Pharma Sales Routing Tip: Don’t Give Up on Hard-to-See Providers

AtlasRoutes
Jun 3
2 min read

How to break through to hard to see provides

In pharmaceutical sales, effective territory management and routing strategy can be the difference between a good quarter and a great one. One common challenge for reps in the field? Hard-to-see providers.

They’re the physicians who are:

Always booked solid
Protected by tough gatekeepers
Or simply “not seeing reps right now”

It’s easy to drop them from your route and move on to lower-hanging fruit. But here’s the truth: Access isn’t fixed. It evolves.

Staff turnover happens. Patient volume ebbs and flows. Priorities shift. And your consistency may be the key that opens the door.

Why You Should Route for Consistency, Not Just Convenience

Too many reps route for what’s convenient: open offices, guaranteed face time, easy conversations. But the top performers route with persistence and play the long game.

Just because a provider hasn’t said “yes” yet doesn’t mean they never will.

✅ How to Route Smart for Persistence

Here’s how to stay top-of-mind with tough accounts without burning time or energy:

1. Build Them into Your Route Every 2–3 Weeks

Even if it’s just a quick drop-in or a sample delivery, showing up regularly signals professionalism and reliability.

2. Plan Low-Pressure Touchpoints

Don’t make every visit about the pitch. Try a simple update, a relevant leave-behind, or a friendly check-in with staff. Sometimes, that soft touch warms the relationship.

3. Vary the Timing of Your Visits

Try different times of day to find the office’s rhythm. Mornings might be slammed, but mid-afternoon could offer more access. Be observant and flexible.

4. Track Your Interactions

Keep detailed notes in your CRM: who you spoke to, when, how the office flowed. This helps you optimize future visits and shows that you respect their time and space.

🚀 Stay Persistent: Breakthroughs Happen Over Time

Some of your most valuable accounts may start as your most frustrating. That “no access” provider today could be your biggest supporter six months from now—if you stay consistent.

Persistence builds trust. Trust opens doors.