A Guide to a Day-in-the-Life of a Sales Rep: Navigating Success in Post-Acute Care

By Lauren Corcoran | August 17, 2023

Welcome to the dynamic world of sales, where each day presents a unique blend of:

  • Opportunities
  • Challenges
  • Triumphs

In this guide, we’ll accompany you through a sales representative’s typical day, unveiling strategies, tactics, and mindsets essential for success.

However, before we get started, we need to acknowledge a crucial insight.

While this guide centers on a single day, the most accomplished sales reps navigate their careers with weeks and months in mind. Therefore, we’ll explore balancing short-term execution with long-term planning – ensuring your daily actions are purposeful and adaptable.

So, let’s uncover how you can easily navigate your busy schedule and set yourself up for success each day and in the long run.

Morning Routine: The Launchpad for a Successful Day

Rise and Shine: Gearing Up for the Day Ahead

Before getting into the office and starting your day, having a hearty and healthy breakfast is essential and ensuring you are ready to conquer the day.

Once you’re at the office and settled in at your desk, it’s important to take some time to prep for the multiple meetings with referral sources you’ll be having throughout the day to ensure you have what you need.

A great tool to help you prep is your Customer Relationship Management (CRM) platform.

With an integrated CRM – you can easily prep for the day by:

  • Creating a daily and weekly activity structure to manage your time and calendar
  • Organizing your completed and non-completed tasks
  • Ensuring each referral source is getting the right amount of visit frequency
  • And more!

Tactical Planning: Charting Your Course

Once you have your CRM up-to-date and administrative tasks in order, you can start planning against who you will be seeing and creating your detailed individual talk tracks.

You must get acquainted with the market data and insights you plan to use for your talk tracks.

Tip: Don’t create a canned talk track – it’s important to have customized talking points that speak to each referral source and capture their attention.

By leaning on your CRM for help – creating talk tracks and charting your day has never been easier.

At Trella Health, our customers often state, “Our day starts with Trella data and its CRM.”

Engaging with Prospects and Clients: The Heart of the Day

Meetings and Presentations: Showcasing Value

Now that you’ve completed your administrative tasks and talk track planning – it’s time to hit the road and meet with top referral sources.

Remember: Be strategic about your conversations with each referral source.

As mentioned in the section above – not every referral source is the same.

It’s fun to bring donuts, swag, personal conversations, and individual coffee orders – but that’s not how you’ll stand out and show value to them.

We aren’t saying not to do those things, but to have a side of data with it.

By utilizing data-driven conversations when connecting with each referral source – you can showcase how your organization can help them and their patients strive – ensuring the referral source is maximizing outcomes for all.

For example, let’s say your organization has low readmission and utilization rates, and the referral source you’re meeting with has high rates. By implementing these data points into your presentation and talk tracks with the referral source – you can showcase how you can help them lower their rates and still provide quality care to their patients.

Tip: Trella Health customers – when prepping for meetings with referral sources, you can efficiently utilize your sales spotlight feature to access metrics that are translated into a compelling talking script — ready for you to present in seconds.

Relationship Building: Fostering Trust and Rapport

Now that you’ve met with referrals and showcased your value – it’s essential to schedule time in your day to build relationships with the accounts your referrals gave you a week ago.

When meeting with these accounts, update them on how the admitting process went and how the patient is doing.

If your CRM integrates with your Electronic Health Record (EHR) platform, you quickly get clinical insights and easily give a report each time you visit.

Tip: Speaking the physician’s “language” and reassuring them that their patients are doing well in your organization’s care is a huge step in building trust and rapport.

Next, if you have any physicians who are hesitant about home health or hospice care, you can quickly chat with them about the benefits of hospice and home health care and how offering home health and hospice care can help their patients who qualify for it.

Afternoon Hustle: Conquering Challenges and Seizing Opportunities

Follow-ups and Continuation: Building Momentum

Once you’ve finished meeting with referral sources and taking a short break before heading back to the office (please don’t text and drive – make sure you pull over) – don’t forget to follow up on earlier conversations if referrals had questions or concerns about specific topics.

Tip: For Trella Health customers – utilizing your mobile CRM can make this process efficient since you can easily update meeting notes, conversations, and any concerns or questions referrals might have right inside the CRM.

Wind-Down and Reflection: Wrapping Up a Productive Day

Organizing and Documentation: Tying Up Loose Ends

Hooray, the day is almost done!

Now that you’re back at the office from a busy afternoon in the field – it’s time to prep tomorrow and ensure your CRM is up to date from today’s meetings.

This process is done throughout the day if you have a mobile CRM. As mentioned, an on-the-go CRM lets you easily record meeting notes, referral questions, or anything important to your referral source.

There is no need to write on a scrap of paper, type in an Excel Spreadsheet, or try to commit everything to memory.

You can easily stay organized with an on-the-go CRM – NO STRESS and never have to worry about forgetting a meaningful conversation with a referral again.

Reflecting on Achievements: Celebrating Wins

It’s the end of the day, and you’re winding down before starting it again tomorrow.

During this last part of the day, as you review your notes from meetings, you must recognize your successful interactions and accomplishments by remembering what you did well and what worked so you can keep utilizing those strategies.

However, it’s also vital to take some time to see where you can improve and what you can work on. While it may be easier to hone in on your strengths and only focus on the wins – successful sales reps recognize their weaknesses and learn how to improve and help their organization showcase its value.

What’s Next?

Congrats – you’ve successfully navigated a day in the life of a sales rep!

From the early morning preparations to the final moments of reflection, your journey is a testament to your dedication, adaptability, and strategic prowess.

As you continue to refine your approach, remember that each day presents new opportunities to:

  • Create connections
  • Build relationships
  • Pave the way to a successful career

If you’re eager to explore the technological tools discussed throughout this blog, designed to elevate your success as a sales rep further, why not take the next step?

Request a personalized demo today at

This level of market and referral visibility is a game-changer


About the Author:

Lauren Corcoran, Marketing Content Writer

As a marketer and creative writer, Lauren is thrilled to create Trella Health’s marketing content. After graduating from Ohio Wesleyan University with a bachelor’s degree in Marketing, Lauren worked as a content specialist for a cybersecurity firm, video production company, and has experience in sales. With the ongoing pandemic, she decided to take a leap and work in post-acute care at KanTime Healthcare, an EHR. At Trella Health, she’s able to do the two things she loves most: marketing and writing, while making an impact in the post-acute care industry.