PJP Meaning

PJP stands for Permanent Journey Plan. It is the fixed, repeating schedule defining which retail outlets a sales representative visits on each working day of a cycle, usually a week or a month. It is called permanent because the sequence repeats, so retailers know when their salesperson will arrive.

A beat is a single day of outlet coverage. A PJP is the complete repeating cycle made up of all the beats, together with the frequency rules deciding how often each outlet is visited. The beat is the day; the PJP is the calendar.

Indian general trade typically loads 30-45 sales calls per rep per day in urban markets and 18-25 in rural ones, where travel time rather than outlet count is the binding constraint. Daily-delivery beats such as milk and bread carry far more, because a delivery drop takes a fraction of the time a sales call does.

Above 85% is healthy for an established territory when measured through GPS-stamped check-ins at the outlet. Below 80% means reps are effectively self-routing and the plan no longer describes what happens in the field. Self-reported adherence is unreliable and clusters in the nineties regardless of reality.

No. Adherence only says the plan was followed. A rep can achieve 98% adherence and sell nothing. Read it alongside productive call rate and lines per call: high adherence with a low strike rate means the plan is sending reps to the wrong outlets.