A doctor can say yes and the patient can still leave with something else.
Reps count calls and prescriptions. Very few count what happens at the pharmacy counter. That is where a lot of good work quietly disappears.
What I ask reps to do every cycle:
- Walk the pharmacies around your key clinics.
- Know the pharmacist by name. They see your patients more often than the doctor does.
- Ask about stock: "Do you have enough to cover the next two weeks?"
- When a product was out, ask what the patient was given instead.
- Report the gap to your manager and the distributor team the same day.
- Go back to the doctor: "Doctor, the pharmacy next door has stock again."
None of this needs a budget. It needs a habit.
No one else in the chain will check the last mile for you.
“The sale is not the prescription. It is the patient leaving with the right box.”
Lesson 9 of 12 in Step 1: Planning your territory, with the full guide and a checklist for this week. Discuss this lesson on LinkedIn.