How you leave a territory says as much about you as how you ran it.
Promotions and transfers come quickly. The handover is often one rushed afternoon and a spreadsheet nobody reads. The new rep then spends months rediscovering what you already knew.
The handover I ask for:
1. Clean the records. Update every doctor profile and call note. The next rep will read what you leave.
2. Summarise each key account. Who decides, what matters to them, what is still open. Facts, not opinions about people.
3. Introduce in person. Take the new rep to your A-list: "Doctor, this is my colleague who will visit you from next month." This is the step that matters most. A warm introduction saves months.
4. Hand over open promises. Every answer or follow-up you still owe. Your promises become theirs.
Doctors notice this. A clean handover protects the relationship you built, even after you move on.
“Leave the territory the way you wish it had been left for you.”
Lesson 2 of 11 in Step 9: Growing your career, with the full guide and a checklist for this week.