Field Execution
Field Execution/Calls & Coverage
Calls & Coverage
Customer engagement, call execution and coverage effectiveness.
1 – 30 Jun 2026·All Divisions·All Regions·All Customer types·Priority + Standard
Customer
Priority
Territory
Rep
Outcome
Orbit Call Briefing
Updated 14 min ago
Overall customer coverage remains strong at 92%, but priority-account engagement has declined in Gauteng North. Three representatives completed planned calls without meaningful commercial movement, while Western Cape continues to generate above-average sales from fewer customer visits.
Customers Covered
4,286
+3.4% vs prev period
Coverage Rate
92%
Watch-1 pp vs plan
Planned Calls
18,420
+2.1% vs prev period
Completed Calls
17,118
+2.6% vs prev period
Priority Customer Coverage
88%
Below-2 pp vs plan
Avg Calls / Customer
3.6
Stable
Weekly Call Trend
Planned, completed, detailing & new visits
Planned
Completed
Details
New customer visits
Coverage by Territory
Planned vs completed
Completed
Missed
Customer Visit Frequency
Bubble size = customer value · colour = coverage status
Product Detailing
Ranked by detailing sessions
Cardiaxol 20mg812 details
42 reps·Coverage 88%+12.4% outcome
Respireze Inhaler684 details
38 reps·Coverage 82%+6.1% outcome
Gastraven 20mg546 details
34 reps·Coverage 79%+11.8% outcome
Cardiaxol 40mg498 details
36 reps·Coverage 74%+4.2% outcome
Pulmavent DPI312 details
26 reps·Coverage 61%-4.6% outcome
Neurospen 500268 details
22 reps·Coverage 58%-8.4% outcome
Metaform 850214 details
18 reps·Coverage 54%-2.1% outcome
Missed High-Value Customers
Priority accounts without recent visits
Calls vs Sales Impact
Efficient reps sit above the line · over/under-servicing on the extremes
Orbit Recommendations
Where to direct field effort next
Increase coverage
3 priority pharmacies · Gauteng North
Not visited within 28 days. Combined value R4.0m.
Action: Reprioritise L. Naidoo's week plan.
Reduce low-value visits
Corner Pharm A · Free State
9 visits this month for R0.4m; over-servicing detected.
Action: Cap to 3 visits; redirect capacity.
Product opportunity
Cardiaxol · Western Cape
Detailing coverage 88% but WC penetration only 62%.
Action: Add to Q3 focus list for H. Jacobs' team.
Customer opportunity
Life Hospital Umhlanga
Demand +16% MoM, visit frequency below territory average.
Action: Schedule 2 visits within 7 days.
Risks & opportunities
Prioritised for this period
Risks
Priority customers not visited (28d+)8 accts
Declining coverage — Gauteng North-4 pp
Calls without commercial impact3 reps
Product detailing gap — Neurospen58%
Opportunities
High-growth hospitals needing more visits+R2.1m
Under-serviced Life Hospital Umhlanga+R0.6m
New customer expansion — Cape Winelands+R0.4m
Reallocate over-service capacity180 calls
Call activity detail
By representative and customer · click a row to open the customer
| Rep | Customer | Type | Territory | Last Visit | Month | Planned | Completed | Detailed | Sales | Priority | Coverage | Action |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| T. Adams | Netcare Pinelands | Hospital | Cape Metro | 2 days | 6 | 6 | 6 | Respireze, Cardiaxol | R0.42m | High | Covered | Sustain |
| T. Adams | Key Account Y | Chain Pharmacy | Cape Metro | 42 days | 1 | 4 | 1 | Neurospen | R0.09m | High | Missed | Escalate visit |
| L. Naidoo | MediRite Sandton | Retail Pharmacy | Sandton North | 4 days | 4 | 4 | 4 | Cardiaxol, Gastraven | R0.38m | High | Covered | Deepen detailing |
| L. Naidoo | Pharmacy Group Q | Independent | Sandton North | 36 days | 0 | 3 | 0 | — | R0.03m | High | Missed | Reprioritise |
| R. van Wyk | Dis-Chem Menlyn | Chain Pharmacy | Pretoria East | 6 days | 3 | 3 | 3 | Cardiaxol | R0.31m | High | Covered | Add Gastraven |
| S. Pillay Jr. | Life Hospital Umhlanga | Hospital | Durban North | 34 days | 1 | 4 | 1 | Gastraven | R0.28m | High | Missed | Escalate visit |
| S. Pillay Jr. | Clicks Umhlanga | Chain Pharmacy | Durban North | 3 days | 5 | 5 | 5 | Respireze | R0.22m | Medium | Covered | Sustain |
| N. Dlamini | Regional Hospital Z | Hospital | PE Metro | 51 days | 0 | 3 | 0 | — | R0.14m | High | Missed | Escalate visit |
| P. Coetzee | Corner Pharm A | Independent | Bloemfontein | 1 day | 9 | 3 | 9 | Respireze | R0.02m | Low | Over-serviced | Reduce cadence |
| M. Kruger | Clicks Rondebosch | Chain Pharmacy | Cape Winelands | 5 days | 4 | 4 | 4 | Gastraven, Cardiaxol | R0.24m | Medium | Covered | Sustain |
| J. Zulu | Metro Clinic Group | Clinic | Durban South | 28 days | 1 | 3 | 1 | Metaform | R0.05m | Medium | Under | Increase visits |
| F. Sithole | Independent Chain N | Independent | Limpopo | 30 days | 1 | 4 | 1 | Respireze | R0.04m | Medium | Missed | Add to plan |