Pharmaceutical Sales Routing Tip: How to Use Your Target List

Your target list is a crucial guide to your territory, highlighting where most of your opportunities will come from. By effectively using this list, you can enhance your impact and efficiency in the field. Here’s how to leverage your target list as a powerful tool:

1. Identify Your Top Opportunities

Focus on the top 20-30 providers on your target list. These are your high-potential opportunities, and they should be the core around which you build your routes. Prioritizing these key providers ensures that you direct your efforts where they are most likely to yield significant results.

2. Evaluate Access

Examine the accessibility of each healthcare provider (HCP) on your list. Determine the best way to see them in the office, considering factors like their office hours, preferred times for visits, and any access restrictions. This information will help you strategically place each provider in your route, ensuring that you optimize your visits for maximum effectiveness.

3. Continually Review the List

Treat your target list as a dynamic, working document. Regularly reference and evaluate it to ensure you are seeing the right providers and not missing any opportunities. Continuous review allows you to make adjustments based on new information, changing priorities, and feedback from the field.

Tips for Effective Use of Your Target List

•  Stay Organized: Keep your target list updated and organized for easy reference.

  
  

•  Adapt and Refine: Be flexible and willing to adjust your list and routes based on what’s working and what’s not.

  
  

•  Track Progress: Monitor your interactions with each provider, noting any changes in their needs or preferences.

  
  
  
  

The Bottom Line

Your target list is more than just a list of names—it’s a strategic tool that guides your efforts in the territory. By identifying top opportunities, evaluating access, and continually reviewing and refining the list, you can ensure that your time and resources are used where they will have the most impact.

Use your target list to stay focused, organized, and proactive in your approach. For more tips and strategies to excel in pharmaceutical sales, stay tuned to AtlasRoutes.