Study of the effectiveness of the criteria used to evaluate the work of specialists of a pharmaceutical company in an unfavorable epidemiological situation (using the example of the sales department)

Introduction. During the coronavirus pandemic, due to the current situation in the pharmaceutical sector of the economy, specialists from a number of departments of pharmaceutical companies were forced to switch completely or partially to remote work. This transformation has necessitated the need to adapt the employee performance assessment systems that have developed in organizations, including revising the list of indicators and criteria. However, to date there are no unified scientifically based methods for assessing the labor efficiency of specialists, based on the selection and measurement of criteria that take into account the characteristics of both the external and internal environment of the organizational structures of pharmaceutical organizations, including those forced to work in unfavorable epidemiological conditions. The proposed methodological approach based on the use of Key Performance Indicators (KPI) will allow the management of a pharmaceutical company to create a more balanced and flexible assessment system that stimulates both individual achievements and teamwork, as well as to form an intelligent analytical basis for making management decisions that bring the company closer to its organizational goals.

The purpose of the study is to analyze the effectiveness of the employee performance assessment system that has developed in a pharmaceutical company and to justify the effectiveness of using KPIs in an unfavorable epidemiological situation (using the example of the sales department).

Material and methods. The evaluation study is based on primary data from reports of pharmaceutical companies and data from a survey of 20 sales employees in pharmaceutical companies using a developed questionnaire.

Results. A system for evaluating the work of employees in the sales department of a pharmaceutical company based on KPIs is proposed using three table layouts that allow ratings to be translated into a 10-point scale out of 100 possible. The assessment is carried out according to two main criteria: 1) achievement of sales volume and 2) implementation of the plan for the target product, taking into account the quality of the employee’s work, confirmed by his immediate supervisor. This approach will create a more balanced and flexible assessment system in the organization, stimulating both individual achievements and teamwork.

Conclusion. As part of the study, proposals were developed for the development of KPIs for the criteria for assessing the work of specialists of a pharmaceutical company in an unfavorable epidemiological situation.