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Fast Track Training and Development Guide

Step by Step guide to filling out the form:

fill in name, start date, mentor rep and save document

Start with tab titled FTASS 1-3. This will be filled out and saved every week until month end. Save the document as FTASS Tra
Ex. FTASStrackerGlynn626171_3 Ex. FTASStrackerGlynn903174_8
every week Insert the end date of the week in the date column on the development guide
Keep a running log of cases for each month to be reviewed by the AD. Keep an ongoing list. This will be referenced to evaluat
If necessary work with your AD to get all pathology (MIS, Lateral, TLIFs, Posterior Cervical, LLIF) case experience.
After 4 weeks the FTASS, Mentor Rep and AD have reviewed the document go to training tracker and mark yes on training tra
Start a new sheet for each month, after month 3 start filling out the tab FTASS 4-8 which has added Objectives. After month 8
Each subcategory states the objectives that are part of your job description (ex. Time and Activity Management, Knowledge, S
a method to work on that week in each subcategory. At week end fill in what action you took to achieve working towards a co
your competency.
Every Friday send your actions from the current week, with your self evaluation, and the next week methods to work on to yo
Your mentor rep either by phone or in person will then evaluate what level of competency and help guide your methods to wo
After your weekly phone conference or meeting with your mentor rep go to the training tracker tab and document your meeti
After all items have been completed weekly with mentor rep and meetings have been tracked send a final saved copy to AD
After 4 weeks the FTASS, mentor rep, and AD will have a phone conference or meeting to review the 4 weeks of development

Training Tracker

From on-boarding emails, input dates for training for 101/201/301/401.

AD will input score, rank and areas for focused improvement.
Weekly review with Mentor rep: discuss progression and any questions - input date completed.
Monthly review with AD/Mentor reo: discuss progression and any questions - input date completed.
COT tracker - input content covered and detailed notes on learned material.

Training Modules

Input modules covered for the week.

Input any questions or clarifications you want to cover with mentor rep / AD.
Input grade for the week.
 Marc Burns

Hire Date 7/15/2021

Current Area Lone Star

Current STM EJ Sharp

Target Promotion 1/1/2022

College Auburn University
Geographical Preference 1.
2. Previous Employment Depuy Synthes-Joint Division
3.
Activities/ Sports Olympic Track Sprinter

Training Summary Score

101 Email mburns@globusmedical.com
201
301 Cell (404) 641-3792
401

Professionalism/Personality

Proficiencies
Technical Skills:

Clinical Skills:

Sales Skills:
   Customer Education & Relationships:

Inventory Management:

Case Coverage
# of Cases
Month Type of Cases Covered observed # of cases Proctored Solo Case coverage
1 1 1
2

Areas for Improvement

Recommend for own territory

Senior VP Comments
Fast Track Associate Training Tracker

Fast Track Rep: Marc Burns

Start Date: 07/15/21

Globus Training to attend Dates To Attend Score Class Rank Areas for focused improvement

101
201
301
401

Weekly review with Mentor Rep Completed Monthly COT Meeting Content Covered Notes
Week 1 Month 1
week 2 Month 2
week 3 Month 3
week 4 Month 4
Month 5
Monthly review with Mentor Rep & AD Completed Month 6
Month 1 Month 7
Month 2 Month 8
Month 3 Month 9
Month 4 Month 10
Month 5 Month 11
Month 6 Month 12
Month 7 Month 13
Month 8 Month 14
Month 9 Month 15
Month 10 Month 16
Month 11 Month 17
Month 12 Month 18
Month 13 Month 19
Month 14 Month 20
Month 15 Month 21
Month 16 Month 22
Month 17 Month 23
Month 18 Month 24
Month 19
Month 20
Month 21
Month 22
Month 23
Month 24
 Globus Medical Spine Training

Fast Track Rep: Marc Burns

101 Pre-Work - Anatomy (Attend on scheduled date for 1 week out of territory)
4 weeks, spend 8-10 hours per week studying and completing module content Questions/ Clarifications to be reviewed with Mentor Rep at weekly review Current grade
week 1
week 2
week 3
week 4

Module 1: Introduction and Terminology

Module 2: Basic Anatomy
Module 3: Ligaments, Spinal Cord, Blood Vessels
Module 4: Imaging
Module 5: Surgical Techniques
Module 6: Persuasive Excellence

201 Pre-Work - Product Training (Attend on Scheduled date for 2 weeks out of territory)
5 weeks, spend 8-10 hours per week studying and completing module content Questions/ Clarifications to be reviewed with Mentor Rep at weekly review Current grade
week 1
week 2
week 3
week 4
week 5

Module 1: Selling
Module 2: Cervical/ALIF/Biologics
Module 4: Discussion
Module 4: TLIF
Module 5: Discussion
Additional content: Revere, SP-Fix, Transition, Signature and Coalition surgical procedure video

301 Pre-Work - MIS TLIF and Advanced Lateral (Attend on scheduled date for 1 week out of territory)
4 weeks, spend 8-10 hours per week studying and completing module content Questions/ Clarifications to be reviewed with Mentor Rep at weekly review Current grade
week 1
week 2
week 3
week 4

Module 1: MIS TLIF

Module 2: Advanced Lateral

401 Pre-Work - Deformity (Attend on scheduled date for 1 week out of territory)
4 weeks, spend 8-10 hours per week studying and completing module content Questions/ Clarifications to be reviewed with Mentor Rep at weekly review Current grade
week 1
week 2
week 3
week 4

Module 1: TBD
Module 2: TBD
Months 1-3
Weekly FTASS Report
Name: Marc Burns
Date:
Reporting MeEJ Sharp
Evaluate during the last week of each month with STM and turn in before month end
Start Date:

Learning Applying Achieved Competency

Demonstrates understanding of core knowledge
& skills required during training and in
simulation. Depends on others for direction,
training, and/or feedback during transfer of the
core knowledge and skills to the real world
Masters core Knowledge & Skills on the job. Requires
occasional training, reinforcement, coaching and/or feedback
when applying core knowledge and skills to non-routine
situations
Independently expands knowledge and
advances skills on the job specifically to resolve
non-routine situations. Requires little to no
direction or coaching and less supervision;
works independently. Activities produce
significant results

TIME & ACTIVITY MANAGEMENT Manage STM responsibilities to develop proficiency's needed in order to run a sales territory

Level of Competency Level of Competency STM

week Methods Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation

• Allocate time each day for blackboard training and surgical technique reading 4-8 hours per week.

• Visit all Hospitals in STM and city territory and understand credentialing needs for all hospitals, where to sign in,
and scrub policy
• Work with STM to understand weekly sales and case coverage needs.
• Make sure all credentials are up to date
• Understand Globus APP and how to use for case planning, surgical case DO's, and Consignment request
• Understand loaner and consignment request process
• Set clean up and Hospital set transferring

KNOWLEDGE Continually expand capability required to effectively represent current and future products and services to clinical and non-clinical customers.
Level of Competency Level of Competency STM
week Methods Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation
* Actively engage in developing knowledge of: clinical and non-clinical customers, market, product/procedure and
“The Ten Techniques” selling skills.
* Visit clinical and non-clinical customers in the territory to investigate their situations, issues and implications that
may lead to the needs or our product and services.

* Actively investigate market conditions, competitive activity, and competitive product acceptance/rejection that
may enhance business strategies.
* Routinely exchange market, customer, and industry intelligence with management and other sales associates.

SURGICAL CASE COVERAGE Attend surgical procedures to ensure satisfactory use of our products and to recognize potential opportunities to satisfy additional needs of existing and potential customers.
Level of Competency Level of Competency STM
week Methods Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation
* Learn common Ortho and spine instruments and what they are used for during a spine procedure
* Learn the 3 phases of surgery (exposure, decompression, fusion)
* Understand Each individual surgeon goals during each phase of surgery
* Recognize the value of the opportunity of being an invited guest in surgery.

SELLING SKILLS "EMPLOYING THE TEN TECHNIQUES" Plan to align selling cycles with customer buying cycles in order to accelerate achievement of the forecast.
Level of Competency Level of Competency STM
week * Exude enthusiasm with a smile and pleasantries duringMethods
all customer visits in order to gain each customer’s Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation
attention.
* Prepare to provide a brief and concise purpose of each visit or conversation and a benefit for the customer to
engage in discussion.
* Anticipate customer objections and plan to listen, clarify and empathize in order to provide realistic resolutions.
* Measure progress against the call plan for each visit and make adjustments for the next call.

TERRITORY ADMINISTRATION Employ administrative efficiencies that facilitate the management of territory and assigned territories business.
Level of Competency Level of Competency STM
week Methods Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation
** Reduce administrative
Record current accountwork to minimize
information amount clinical
by hospital, of timeand
spent in the office
non-clinical performing
buyers theserecall
to facilitate tasks.of information
and planning.
* Learn How to complete DO on IPad, and paper DO's
* Learn how to place item consignment, set consignment, and loaner request on Globus IPad App
* Allocate time at the beginning of the day or end of the day for territory administration, the day is for selling
* Learn how to collect PO's from each individual facility and Globus PO submission process

* Understand inventory management timelines (when to order loaners, when they are due back, how to extend sets
* Understand all shipping account numbers and ways to send sets Ex. (FedEx, Courier, Flying sets)
Months 4-8
Weekly FTASS Report
Name: Marc Burns
Date:
Reporting MEJ Sharp
Evaluate during the last week of each month with STM and turn in before month end
Start Date:

Learning Applying Achieved Competency

Demonstrates understanding of core knowledge
& skills required during training and in
simulation. Depends on others for direction,
training, and/or feedback during transfer of the
core knowledge and skills to the real world
Masters core Knowledge & Skills on the job. Requires
occasional training, reinforcement, coaching and/or feedback
when applying core knowledge and skills to non-routine
situations
Independently expands knowledge and
advances skills on the job specifically to resolve
non-routine situations. Requires little to no
direction or coaching and less supervision;
works independently. Activities produce
significant results

TIME & ACTIVITY MANAGEMENT Manage STM responsibilities to develop proficiency's needed in order to run a sales territory
Level of Competency Level of Competency STM
Week Methods Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation

KNOWLEDGE Continually expand capability required to effectively represent current and future products and services to clinical and non-clinical customers.
Level of Competency Level of Competency STM
Week Methods Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation

SURGICAL CASE COVERAGE Attend surgical procedures to ensure satisfactory use of our products and to recognize potential opportunities to satisfy additional needs of existing and potential customers.
Level of Competency Level of Competency STM
Week Methods Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation
SELLING SKILLS "EMPLOYING THE TEN TECHNIQUES" Plan to align selling cycles with customer buying cycles in order to accelerate achievement of the forecast.
Level of Competency Level of Competency STM
Week Methods Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation

TERRITORY ADMINISTRATION Employ administrative efficiencies that facilitate the management of territory and assigned territories business.
Level of Competency Level of Competency STM
Week Methods Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation

CUSTOMER EDUCATION & RELATIONSHIPS Increase the number of trusting partnerships with customers in territory.
Level of Competency Level of Competency STM
Week Methods Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation
Weekly FTASS Report
Name: Marc Burns
Date:
Reportin EJ Sharp
Evaluate during the last week of each month with STM and turn in before month end
Start Date:

Learning Applying Achieved Competency

Demonstrates understanding of core knowledge
& skills required during training and in
simulation. Depends on others for direction,
training, and/or feedback during transfer of the
core knowledge and skills to the real world
Masters core Knowledge & Skills on the job. Requires
occasional training, reinforcement, coaching and/or feedback
when applying core knowledge and skills to non-routine
situations
Independently expands knowledge and
advances skills on the job specifically to resolve
non-routine situations. Requires little to no
direction or coaching and less supervision;
works independently. Activities produce
significant results

TIME & ACTIVITY MANAGEMENT Manage STM responsibilities to develop proficiency's needed in order to run a sales territory
Level of Competency Level of Competency STM
week Methods Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation

KNOWLEDGE Continually expand capability required to effectively represent current and future products and services to clinical and non-clinical customers.
Level of Competency Level of Competency STM
week Methods Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation

SURGICAL CASE COVERAGE Attend surgical procedures to ensure satisfactory use of our products and to recognize potential opportunities to satisfy additional needs of existing and potential customers.
Level of Competency Level of Competency STM
week Methods Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation
SELLING SKILLS "EMPLOYING THE TEN TECHNIQUES" Plan to align selling cycles with customer buying cycles in order to accelerate achievement of the forecast.
Level of Competency Level of Competency STM
Week Methods Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation

TERRITORY ADMINISTRATION Employ administrative efficiencies that facilitate the management of territory and assigned territories business.
Level of Competency Level of Competency STM
week Methods Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation

CUSTOMER EDUCATION & RELATIONSHIPS Increase the number of trusting partnerships with customers in territory.
Level of Competency Level of Competency STM
week Methods Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation

TERRITORY BUSINESS PLANNING Prospect, qualify and analyze territory sales opportunity to set realistic target customer goals in order to consistently meet the forecast. Create realistic and achievable quarterly sales forecasts in coordination with the Spine Territory Manager
Level of Competency Level of Competency STM
week Methods Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation
PERSONAL DEVELOPMENT PLANNING Expectation To improve productivity by implementing personal development plans for continuous improvement.
Level of Competency Level of Competency STM
week Methods Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation
Weekly FTASS Report
Name: Marc Burns
Date:
Reportin EJ Sharp
Evaluate during the last week of each month with STM and turn in before month end
Start Date:

Learning
Demonstrates understanding of core knowledge
& skills required during training and in
simulation. Depends on others for direction,
training, and/or feedback during transfer of the
core knowledge and skills to the real world

TIME & ACTIVITY MANAGEMENT Manage STM responsibilities to develop proficiency's needed

week Methods

KNOWLEDGE Continually expand capability required to effectively represent current and future prod

week Methods
 SURGICAL CASE COVERAGE Attend surgical procedures to ensure satisfactory use

week Methods

SELLING SKILLS "EMPLOYING THE TEN TECHNIQUES" Plan to align selling cycles with custo

Week Methods

TERRITORY ADMINISTRATION Employ administrative efficiencies that facilitate the manageme

 week Methods

CUSTOMER EDUCATION & RELATIONSHIPS Increase the number of trusting partnerships wi

week Methods

TERRITORY BUSINESS PLANNING Prospect, qualify and analyze territory sales opportunity to se

week Methods
PERSONAL DEVELOPMENT PLANNING Expectation To improve productivity by implementing

week Methods
th STM and turn in before month end

Applying
Masters core Knowledge & Skills on the job. Requires
occasional training, reinforcement, coaching and/or feedback
when applying core knowledge and skills to non-routine
situations

age STM responsibilities to develop proficiency's needed in order to run a sales territory

Methods

equired to effectively represent current and future products and services to clinical and non-clinical customers.

Methods
E Attend surgical procedures to ensure satisfactory use of our products and to recognize potential opportunities to satisfy additional need

Methods

TECHNIQUES" Plan to align selling cycles with customer buying cycles in order to accelerate achievement of the forecast.

Methods

administrative efficiencies that facilitate the management of territory and assigned territories business.
 Methods

SHIPS Increase the number of trusting partnerships with customers in territory.

Methods

pect, qualify and analyze territory sales opportunity to set realistic target customer goals in order to consistently meet the forecast. Create

Methods
G Expectation To improve productivity by implementing personal development plans for continuous improvement.

Methods
 Achieved Competency

Independently expands knowledge and

advances skills on the job specifically to resolve
non-routine situations. Requires little to no
direction or coaching and less supervision;
works independently. Activities produce
significant results

to run a sales territory

Level of Competency Level of Competency STM
Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation

services to clinical and non-clinical customers.

Level of Competency Level of Competency STM
Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation
ducts and to recognize potential opportunities to satisfy additional needs of existing and potential customers.
Level of Competency Level of Competency STM
Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation

ng cycles in order to accelerate achievement of the forecast.

Level of Competency Level of Competency STM
Action Steps: FTASS outline steps in detail. Self Evaluation Evaluation

itory and assigned territories business.

 Level of Competency Level of Competency STM
Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation

ers in territory.
Level of Competency Level of Competency STM
Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation

target customer goals in order to consistently meet the forecast. Create realistic and achievable quarterly sales forecasts in coordination
Level of Competency Level of Competency STM
Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation
development plans for continuous improvement.
Level of Competency Level of Competency STM
Action Steps: FTASS outline steps in detail. FTASS Evaluation Evaluation
 12

PROCEDURE
Date Date
Anterior Cervical Fusion
Coalition
Plating (Resonate, Assure, Xtend,Unify, VIP)
Colonial
TLIF- Open
Altera
Caliber
Rise
Latis

TLIF- MIS
Altera
Caliber
Rise
Latis
Sable

ALIF
Independence
Monument

Corpectomy
Fortify
Xpand

Posterior Lumbar Fusion (open)

Creo
Revere

Posterior Lumbar (MIS)

Revolve
Creo MIS

Deformity
Creo
Revere
LLIF
Caliber-L
TransContinental
InterContinental
ELSA

ROBOT Set Up
 OBSERVE ONLY PROCTORED
Date Date Date Date Date Date Date
 Case Log

SOLO COVERAGE
Date Date Date Date Date