1. Performance Management System Form
(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 System Form
(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 System Form
(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 System Form
(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 System Form
(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 System Form
(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: