Healthcare Sample
Digitising medical rep visits: a practical playbook
Move your medical sales team from paper DCRs to GPS-verified visits without disrupting the field.
DealTrako Editorial Team · · 6 min readMoving medical reps to a CRM works best in phases.
Phase 1: Clean master data
Consolidate hospitals, branches and doctors. Classify doctors by potential and assign visit frequencies.
Phase 2: Tour plans
Have reps submit monthly tour plans in the CRM and managers approve them.
Phase 3: Check-in discipline
Introduce GPS check-in and check-out, then review adherence weekly.
Phase 4: Secondary sales
Add deployment and stockist sales capture once visit habits are formed.
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