5 Tips to Manage Your Time Effectively as a Medical Sales Rep

We’ve all been there. You’re getting pulled from pillar to post, customers and colleagues demanding your attention multiple times throughout the day.

But how do you spend your time effectively?

Table of Contents

• 1. Have a reason to be in the hospital

• 2. Have a goal for each visit

• 3. Segment your territory

• 4. Dedicate time

• 5. Prioritise tasks

1. Have a reason to be in the hospital

It can feel a little awkward sometimes and you can feel like you’re being judged by staff members in hospitals for lurking around the corridors hoping to catch that customer you’ve been trying to get in front of for months.

Have a genuine reason to be there (no matter how big or small). It’ll help you get past the sometimes interrogatory exchange with the receptionist as well as show customers you are adding value. Even if it’s just to check if there are any out of date products or an instrument that someone said was blunt.

Once you have your reason, you’re in the door.

2. Have a goal for each visit

Prior to even stepping foot in a customer site, have a little think about what you hope to gain from your visit.

I hear of so many reps going into theatres, spending all day there simply covering cases or doing admin tasks and never actually gaining anything in return for their valuable time. Don’t be a busy fool!

Have a goal in mind from the start. Is it a conversation with a certain person? Is it following up on a previous conversation? Is it finding out information about a particular customer? Is it finding out what competitors are doing?

3. Segment your territory

Divide your territory into manageable segments based on factors like geography, client type, or priority. This allows you to plan your visits more efficiently and maximize your time with each customer.

Often in medical device sales we can find ourselves dictated to by specific cases going on. If that sounds like you then make sure you’re aware of who is where on certain days. There’s nothing stopping you from visiting other hospitals nearby or on the way to/from the case you need to be at.

4. Dedicate time

Dedicate regular time to stay updated on industry trends, product knowledge, and competitor activities. This can be done through webinars, reading, or networking, ensuring you remain a trusted resource for your customers.

You will also need to dedicate time for admin such as creating presentations, arranging kit and staying on top of your expenses and other admin tasks.

5. Prioritise tasks

What is your ultimate priority? I find it best to start from the end and work backwards. You might be aiming for a particular target customer, a revenue target or a specific number of cases or sales. For example: 10 new users for a particular product you sell.

Once you know what your ultimate priority is you can figure out your path to get there.

Good luck!