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Transcript

  • 1. Key Performance Indicatorsfor Pharmaceutical Salesforce Presented By Masum Chowdhury Manager, SBMD Asiatic Laboratories Ltd.
  • 2. What are KPI’s ?• KPIs aren’t just indicators of performance, they can also be drivers to better performance of Field Force.
  • 3. Key Performance Indicators for –• 1. Macro Level KPI’s• 2. Micro Level KPI’s
  • 4. Macro Level KPI’s for Field Managers 1. Product Sales (Value & Qty) 2. Market Sales (Value & Qty) 3. Market Coverage 4. Market Share 5. Market Share Growth
  • 5. Micro Level KPI’s for Field Managers1. Territory Occupancy Rate2. Territory Vacancy Rate3. Product Details (Visits)4. Customer Segmentation5. On Target Interactions
  • 6. Micro Level KPI’s for Field Managers6. Target Customer Coverage7. Target Customer Visit Frequency8. Days in the Field (activity type ratio)9. Coaching days (double visits)10. Message Delivery / message recall11. % sales target achieved vs. % budget spent
  • 7. Thanks
  • 8. Prepared By Masum Chowdhury Manager,Strategic Brand Management Department Asiatic Laboratories Ltd. masum.pha@gmail.com, +880-0171-7642874, +880-0193 7990014