Blog · Industry
Reach and frequency by rep, by territory, by prescriber tier. Which high-decile prescribers had no call this cycle. Which accounts are on the plan and not on the calendar. From the CRM you already run.
How a pharmaceutical commercial team carries formulary and access status on every account so that reach, frequency and share are computed among the accounts where the product can actually be prescribed, the two lists that fall out, calls on blocked accounts and uncalled accounts with open access, and the dated status that makes a quarter's numbers comparable to the last.
16 Sept 20262 min readWhy reach and frequency numbers drift when the call plan changes mid-cycle or calls are logged against prescribers who are not on it, how to keep plan versions with dates so every call is measured against the plan in force, and how to report off-plan calls as their own line rather than losing them.
16 Sept 20263 min readHow a pharmaceutical commercial team measures whether a formulary or payer win turned into prescriptions, from the access file, the prescription data and the call log: the accounts whose access opened on a date, their prescriptions before and after against accounts whose access did not change, the calls made to them in the weeks after the win, the territories where access opened and nobody called, and the honest statement of what the difference is and is not.
16 Sept 20262 min readHow a pharmaceutical field force computes reach and frequency per rep, territory and prescriber tier from the CRM call export and the call plan: the definitions, the roll-up that reconciles to the plan, a worked cycle, and the four ways the number is usually wrong.
16 Sept 20264 min readHow a pharmaceutical commercial team relates sample drops to prescription change per account and per territory, from the sample log and prescription data: the account's own baseline, the change in the weeks after sampling against accounts of the same tier not sampled, the territories where sampling moves nothing, and the honest wording that keeps a correlation from being reported as a cause.
16 Sept 20262 min readThe ten questions a pharmaceutical commercial head puts to the field and market access teams, what is reach and frequency among accounts that can prescribe, which calls went to blocked accounts, did the formulary win pull through, which territories are balanced on writable potential, which samples moved anything, which accounts have open access and no call, what did the cycle plan say against what happened, where did access change this month, which reps are off plan, and what changed, each with the table from the call log, the access file and the prescription data, and the answer to send back.
16 Sept 20263 min readHow a pharmaceutical commercial team redraws territories from access-weighted potential rather than raw prescriber counts: each account's category volume times its access status, summed per candidate territory, the balance across territories, the accounts moved and the continuity of rep relationships, the calls released from blocked accounts, and the identity that the territories' weighted potential sums to the region's.
16 Sept 20262 min readHow to choose analytics software for Pharma: the questions, the data, ten vendor questions and the traps.
24 Sept 20264 min readThe ten commercial KPIs a pharmaceutical sales organisation should run on, each with its formula, the export it comes from and what it tells you: reach and frequency among accounts that can prescribe, calls on blocked accounts, access-weighted territory potential, pull-through after a formulary win, call plan attainment by plan version, sample to prescription relationship, target list currency, new prescriber activation, share within accessible accounts, and off-plan call rate. Also the three measures most teams miss, the figures to drop, the identities, and who owns what.
17 Sept 20264 min readThe complete reach and frequency calculation on ten pharma target accounts over one cycle, small enough to check by hand: each account's dated access status, the calls logged, reach and frequency over all accounts against reach and frequency among accounts that can prescribe, the calls spent on blocked accounts, the open-access accounts with no call, the account whose access changed mid-cycle, and the assertion that targets equal open plus restricted plus blocked plus unknown, so a reader can reproduce every figure and then run it on their own call log and access file.
17 Sept 20263 min readHCP coverage analytics for pharmaceutical sales teams.
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