Pharmaceutical Sales Routing Tip: Keys to Effective Routing with a Counterpart

Territories with mirrored partners who call on the same providers can significantly impact the territory's growth. However, effective routing with counterparts comes with its own set of challenges. Here are three key tips to create synergy in your territory and maximize growth:

1️⃣ Collaboration and Communication

Collaboration and open communication are essential for the success of any partnership. Work together with your counterpart to:

•  Coordinate Calls: Discuss which providers each of you has visited, analyze outcomes, and plan future calls or appointments strategically.

  
  

•  Regular Updates: Schedule weekly or bi-weekly brief calls to share updates, synchronize efforts, and address any challenges that may arise.

Effective collaboration ensures that you leverage each other's efforts and avoid duplication, maximizing the impact on shared providers.

2️⃣ Equally Separate Targets into Lists

Divide the territory into clear sections—either by geography or target lists—to minimize overlap and maximize coverage. Consider alternating weeks where each counterpart focuses on their designated area. This approach allows for:

•  Efficient Planning: Plan and strategize without disrupting each other's schedules.

•  Focused Efforts: Concentrate on specific providers or regions to optimize time and resources.

By equally dividing targets, you can streamline your routing process and enhance productivity.

3️⃣ Joint Planning and Goal-Setting Sessions

Regular joint planning and goal-setting sessions are crucial for aligning objectives and maximizing overall territory growth. Schedule monthly or quarterly meetings to:

•  Review Performance: Evaluate progress towards shared goals and identify areas for improvement.

•  Set Clear Objectives: Define priorities, allocate resources effectively, and adjust strategies as needed.

Aligning on goals ensures that both counterparts are working towards a common purpose, enhancing collaboration and driving collective success.

The Bottom Line

Effective routing with a counterpart requires collaboration, strategic planning, and clear communication. By implementing these tips—collaborating closely, dividing targets efficiently, and setting joint goals—you can create synergy in your territory, increase total growth, and overcome challenges associated with mirrored partnerships.

For seamless management of counterpart routing challenges, consider leveraging AtlasRx. Our tools streamline territory planning and coordination, helping you maximize efficiency and achieve greater impact.