Download as DOCX, PPTX
2011 PMS page 1-5(1)
- 1. Performance Management SystemForm (Medical Representative) 2011 Page 1 of 6 SECTION 1. PERFORMANCE REVIEW Name: DAISY SANGALANG Reporting to: Restie Santos Position: Medical Representative Performance Period:2011 Division/Department:Sales Date for Review/Evaluation: SECTIONA. AGREEMENTS/SIGNATURES This assessment has been discussed and agreed upon by DISCUSSION PERIOD IMMEDIATE MANAGER DATE DIRECT REPORT DATE NEXT LEVEL MANAGER DATE 1. Objective Setting Federico T. Mappatao DAISY SANGALANG Joey Javier 2. Mid- Year Review Federico T. Mappatao DAISY SANGALANG Joey Javier 3. Year- End Review Restie Santos DAISY SANGALANG Joey Javier SECTIONB. KEY RESULT AREAS 1. SALES AND MARKET SHARE (60%) WEIGHT RATING a. Sales vs. Target 55% 5 Rating Sales Performance Achieved CRITICAL ACTIONS TO REACH OBJECTIVES 5 > 105.00% 113.8% QUALITY OF WORK 1. Ensure to deliver the right product messages to the right customers thru ESS detailing and weekly detailing practice 2. Ensure exposing all products in all of the visits to MDs, eg. Crestor and Onglyza 3. To develop 5 KOLs in the territory. 4. Ensure all brands are in the formulary of all key hospitals 5. Ensure implementation of the different marketing and sales initiated activities like the Crestor GEM, Planet Detailing,Onglyza ONKOL,ONZITE ,ONTOP. 6. Ensure weekly coordination with PD1 to ensure availability of stocks in the trade especially Crestor.and Onglyza 7. Drive and monitor utilizations of Crestor PSP and do regular online tagging of cards 8. To overachieve 2011 target TIMELINESS 2011 RESOURCES Kaizen Data, DDD 4 100.01% - 104.99% 3 100% 2 90.00% - 99.99% 1 < 90.00%
- 2. Performance Management SystemForm (Medical Representative) 2011 Page 2 of 6 MANAGER’S COMMENTS WEIGHT RATING b. Market Share 5% 5 Rating Market Share Achieved CRITICAL ACTIONS TO REACH OBJECTIVES 5 + 25% above 0.0000 QUALITY OF WORK 1. To utilize effectively the DDD information and understand the market in reference to competition. 2. To ensure a positive growth of Crestor, Onglyza in my territory and above 100% EI. 3. To present the environment scan of my territory in every TAP presentation or BR. TIMELINESS 2011 RESOURCES DDD 4 - 25% above 0.0000 3 0% 2 + 25% below 0.0000 1 - 25% below 0.0000 MANAGER’S COMMENTS 2. ORGANIZATIONAL EFFECTIVENESS (20%) WEIGHT RATING a. Effective Selling Skills – refers to the final rating of the MR in his coaching form on Effective Selling Skills 10% 3 Rating Achieved CRITICAL ACTIONS TO REACH OBJECTIVES 5 D=Expert QUALITY OF WORK 1. To level up ESS competencies from B to C 2. To ensure regular practice detailing of the different core messages of P1, P2, P3 P4. 3. To focus on the developmental areas identified in the coaching forms with DBMs 4. To regularly make pre-call plans to have more effective calls and document all feedbacks in the post-call analysis TIMELINESS 2011 RESOURCES DBM Coaching Forms 4 C=Advance 3 B=Effective 2 A=Learner 1 Not demonstrated MANAGER’S COMMENTS b. Total Call Frequency Achieved (TCFA) 10% 4 Rating Achieved CRITICAL ACTIONS TO REACH OBJECTIVES 5 96.00% - 100.00% 90.1%
- 3. Performance Management SystemForm (Medical Representative) 2011 Page 3 of 6 4 90.01% - 95.99% QUALITY OF WORK 1. To maximize Quattro lite to improve territory action planning 2. To daily upload the calls made for the day 3. To coordinate with DBM of the real time report of the Quattro lite as to TCFA and reach. 4. To make call planning every 1st week of the month in Quattro lite. 5. To have manual monitoring of calls and submit to DBM every Friday afternoon. TIMELINESS 2011 RESOURCES Quattro Call Reports, manual monitoring template 3 90% 2 80.01% - 89.99% 1 < 80.00% MANAGER’S COMMENTS 3. BUSINESS MANAGEMENT (15%) WEIGHT RATING a. Product Presentation – Conduct one-on-one product presentation to target number of MDs in a year 5% 5 Rating Achieved CRITICAL ACTIONS TO REACH OBJECTIVES 5 100% 100% QUALITY OF WORK 1. Ensure implementation of all Crestor (10 PP/mon), Onglyza Product Presentations. 2. Ensure to identify the right MD for Onglyza, Crestor. 3. To execute a quality product presentation either in-clinic, out-of-clinic or group PP. 4. To submit post-activity report every after presentations. 5. Document all feedbacks from the presentations TIMELINESS 2011 RESOURCES PACE Report, Post-activity report Form 4 95.00% - 99.99% 3 90.00% - 94.99% 2 85.00% - 89.99% 1 < 85% MANAGER’S COMMENTS b. Round Table Discussion – Maximize attendance of target MDs to Round Table Discussions (RTD) 5% 2 Rating Achieved CRITICAL ACTIONS TO REACH OBJECTIVES 5 100% 88%
- 4. Performance Management SystemForm (Medical Representative) 2011 Page 4 of 6 4 95.00% - 99.99% QUALITY OF WORK 1. Ensure implementation of all Onglyza and Crestor MIAs 2. Ensure to identify the right MD for RTD 3. To execute a quality preparation for the RTD 4. To submit post-activity report after the RTD 5. Document all feedbacks from the RTD TIMELINESS 2011 RESOURCES PACE Report, Post-activity report Form 3 90.00% - 94.99% 2 85.00% - 89.99% 1 < 85% MANAGER’S COMMENTS c. Patient Support Program – Card Utilization in the Patient Support Program (PSP) should not be lower than 30% for all products carried 5% Rating Achieved CRITICAL ACTIONS TO REACH OBJECTIVES 5 < 35% QUALITY OF WORK 1. To maximize the program to differentiate Onglyza and Crestor from competition. 2. To regularly tag all received PSP kits in Sandman website. 3. To achieve 40% utilization of the PSP allocation TIMELINESS Monthly 2011 RESOURCES Sandman Report 4 31% - 35% 3 30% 2 20% - 29% 1 < 20% MANAGER’S COMMENTS 4. Compliance (5%) WEIGHT RATING Compliance – refers to compliance to both CoC and Driver Safety where accidents are not caused by employee due to his fault or negligence. 5% 5 Rating Achieved CRITICAL ACTIONS TO REACH OBJECTIVES 5 No Violation and No Accident QUALITY OF WORK
- 5. Performance Management SystemForm (Medical Representative) 2011 Page 5 of 6 4 Violation warrants verbal warning or with an accident or where damage amounts to Php50,000 1. Ensure compliance to the CoC, Sales and Marketing guidelines. 2. To implement all marketing and sales initiated activities is compliance with the guidelines. 3. To share best practices of the CoC to team members during meetings. TIMELINESS Monthly 2011 RESOURCES CoC Reports 3 Violation warrants written warning or incurred 2 accidents or damage to Php100,000 2 Violation warrants 2 to 5 days suspension or incurred 3 accidents or damaged amounts up to Php150,000 or has caused injury to persons 1 Violation warrants >5 days suspension to dismissal or incurred 4 or more accidents or damage amounts to more than Php150,000 or has caused loss of life MANAGER’S COMMENTS
- 6. Performance Management SystemForm (Medical Representative) 2011 Page 6 of 6 SECTION2. DEVELOPMENT PLAN Development plan – priority actions to realize potential (focus on the next 2 years, including specifics for the next 12 months.Consider 3 types of development:Upgrade technical/managerial knowledge,Change behaviors,Build professional experience) Development Need Action Plan Period Covered Desired Outcome 1. 2. 3. SECTION3. EMPLOYEE FEEDBACK Manager’s Summary Daisy ended the year 2011 with an excellent sales performance of 113.8%.She’s also the number 1 MR for Onglyza National level..She have a very good franchise among the diabs in Pangasinan. She was able to developed EOLs like Dr. Jovito Rivera –Diab, Lalaine Duque-Diab and Dr. Robert Neil Rangel and convince them to be local Speakes for AZ. She’s very persistent in getting the commitment of her group 1 Mds for Onglyza and Crestor. All MIAs and SIAs were implemented in a timely manner as planned.She have good detailing skills and really involved the Md in the discussion.Daisy is a self motivated person.. This assessment has been discussed and agreed upon by : Employee’s Signature Date: Manager’s Signature Date: