PHARMATRIX BI-ANNUAL PERFORMANCE EVALUATION

Part A: Performance & Development Review

Part B: Performance & Development Planning
Instructions:
MMR/MMS MOM
Preparation
1. Draft the following Performance & Development Review sections of the Part A form: 4. Using the MMR/MMS draft form, check the accuracy of the factual numerical data entered by the
• Performance Objectives: These are already listed except for the level achieved in formulary MMR/MMS in the quantitative performance evaluation.
inclusion where the 3 most important hospital formularies should be listed together with the 5. Complete the section on “MOM’s Comment” in the part A form and the “Areas Where MOM Can
specific product that is intended to be included in the formulary. Help” in the part B form.
• Quantitative Performance Evaluations: Accomplish with factual numerical data. For the level 6. Make a copy for the MMR/MMS for the discussion.
achieved in formulary inclusion, the current status and what has been achieved should be listed. 7. Schedule a one-on-one meeting with the MMR/MMs.
For the marketing/sales activities, proof of the activity may be required as appropriate.
• Qualitative Performance Evaluations: Accomplish this part with the following rating as basis;
Poor – performance below acceptable levels and did not meet by a substantial margin the job
requirements
Fair – performance close to acceptable levels but did not fully meet the job requirements
Good – performance at acceptable levels and occasionally exceeded the job requirements
Very good – performance exceed acceptable levels and often exceeded the job requirements
Excellent – performance is outstanding and far exceeded the job requirements
2. Draft the following Performance & Development Planning sections of the Part B form:
• Quantitative Performance Objectives: These are already listed together with the target and the
period involved except for the following; 1) marketing/sales activities where the required
minimum number of activities as required by the marketing/sales departments should be entered
2) other marketing/sales activities not required but is thought to be important in increasing sales
in the territory and 3) level achieved in formulary inclusion where the 3 most important hospital
formularies should be listed together with the specific product that is intended to be included in
the formulary.
• Qualitative Performance Objectives: List the performance objectives that you wish to improve in
the next semester with the intended time this will be achieved.
3. Give your draft forms to the MOM prior to the meeting.
4.

Discussion
8. The MMR/MMS should discuss with the MOM all items of both Part A and B sections of this form and agree upon both the review and planning sections.
Finalizing the Documents
9. Finalize the draft forms by incorporating the specifics of what has been agreed upon with the MOM. 11. Review the final form, sign it and submit it to the sales manager for approval, signature and
10. Make a new clean copy of the forms, sign it and submit the final form to the MOM together with the comments.
draft forms. 12. Once you receive back the signed forms from the sales manager, give a copy to the
MMR/MMS, retain a copy and send the original copy to the office for filing.

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Part A: PHARMATRIX Performance & Development Review

MMR/MMS: MOM: Review Date:

Quantitative Performance & Development Review

Performance Objectives Performance Evaluations MOM’s Comments

Semestral Total Sales

Semestral Total Sales to Quota (STD)

Semestral Sales Quality

1. Augmex

2. Imerid

3. Homtamin

4. Diazen

5. Larizin

6. Floxacef

MD Call Rate
4X MDs

2X MDs

Prospecting

Total .

Marketing / Sales Activities

1. No. of RTDs conducted

2. No. of Dine Outs conducted

3. No. of Drugstore activities conducted

Level Achieved in Formulary Inclusion (specify Hospital and Product)

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 1.

2.

3.

Qualitative Performance & Development Review

Performance Objectives Performance Evaluations MOM’s Comments

Selling Skills
1. Prospecting  Poor  Fair  Good  Very Good  Excellent

2. Planning a sales call  Poor  Fair  Good  Very Good  Excellent

3. Probing  Poor  Fair  Good  Very Good  Excellent

4. Presentation skills  Poor  Fair  Good  Very Good  Excellent

5. Handling objections  Poor  Fair  Good  Very Good  Excellent

6. Use of sales aids and gimmicks  Poor  Fair  Good  Very Good  Excellent

7. Closing  Poor  Fair  Good  Very Good  Excellent

8. Post-call analysis  Poor  Fair  Good  Very Good  Excellent

Product Knowledge
1. Basic knowledge of the concerned diseases  Poor  Fair  Good  Very Good  Excellent

2. Product features and benefits  Poor  Fair  Good  Very Good  Excellent

3. Competitor’s products  Poor  Fair  Good  Very Good  Excellent

4. Competitive advantages  Poor  Fair  Good  Very Good  Excellent

Organization and Planning

1. Upkeep of MD call cards  Poor  Fair  Good  Very Good  Excellent

2. Time and territory management  Poor  Fair  Good  Very Good  Excellent

3. Planning of the day and week  Poor  Fair  Good  Very Good  Excellent

4. Planning of sales/marketing activities (e.g. RTDs)  Poor  Fair  Good  Very Good  Excellent

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Qualitative Performance & Development Review

Performance Objectives Performance Evaluations MOM’s Comments

5. Condition of samples/literatures/gimmicks  Poor  Fair  Good  Very Good  Excellent

Administrative and Participation

1. Timely weekly and monthly activity reports  Poor  Fair  Good  Very Good  Excellent

2. Timely expense reports  Poor  Fair  Good  Very Good  Excellent

3. Handling of orders  Poor  Fair  Good  Very Good  Excellent

4. Participation in sales meetings  Poor  Fair  Good  Very Good  Excellent

5. Compliance with company policies & procedures  Poor  Fair  Good  Very Good  Excellent

6. Care of company properties  Poor  Fair  Good  Very Good  Excellent

Personal Characteristics
1. Professionalism  Poor  Fair  Good  Very Good  Excellent

2. Assertiveness  Poor  Fair  Good  Very Good  Excellent

3. Willingness to learn  Poor  Fair  Good  Very Good  Excellent

4. Trustworthiness  Poor  Fair  Good  Very Good  Excellent

5. Diligence  Poor  Fair  Good  Very Good  Excellent

6. Flexibility  Poor  Fair  Good  Very Good  Excellent

7. Persistence  Poor  Fair  Good  Very Good  Excellent

8. Judgment  Poor  Fair  Good  Very Good  Excellent

9. Dependability  Poor  Fair  Good  Very Good  Excellent

10. Attitude  Poor  Fair  Good  Very Good  Excellent

11. Aggressiveness  Poor  Fair  Good  Very Good  Excellent

12. Drive  Poor  Fair  Good  Very Good  Excellent

13. Sense of urgency  Poor  Fair  Good  Very Good  Excellent

14. Creativity  Poor  Fair  Good  Very Good  Excellent

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Qualitative Performance & Development Review

Performance Objectives Performance Evaluations MOM’s Comments

15. Initiative  Poor  Fair  Good  Very Good  Excellent

16. Appearance  Poor  Fair  Good  Very Good  Excellent

17. Respectful  Poor  Fair  Good  Very Good  Excellent

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PHARMATRIX Performance & Development Planning

MMR/MMS: MOM: Review Date:

Quantitative Performance & Development Planning

Performance Objectives Target Period Areas Where MOM Can Help

Semestral Total Sales

Semestral Total Sales to Quota (STD) > 100% 2nd sem 2008

Semestral Sales Quality

1. Augmex > 80% 2nd sem 2008

2. Imerid > 80% 2nd sem 2008

3. Larizin > 80% 2nd sem 2008

4. Homtamin > 80% 2nd sem 2008

5. Diazen > 80% 2nd sem 2008

6. Floxacef > 80% 2nd sem 2008

MD Call Rate
4X MDs > 90% 2nd sem 2008

2X MDs > 95% 2nd sem 2008

Total > 100% 2nd sem 2008

Marketing / Sales Activities

2nd sem 2008
1. No. of RTDs conducted

2. No. of Dine Outs conducted 2nd sem 2008

3. No. of Drugstore activities conducted 2nd sem 2008

Level Achieved in Formulary Inclusion (specify Hospital and Product)

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 1.

2.

3.

Qualitative Performance & Development Planning

Performance Objectives Target Period Areas Where MOM Can Help

Selling Skills
1. Improvement

2. Improvement

3. Improvement

4. Improvement

Product Knowledge
1. Improvement

2. Improvement

Organization and Planning

1. Improvement

2. Improvement

3. Improvement

Administrative and Participation

1. Improvement

2. Improvement

3. Improvement

Personal Characteristics
1. Improvement

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Qualitative Performance & Development Planning

Performance Objectives Target Period Areas Where MOM Can Help

2. Improvement

3. Improvement

4. Improvement

5. Improvement

6. Improvement

7. Improvement

8. Improvement

9. Improvement

10. Improvement

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Signatures (1) Obtain signatures. (2) MMR/MMS and MOM to keep a copy of the form. (3) Send original copy to the office for filing.
Signature of MMR/MMS: Date:

Signature of MOM:: Date:

. Miguel H. Podolig Jr.
Signature of Sales Manager:: Date:
Nina Melendres

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