Episode Details

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What if doing all the “right” things is actually holding your territory back? Lisa and Cindy rapid-fire 20 everyday activities medical device reps often do, from physician dinners and OR visits to cold calls, competitor research, and the infamous “I was just in the area” text.

But being busy doesn’t always mean being productive. Lisa and Cindy break down why intentionality matters more than simply checking boxes, sharing real-world examples around planning, delegation, and chasing big accounts.

The challenge? Pick one activity you’re doing and turn it from rapid-fire to intentional. Your territory doesn’t need more activity, it needs better attention.

Must-Hear Insights and Key Moments

• The Rapid-Fire Trap – Being constantly busy can feel productive, but activity without purpose can keep you spinning your wheels without creating results.
• The Secret Is Intentionality – Every sales activity can be valuable when there is a clear reason behind it. The goal isn’t to do more, it’s to do what matters with intention.
• Make Physician Dinners Count – A dinner shouldn’t simply be a nice meal or a chance to “get to know” a physician. Go in knowing the physician, defining the business goal, and knowing what you want to accomplish.
• Stop Doing Everything Yourself – Delegating can feel uncomfortable, especially when you know you can do something faster. Lisa and Cindy discuss starting small to build trust and protect your time for higher-impact work.
• Don’t Reinvent the Wheel – If your company or another successful rep already has a system that works, use it. Being smart with your time isn’t laziness, it’s strategy.
• Chasing the Big Account Strategically – Landing a major account takes time, patience, and multiple intentional steps. Don’t put your entire territory at risk by betting everything on one “whale.”
• Every Step Needs a Next Step – Showing up at a big account isn’t enough. Know who you need to meet, where you are in the process, and what action moves you forward.
• Turn Activity Into Action – Go back through the 20 activities and identify one you could approach differently. The challenge is to pivot from simply being active to being intentional.

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We'd Love to Hear Your Stories!

Sometimes the biggest breakthrough isn't landing a new account—it's finally moving one that's been sitting still. What's one opportunity you revisited, one relationship you leaned into, or one small win that created real momentum in your territory? We'd love to hear your story.

A Team Dklutr production