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Key Performance Indicator's
for Pharmaceutical Salesforce

               Presented By
          Masum Chowdhury
            Manager, SBMD
        Asiatic Laboratories Ltd.
What are KPI’s ?
• KPIs     aren’t  just     indicators  of
  performance, they can also be drivers to
  better performance of Field Force.
Key Performance Indicators for –
• 1. Macro Level KPI’s
• 2. Micro Level KPI’s
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
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
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
Thanks
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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Kpi

  • 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
  • 8. Prepared By Masum Chowdhury Manager, Strategic Brand Management Department Asiatic Laboratories Ltd. masum.pha@gmail.com, +880-0171-7642874, +880-0193 7990014