You can track a combination of activity metrics and performance metrics to gauge their effectiveness. Activity Metrics: Number of calls made: Measures the rep's effort in reaching out to potential customers. Number of meetings held: Indicates the success in scheduling and attending meetings with decision-makers. Number of proposals submitted: Tracks the ability to convert interest into concrete proposals. Time spent on different activities: Helps understand how the rep allocates time between selling, administrative tasks, and training. Performance Metrics: Quota attainment: The percentage of assigned sales targets achieved. Average deal size: Measures the revenue generated per successful sale. Win rate: The percentage of proposals that convert into closed deals. Customer acquisition cost (CAC): Tracks the cost associated with acquiring a new customer. Sales cycle length: Measures the average time taken to close a deal. Customer retention rate: Tracks the ability to maintain existing customer relationships. Additional Considerations: Industry-specific metrics: Depending on the specific healthcare product or service, tracking additional metrics like product adoption rate or patient satisfaction might be relevant. Customer satisfaction metrics: Metrics like Net Promoter Score (NPS) can assess customer experience and loyalty. Market share: Tracks the percentage of the total market captured by the company's products or services. By tracking these metrics, healthcare sales representatives can gain valuable insights into their strengths and weaknesses, identify areas for improvement, and ultimately improve their overall effectiveness in achieving sales goals. Additionally, it helps sales managers coach and support their teams more effectively.