Problem: India’s fragmented pharma market suffers from a ‘paradox’ where 50% of leaders are unsure which activities actually drive sales. Rigid monthly plans frequently collapse due to doctor unavailability, leading to ‘gaming’ of KPIs and month-end visit clustering. This creates an illusion of performance that masks a total lack of true field visibility. Solution: The Flexible Journey Plan (FJP) replaces static monthly schedules with a dynamic, shorter-cycle system that recalibrates priorities daily to eliminate backlogs. It uses a data-driven ‘multi-hypothesis’ method to identify the root cause of sales dips, whether from territory vacancies or lack of manager coaching. This structured approach extends to pharmacies, ensuring consistent engagement across the entire prescription chain. Benefits: Early adopters have seen visit compliance soar from 35% to over 85% while reaching 90% of high-priority doctors. These firms achieved 15%–20% higher sales growth than their competitors without adding any new headcount.

Key Takeaways

Rigid monthly tour plans (MPTs) force MRs to game KPIs through month-end clustering. Flexible Journey Plans (FJPs) replace rigid MTPs to boost visit compliance to 85% and drive 20% higher sales without additional headcount.

Revealing what truly drives pharma sales

Revealing what truly drives pharma sales

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Discover why 73% of pharma leaders struggle with MTP backlogs and how Flexible Journey Plans (FJPs) boost doctor coverage to 90% and sales by 20% without adding headcount.