Pharma Sales Routing: 3 Steps for Better Routing

Efficient routing is a game-changer in pharmaceutical sales. The more time you spend with providers—and the less time you spend figuring out where to go—the more effective you’ll be.

One of the simplest and most effective ways to optimize your routing is to break your territory into smaller, more manageable geographies. Here’s a simple three-step approach to do it effectively:

1. Create Five Separate Geographies

Instead of treating your entire territory as one large area, divide it into five distinct zones based on factors like:

• Proximity – Keep clusters of providers close together.

• Traffic Patterns – Consider commute times and congestion.

• Provider Density – Balance the number of targets in each zone.

Think of these as “micro-territories” that help you stay focused and efficient.

2. Group Your Providers Into These Geographies

Once you’ve defined your zones, assign each provider to one. This prevents you from zig-zagging across the territory and helps ensure you give each area the attention it deserves. A few best practices:

• Use mapping tools to visualize your zones.

• Prioritize high-value accounts within each geography.

• Factor in access restrictions (some offices may have specific rep days).

3. Assign Specific Days to Each Zone

Now that you have your geographies and provider groups, it’s time to create a schedule:

• Assign a specific day (or multiple days) to each zone.

• Stick to the plan as much as possible to build consistency.

• Stay flexible—unexpected opportunities or changes may require adjustments.

By following this structure, you’ll eliminate wasted drive time, increase face-to-face interactions, and create a more predictable, repeatable sales routine.

The Bottom Line

Breaking your territory into smaller geographies isn’t just about organization—it’s about maximizing impact. With a strategic approach to routing, you’ll have more meaningful conversations with providers, improve your efficiency, and ultimately drive better results.

Interested in more tips, check out our all-in-one routing guide https://www.atlasroutes.com/routing-template