Key Performance Indicator's

for Pharmaceutical Salesforce

Presented By

Masum ChowdhuryManager, SBMD

Asiatic Laboratories Ltd.

• KPIs aren’t just indicators of

performance, they can also be drivers to

better performance of Field Force.

What are KPI’s ?

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 Managers6. 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 ByMasum Chowdhury

Manager, Strategic Brand Management Department

Asiatic Laboratories Ltd.masum.pha@gmail.com,

+880-0171-7642874, +880-0193 7990014