Certainly for sales representative sales parameters like to market and in market sales, productivity are the ultimate goals, However the KPIs as discussed here are focussed on work norms, which when executed as planned leads to the required sales results. These are absolutely within the control of the field force and therefore companies can drive these KPIs for all without exception.

Thanks Mangalesh. Having an optimum mix of virtual and physical is extremely important. Both channels have specific objectives, though this may from brand to brand and also need to customer specific

Watch Samish Menon's session for answers

Saikat, This is certainly a very relevant question. There's still no consensus here. My opinion is that it may vary for each brand, the life cycle of the brand, original brand or branded generic etc. As of now the experience is that the remote calls have an advantage of getting undivided attention from the HCP and also last for a significantly more time than the F2F calls. Delivery of scientific content is really possible. So I would give it more, possible double the weightage than a F2F call provided you products like that. Similarly a mail opened may be good if the mails are a brand reminder. But if you are directing traffic to websites, or getting doctors to invite a webinar than opened mail may not be much of relevance. I will give a click significantly more weightage say 5 times more than an open. This numbers are illustrative and can vary for each brand, type of content, objective etc