust and optimize it regularly to match the ever-changing landscape of office schedules, access policies, and provider availability.
If you want to level up your territory strategy, here’s how to tweak your route for greater success in the field:
✅ 1. Plan Around Access—Not Just Geography
In pharma sales, it’s tempting to plan routes by zip code or drive time. But smart reps plan based on access first.
Start by asking:
What days and times does this office allow rep visits?
Are there surgery blocks or half-days that limit access?
Do they prefer morning drop-ins or scheduled lunches?
Pro Tip: Align your highest-priority calls with peak access times for maximum impact.
🔁 2. Watch for Patterns in Your Visits
After a few weeks in the field, patterns start to emerge:
Which providers are always running behind?
Which offices consistently cancel?
Which stops aren’t producing any traction?
Use that insight to trim the fat from your route and focus on what’s working.
🚪 3. Keep a Drop-In List Ready
Gaps happen—appointments cancel, offices run late, or calls wrap up early.
Keep a running list of:
Nearby offices that allow walk-ins
Pharmacies or referral partners worth a quick check-in
Admin tasks you can knock out from the field
This ensures every gap becomes a potential win.
🧠 4. Audit Your Route Weekly
A 10-minute review at the end of each week can go a long way.
Ask yourself:
Did I hit my top-tier targets this week?
Did I spend too much time on low-priority stops?
What changes can I make to improve next week’s flow?
Pharma sales moves fast—your route should keep up.
💡 Final Takeaway:
A great route isn’t set once and forgotten.
It’s tweaked, tested, and tailored constantly.
In pharma sales, the reps who consistently evaluate and improve their routing strategy are the ones who maximize their time, grow their access, and deliver real results.
📍 Want help planning smarter routes and saving hours each week?
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