The doctor at four o'clock gets a different rep from the doctor at nine.
I have watched it on field visits many times. The same rep, the same message, a sharp call in the morning and a flat one in the late afternoon. The doctor was not different. The rep's energy was.
The formula I draw for reps:
Call quality = preparation x energy.
More hours add calls. Energy decides what those calls are worth.
What I ask reps to do:
- Put your A-list in your best hours.
- Take a short reset between blocks: water, air, a few minutes of silence in the car.
- Eat before the afternoon dip, not after it.
- Give the last doctor of the day the same opening as the first.
A long day of tired calls does not prove commitment. It spends your best doctors' time on your worst energy.
In our climate, protecting energy between calls is not a luxury. It is part of the job.
“The doctor does not see your hours. He sees your energy.”
Lesson 2 of 13 in Step 8: Habits and integrity, with the full guide and a checklist for this week.