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Field Force - KPIs for the New Normal

Participants

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Description

In this session Shashin Bodawala takes us through the KPIs that have served well till the COVID19 crisis and how the Key Performance Indicators are changing as pharma companies come to terms with the New Normal

Speaker: Shashin Bodawala, Director – Business Excellence, Go To Market & International Business at Boehringer Ingelheim

Shashin’s current role is to improve customer experience through Go-to-Market initiatives by driving data to deliver insights which translate in appropriate actions.

His team helps the brand teams identify customer segments, deliver customized content, solutions and services on different channels and platforms. His role is to manage these different teams specifically focused on data, digital marketing and capability building.

Shashin also independently manages the International Business for the rest of South Asia.

In the last 10 years, he has had the opportunity to help build and develop a profitable business from scratch. In the last one decade has launched some of largest brands in the market which has eventually created the fastest growing pharmaceutical company (for the last few years) in India

In a career spanning 35 years, he has grown through grassroots to eventually managing large businesses across therapies including Cardiology, Diabetes, Neurology, Urology & Critical care

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Digital Excellence Pharma Academy

16 Oct 2020 16:50 Pinned

Today's session airs in just a few minutes. While you wait, you can revisit Wednesday's presentation.

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Digital Excellence Pharma Academy

14 Oct 2020 14:51 Pinned

Poll Question: Sales Force KPIs are a valuable tool to map their progress, but determining right KPIs during Covid -19 is a real challenge. How the Sales Force KPIs have changed in your organization during past six months:

Please chose one of the following answers:
38 Votes
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Ankit H Sojitra

6 Nov 2020 22:01

As quoted "What Gets Measured Gets Done" , Pharma companies needs to adopt Hybrid/Flexible model of engaging HCPs. Also to need to understand that even if everything becomes fine Post COVID, things that worked pre COVID may not necessarily work post COVID. Also Reps need not to fear loss of job as companies are going more Digital, Digital Engagement is possible through them only.

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Manjunath N

15 Oct 2020 15:47

Relevant topic in today's changed selling situation

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Bhaskar Chakravorti

15 Oct 2020 08:16

These KPIs are well thought of keeping both traditional and digital channels of HCP engagement. For all these activities to yield the desired results the Med Reps need upskilling to effectively deliver through the new channels. What about Sales Performance? Isn't it a KPI?

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Shashin Bodawala

15 Oct 2020 21:05

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.

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Mangalesh Balkrishna Doke

14 Oct 2020 18:39

Excellent presentation Shashin.Thanks for highlighting a new KPI going forward in new normal,post covid era.Balancing Phigital ( Physical and Digital) approach to maximize business through very well curved out KPIs..

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Shashin Bodawala

15 Oct 2020 21:08

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

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Saikat Chaudhury

14 Oct 2020 17:55

Excellent Presentation ! Complements ! One quick Question, what is your recommendations of weightages for different Channel Exmple. F2F %wtg, Remote Detailing %wtg Rep triggered Email % Wtg?

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Digital Excellence Pharma Academy

14 Oct 2020 20:48

Watch Samish Menon's session for answers

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Shashin Bodawala

15 Oct 2020 21:22

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 scientif... See more