The Most Overlooked Habit in Medical Sales Routing: The Weekly Route Audit

When it comes to medical sales routing, most reps focus heavily on the setup—figuring out who to see, when to see them, and how to fit everything into a single day.

But here’s the reality:

❌ Your route is never perfect the first time.

✅ Top-performing reps optimize their routes continuously.

If you want to improve your efficiency, increase face time with providers, and reduce unnecessary drive time, there’s one simple habit that can make a huge difference:

📅 Spend 15 Minutes Every Friday Auditing Your Route

This tiny weekly ritual can save hours of chaos and rework in the week ahead.

Here’s how to make your weekly route audit part of your medical sales routine:

1. Review What Worked

Start by reflecting on your past week’s route:

• Which days flowed smoothly?

• Where did delays happen? (Traffic, parking issues, office closures?)

• Did you waste time driving across town unnecessarily?

This step helps you understand patterns and friction points that might repeat if left unaddressed.

2. Identify Missed Opportunities

Look for the gaps:

• Did you drive past target offices you didn’t visit?

• Did you skip follow-ups or drop-ins you had planned?

• Were there providers you forgot to reconnect with?

This is your chance to correct small lapses before they become major inefficiencies in your territory management.

3. Update Your Route Map

Now that you’ve reviewed what worked and what didn’t, it’s time to make adjustments:

• Remove low-priority accounts that can wait.

• Insert urgent or high-value visits for the coming week.

• Re-cluster your days geographically to reduce backtracking.

• Add in flex time for drop-ins, delays, or spontaneous opportunities.

Pro tip: Use medical sales routing software (like AtlasRx) to quickly visualize and adjust your route.

Why This Habit Matters in Medical Sales

The most valuable asset in medical sales isn’t samples or slide decks—it’s time in front of the provider.

By building a weekly audit into your routine, you:

• Increase sales call volume

• Reduce drive time and stress

• Maximize your coverage and frequency

• Stay agile when your territory changes

Final Thought: Small Habit, Big Impact

If you’re constantly scrambling midweek to fix your schedule or reroute between appointments, this simple 15-minute habit can be a game-changer.

In medical sales routing, it’s not just about planning—

It’s about adapting.

Ready to take control of your week?

Start with a calendar, a map, and 15 focused minutes every Friday. Your future self (and your sales numbers) will thank you.