Routing Pitfalls To Avoid in Pharmaceutical Sales

Knowing where to go and who to see is crucial for success in pharmaceutical sales. Creating efficient and optimal routes will help reduce drive time and increase selling time. However, there are many distractions and pitfalls to avoid when planning your day. Here are some common pitfalls and how to avoid them:

1️⃣ Planning on the Fly

It’s easy to waste time in the field when you’re planning your next stop on the go. Spending just a few minutes after each call figuring out where to go next can add up to hours wasted each week. Instead, plan your entire route in advance. This will ensure that you spend your time selling, not planning.

2️⃣ Forgetting When Providers Are Available

Many providers have specific hours or days when they are available for visits. Not factoring this into your plan can lead to unproductive calls and wasted time. Make sure to know the availability of each provider and schedule your visits accordingly to maximize your productivity.

3️⃣ Relying on Routine

Relying on past routes without evaluating and adjusting them can lead to missed opportunities. Changes in target lists and territories should prompt a review and adjustment of your routes. Regularly update your plans based on the latest information to ensure you are always optimizing your time and efforts.

The Bottom Line

Avoiding these common pitfalls can greatly enhance your productivity in the field.

Have you been guilty of any of these routing mistakes? Our easy-to-use app, AtlasRx, can automate the route planning process and help you avoid these pitfalls. This gives you more time in the field to do what you do best—sell.

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