Call story: Difference between Calls & Details logged in Veeva CRM by pharma reps

Call story: Difference between Calls & Details logged in Veeva CRM by pharma reps

I started my career in pharma consulting in 2015 and often came across the term “Rep calls.” At first, I didn’t fully understand it, but I used it frequently, much like when I would tell my manager whenever any issue happened, “I will set up a cadence for this so it is not repeated,” without really knowing what it meant! 😊

Since 2021, I’ve been deeply involved in complete commercialization projects, gaining comprehensive experience in call activity tracking and various KPIs (key performance indicators) related to calls. Based on this experience, here are some simplified definitions of call plans:

> Calls: This refers to an actual visit by a pharma representative to an HCP (healthcare provider) location, such as a solo practice, physician group, or hospital. Typically, a pharma rep aims for 2 to 8 calls per day, depending on whether the product is specialty or generic.

> Details: A detail involves discussing and promoting the product with HCPs. This can occur through any channel, whether face-to-face or virtual.

>> Details differ from calls in scenarios where a rep promotes two products. In such cases, there would be one call to the HCP and two details for the two products. 

>> Alternatively, if a pharma rep visits a hospital and meets four HCPs together to promote the product, it counts as one call to the hospital and four details.

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