Strategies for Routing Success in Pharma Sales

Time is money in pharmaceutical sales, and every minute spent driving instead of engaging with providers is a missed opportunity. The key to success? Optimizing your daily route to maximize efficiency and minimize wasted time.

Here are three proven strategies to improve your routing and increase your time in front of providers:

1. Use Mapping Applications to Strategically Plot Your Stops

Modern mapping tools make it easy to plan a logical, efficient route before you hit the road. Leverage apps that allow you to:

✔ Pin multiple stops and optimize the sequence

✔ Account for real-time traffic conditions

✔ Save preferred routes for future reference

Pro tip: Pre-plan your routes at the beginning of each week to stay ahead of schedule.

2. Avoid Backtracking—A Well-Planned Route Saves Hours Each Week

Zig-zagging across your territory is one of the fastest ways to waste valuable selling time. Instead:

✔ Group your calls into specific geographic zones

✔ Follow a circular or grid-based pattern to avoid retracing your steps

✔ Prioritize high-value stops early in the day when schedules are more predictable

The result? More efficiency, more calls, and more impact.

3. Identify High-Traffic Areas to Minimize Delays and Stay on Schedule

Traffic congestion can throw off even the best-planned day. Before heading out:

✔ Check traffic conditions and adjust accordingly

✔ Avoid peak rush hour when scheduling key visits

✔ Use alternate routes to navigate around problem areas

By reducing time stuck in traffic, you gain more time to engage with HCPs and focus on what really matters—building relationships and driving sales.

Stop Losing Time on the Road!

The more efficiently you route your day, the more time you’ll have to sell. Don’t let poor planning keep you from hitting your numbers.

📥 Download the guide for a full breakdown of proven routing strategies to help you succeed in the field: https://www.atlasroutes.com/routing-template