We ask reps to debrief every call. How many of us debrief our own day?
For a long time I reviewed my reps' numbers, calls and plans. My own day simply ended, and the next one started.
Now I take ten quiet minutes in the car before driving home. The same structure I use with a rep: the day I planned, the day I had, the gap, and one change for tomorrow.
The questions I ask myself:
Where did my time go? Reps, doctors, or my inbox?
On the double visit, did I coach, or did I take over the call?
In the debrief, who talked more, me or the rep?
What did I promise a rep today, and when will I do it?
Which rep have I not spoken to properly this week?
The answers are not always comfortable. The inbox wins more time than it deserves. And the rep I have not spoken to is often the quiet one who is doing fine, until they are not.
None of this needs a system. It needs honesty and ten minutes.
“Debrief your own day the way you debrief a rep's call.”
Lesson 21 of 23 in Step 4: Coaching, with the full guide and a checklist for this week.