Field Execution
Field Execution/Sales Force
Sales Force Overview
Sales force effectiveness across territories, representatives and commercial outcomes.
1 – 30 Jun 2026·All Divisions·All Regions·All Categories·Activity + Sales
Scope
Manager
Rep
Activity
Period
Orbit Sales Briefing
Updated 14 min ago
National field execution remains healthy, with overall call completion at 93%. However, three territories continue to underperform despite above-average activity. Gauteng North shows high detailing volume but below-target secondary sales — a coaching opportunity. Western Cape continues to outperform with fewer but higher-quality customer engagements.
Active Representatives
148
+3 vs prev period
Territory Attainment
91%
Below-2 pp vs plan
Planned Calls Completed
93%
+1 pp vs prev
Detailing Completion
96%
Strong+2 pp vs prev
High-Risk Territories
4
Watch+1 vs prev period
Coaching Opportunities
12 reps
Prioritised list
Territory Performance Map
South Africa · coloured by target attainment
Gauteng North
Gauteng · P. Molefe
R24.6m1420 calls88% cov
Gauteng South
Gauteng · P. Molefe
R22.1m1310 calls92% cov
Cape Metro
Western Cape · H. Jacobs
R26.4m1180 calls95% cov
Cape Winelands
Western Cape · H. Jacobs
R12.8m820 calls93% cov
Durban North
KwaZulu-Natal · S. Pillay
R18.4m1090 calls91% cov
Durban South
KwaZulu-Natal · S. Pillay
R14.9m980 calls87% cov
PE Metro
Eastern Cape · N. Dlamini
R11.2m860 calls84% cov
Bloemfontein
Free State · P. Coetzee
R8.9m720 calls90% cov
Mpumalanga
Mpumalanga · K. Ndlovu
R7.4m680 calls82% cov
Limpopo
Limpopo · K. Ndlovu
R4.6m540 calls76% cov
Northern Cape
Northern Cape · P. Coetzee
R3.8m410 calls81% cov
Territory Leaderboard
Ranked by target attainment
1Cape Metro95%110%
2Cape Winelands93%105%
3Bloemfontein90%98%
4Durban North91%97%
5Durban South87%92%
6Gauteng South92%91%
7Northern Cape81%90%
8Mpumalanga82%89%
9PE Metro84%87%
10Gauteng North88%79%
11Limpopo76%79%
Activity vs Commercial Outcome
Calls completed × target attainment · size = R sales
High activity · High outcomeHigh activity · Low outcomeLow activity · High outcomeLow activity · Low outcome
Manager Performance
Regional Sales Managers
P. Molefe
Gauteng · 23 reps
R46.7m85%
Coverage 90%·4 coaching cases
H. Jacobs
Western Cape · 17 reps
R39.2m108%
Coverage 94%·1 coaching case
S. Pillay
KwaZulu-Natal · 17 reps
R33.3m95%
Coverage 89%·2 coaching cases
N. Dlamini
Eastern Cape · 7 reps
R11.2m87%
Coverage 84%·2 coaching cases
P. Coetzee
Free / N. Cape · 10 reps
R12.7m94%
Coverage 86%·1 coaching case
K. Ndlovu
Mpu / Limpopo · 11 reps
R12.0m84%
Coverage 79%·2 coaching cases
Territory Health
Composite view · calls, coverage, sales, risks
Gauteng North
StockCustomer
Calls
88%
Coverage
84%
Sales vs T
79%
Cape Metro
StockCustomer
Calls
96%
Coverage
95%
Sales vs T
110%
Durban North
StockCustomer
Calls
92%
Coverage
91%
Sales vs T
97%
PE Metro
StockCustomer
Calls
89%
Coverage
82%
Sales vs T
87%
Limpopo
StockCustomer
Calls
76%
Coverage
76%
Sales vs T
64%
Cape Winelands
StockCustomer
Calls
97%
Coverage
93%
Sales vs T
105%
Coaching Panel
Intelligence-led recommendations
Territory
Gauteng North
Call volume +8% vs peer average but secondary sales -16pp below target.
Orbit recommends: Review call quality, refresh customer targeting, prioritise Cardiaxol detailing.
Rep
L. Naidoo
98% call completion, only 77% attainment. Detailing depth trending down 12%.
Orbit recommends: Field ride-along; refresh Respireze + Cardiaxol detailing.
Rep
T. Adams
Excellent customer coverage at 96%. Product detailing completion 80%.
Orbit recommends: Enrol on Q3 detailing refresh; assign 4 mentee reps.
Territory
Limpopo
Independent pharmacy coverage 62%; missed high-value hospitals 3.
Orbit recommends: Increase independent visits; realign call plan; add relief rep.
Rep
N. Dlamini
11% of priority accounts uncovered in last 28 days.
Orbit recommends: Restructure week to lead with priority accounts.
Risks & opportunities
Prioritised for this period
Risks
High activity, weak sales — Gauteng North-16 pp
Low customer coverage — Limpopo76%
Declining detailing completion — 3 reps-9 pp
Territories below plan4 of 11
Opportunities
T. Adams mentoring 4 peer reps+R0.6m
Cape Metro conversion strategy+R1.1m
High-value accounts needing more visits8 accts
Expand Cape Winelands play to KZN+R0.9m
Representative detail
Click a row to open the representative
| Manager | Representative | Territory | Planned | Completed | Call % | Customers | Details | Sales | Target | Achievement | Orbit | Coaching |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| H. Jacobs | T. Adams | Cape Metro | 148 | 142 | 96% | 403 | 118 | R3.6m | R3.2m | 113% | 94 | Mentor |
| P. Molefe | L. Naidoo | Sandton North | 152 | 149 | 98% | 386 | 96 | R2.4m | R3.1m | 77% | 61 | Coach |
| P. Molefe | R. van Wyk | Pretoria East | 144 | 138 | 96% | 374 | 104 | R2.8m | R2.9m | 97% | 82 | On track |
| S. Pillay | S. Pillay Jr. | Durban North | 140 | 132 | 94% | 382 | 112 | R2.9m | R2.7m | 107% | 89 | On track |
| N. Dlamini | N. Dlamini | PE Metro | 136 | 121 | 89% | 344 | 84 | R1.7m | R2.1m | 81% | 66 | Coach |
| P. Coetzee | P. Coetzee | Bloemfontein | 128 | 124 | 97% | 378 | 102 | R1.6m | R1.6m | 100% | 84 | On track |
| H. Jacobs | M. Kruger | Cape Winelands | 132 | 128 | 97% | 395 | 108 | R2.1m | R2.0m | 105% | 88 | Mentor |
| S. Pillay | J. Zulu | Durban South | 138 | 128 | 93% | 365 | 92 | R1.9m | R2.2m | 86% | 71 | Coach |
| K. Ndlovu | F. Sithole | Limpopo | 122 | 108 | 89% | 319 | 62 | R0.9m | R1.4m | 64% | 52 | Coach |
| P. Coetzee | A. Booysen | Northern Cape | 108 | 98 | 91% | 340 | 74 | R0.9m | R1.0m | 90% | 76 | On track |