As a Medical Representative (MR), your field performance is more than just the number of doctor visits. True success comes from understanding how well you’re performing, not just how much you’re doing. And to do that, you need to track the right performance metrics regularly.
In this blog, we’ll break down the key metrics every MR should monitor to measure, analyze, and improve their effectiveness in the field.
Why Should You Analyze Your Performance?
Analyzing your performance:
- Helps you identify what’s working—and what’s not
- Guides your daily and monthly planning
- Helps you meet or exceed your targets
- Earns trust from managers with measurable progress
- Keeps you motivated through self-growth
Remember: You can’t improve what you don’t measure.
Top 6 Field Performance Metrics for MRs 1. Doctor Coverage (Reach)
How many target doctors did you visit during the cycle (weekly/monthly)?
- Total number of doctors in your list
- Actual visits vs planned visits
- % coverage (e.g., 85% of listed doctors covered)
Ideal doctor coverage per month: 85–95%
2. Call Average (Daily Productivity)
How many effective calls (doctor visits) do you make per day?
- Target: Usually 8–12 productive calls/day
- Quality matters more than quantity—did the call result in clear communication and recall?
Track how many calls actually lead to product discussion or engagement.
3. Rx Conversion Rate (Prescription Generation)
What percentage of your doctor visits are resulting in prescriptions?
- How many doctors are regularly prescribing your brand?
- Are new doctors being converted each month?
This is one of the most critical metrics to track your success.
4. Secondary Sales Performance
While primary sales are managed by the company, your efforts reflect in secondary sales—actual movement at the chemist level.
- Check with chemists regularly
- Coordinate with stockists
- Are prescriptions translating into product purchases?
Field feedback helps bridge the gap between prescription and product availability.
5. Doctor Engagement Quality
Did the doctor genuinely engage with your detailing?
- Time spent per call
- Number of products discussed
- Doctor’s interest level and feedback
Use qualitative notes in your Daily Call Report (DCR) to capture this.
6. New Doctor Conversion
How many new doctors are you converting into prescribers each month?
- New prescribers = Growth potential
- Record their specialty, prescription habits, and feedback
Don’t rely only on existing doctors—always aim to grow your base.
📈 How to Track and Analyze These Metrics
You can use simple tools like:
- DCR (Daily Call Report) apps or manual registers
- Google Sheets or Excel
- Monthly performance review with your manager
- Weekly self-check summaries
🛠️ Tip: Spend 10–15 minutes every weekend reviewing your week. This habit compounds over time.
Common Mistakes to Avoid
- Tracking only doctor count, not outcomes
- Ignoring secondary sales and chemist feedback
- Not recording objections or doctor concerns
- Relying only on manager feedback for improvement
Your growth depends on proactive analysis, not reactive correction.
