The call does not end when the door closes.
Most reps plan to write their notes in the evening. By then, eight calls have blended into one, and the detail that mattered is gone. Research on memory going back to Ebbinghaus found that forgetting is steepest soon after we learn something. The evening note is already too late.
What I ask reps to write, in the car, before starting the engine:
What he said. "Worried about patients who stop treatment after the first month." Your next call opens with his words, not yours.
What you promised. "Pass his renal dosing question to medical affairs." A promise not written down is a promise forgotten.
What comes next. "Next visit: ask how his newly started patients are doing." The next call is planned before you leave the car park.
Two minutes. Three lines. Every call.
Doctors notice the rep who remembers. It is one of the quietest ways to build trust.
“The call ends when the note is written, not when the door closes.”
Lesson 2 of 7 in Step 7: After the visit, with the full guide and a checklist for this week.