Ask a rep how long he spent with doctors today and he will usually guess high.
A field day feels full from morning to evening. But when a rep tracks his time honestly for one week, the face time with doctors is often much smaller than he expected. The rest went somewhere else.
Four things I ask reps to track:
- Face time. Minutes in front of doctors per day. The only time the doctor actually sees.
- Waiting time. Minutes in waiting rooms. It tells you whether your timing matches each clinic's rhythm.
- Driving time. Minutes on the road between calls. It tells you whether your route is clustered or scattered.
- Admin time. Minutes on reports, CRM and messages during clinic hours. It shows how much selling time office work is taking.
What to do with it:
- Cluster calls by area to cut the driving.
- Use waiting time for notes and preparation.
- Move admin outside clinic hours where you can.
Nobody needs to see this but you. One honest week is enough.
“Protect face time. Everything else is support work.”
Lesson 3 of 13 in Step 8: Habits and integrity, with the full guide and a checklist for this week.