Call Plan Adherence
How closely a rep's actual call activity matches the territory call plan they were assigned.
Call Plan Adherence measures how closely a rep's actual call activity matches the territory call plan they were assigned at the start of a cycle: which HCPs, at what frequency, and in what priority order. It's one of the core metrics inside Field Force Effectiveness, because a call plan is only useful if it's actually followed.
Low adherence doesn't always mean a rep is underperforming. Sometimes the plan itself was built on stale targeting data, or a territory realignment left a rep covering accounts that don't match the original plan's assumptions. That's why sales operations teams usually read adherence alongside territory data rather than as a standalone score. A rep who deviates from the plan to chase a strong Next Best Action signal may be doing exactly the right thing.