Kpi

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Kpi

  1. 1. Key Performance Indicatorsfor Pharmaceutical Salesforce Presented By Masum Chowdhury Manager, SBMD Asiatic Laboratories Ltd.
  2. 2. What are KPI’s ?• KPIs aren’t just indicators of performance, they can also be drivers to better performance of Field Force.
  3. 3. Key Performance Indicators for –• 1. Macro Level KPI’s• 2. Micro Level KPI’s
  4. 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. 5. Micro Level KPI’s for Field Managers1. Territory Occupancy Rate2. Territory Vacancy Rate3. Product Details (Visits)4. Customer Segmentation5. On Target Interactions
  6. 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. 7. Thanks
  8. 8. Prepared By Masum Chowdhury Manager,Strategic Brand Management Department Asiatic Laboratories Ltd. masum.pha@gmail.com, +880-0171-7642874, +880-0193 7990014

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