I can usually tell how a rep's day will go from how it started.
Two reps, same territory, same doctors. One starts the day scrolling messages in the car park. The other spends the first hour planning. By the afternoon, the gap between them is obvious.
The morning I ask reps to build:
1. Check the route. Today's doctors, clinic hours, parking. A quick check saves a wasted trip.
2. Read last time's notes. What did each doctor say at the last visit? Open with his words, not yours.
3. Set one objective per call. One message and one question for each doctor. This is the step that changes the day. A call without an objective is a visit, not a call.
4. Be at the first door early. Arrive as the clinic opens, before the waiting room fills. Early calls are often calmer.
None of this takes long. It just has to happen before the first call, not after.
“Win the first hour and the day follows.”
Lesson 1 of 13 in Step 8: Habits and integrity, with the full guide and a checklist for this week.