This document outlines key performance indicators (KPIs) for pharmaceutical salesforces at both the macro and micro level. At the macro level, KPIs include product and market sales metrics like value, quantity, coverage, market share, and market share growth. Micro level KPIs measure territory occupancy and vacancy rates, product details visits, customer segmentation, target customer coverage and visit frequency, time spent in the field by activity, coaching days, message delivery and recall, and sales target achievement relative to budget spent. The KPIs are used to measure and drive better performance of pharmaceutical salesforces.

1. Key Performance Indicator's
for 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 Managers
1. Territory Occupancy Rate
2. Territory Vacancy Rate
3. Product Details (Visits)
4. Customer Segmentation
5. On Target Interactions

6. Micro Level KPI’s for Field Managers
6. Target Customer Coverage
7. Target Customer Visit Frequency
8. Days in the Field (activity type ratio)
9. Coaching days (double visits)
10. Message Delivery / message recall
11. % 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