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2.Competency Standards _Wkshop

VIEWS: 63 PAGES: 8

  • pg 1
									Competency Standards Based on the Job Description
Tasks MD Calls per day Needs Improvement Less than 14 MD calls per day Adequate Call average of 14 MDs per day Call Planning: 100% Excellent Call average of 15-16 MDs per day Call Planning always 100%

Call Planning: Records and Call Planning: Less utilizes proper call planning than 100% information. Physician Selection and Coverage: Selects and calls on the most productive physicians as required. Selling Skills: Utilizes communication skills to persuade all customers to prescribe recommended Company products. Customer Rapport: Makes productive use of personal rapport to increase sales of company products. Updates less than 5% of MDs every 6 mos. Visits less than 100% AA MDs. Applies selling skills in less than 80% of calls

Updates 5% of MDs every 6 mos. Visits 100% of all AA MDs Applies selling skills in 80% of calls

Updates 7-8% of MDs every 6 mos. Visits more than 100% Applies selling skills in 90% of calls

Fills and uses data base for fewer than 80% of top 20 MDs: few repeat orders

Fills personal data base for 80% of top 20 MDs; many repeat orders

Fills and uses personal data base for 90% of top 20 MDs; many repeat orders

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Competency Standards Based on the Job Description
p.2

Medical and Product Knowledge: Demonstrates current technical knowledge and uses same to sell the company's products. Account Selection and Coverage: Selects and calls all pharmacies and account as required Resource Management: Maintains and cost-effectively utilizes company property. Meetings: Attends and participate at meetings. Completes study tasks CME Activities: Organizes & conducts CME activities, e.g., video showings, MD meetings, congresses, symposia.

Answers fewer than 90% of customers’ questions

Answers 90% of customers’ questions

Answers 95% of customers´questions

Visits 4 or fewer accounts Creates 1 new customer per day per week; visits 5-7 accounts per day Uses more than 105% of resources No absences. Average score in tests = 89% or lower. 5 or fewer MDs per seminar; 1 seminar per month or none at all When sales performance is 100%, resource use is 100-105% No absences. Average score in tests = 90% Six or more MDs/per seminar; 2 seminars per month

Creates more than 1 new customer per week; visits 5-7 accounts per day Uses less than 100% of resources No absences. Average score in tests = 95% Nine or more MDs/per seminar; 2-3 Seminar / month

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Competency Standards Based on the Job Description
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Distributor Salesmen: Coordinates with and motivates distributor salesmen, discusses monthly sales plan, identifies problem accounts, monitors weekly sales. Other Promotional Activities: Organizes other types of promotional activities, e.g., free clinics, group presentations to nurses, pharmacy clerks, exhibit selling, etc. Hospital Formularies: Organizes the timely inclusion of Company's products in the hospital formularies.

Rarely meets with distributor salesmen

Meets with distributor Meets with distributor salesmen once a salesmen more than month once a month

Rarely organizes promotional activities

Organizes 1 promotional activity per month

Organizes at least 2 promotional activities per month

Less than 5 products per year in 80% of potential formularies listing

6 Products per year in 80% of potential formularies listing

7 Products per year in 85% of potential formularies listing

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Workshop: Standards of Performance
TASKS Needs Improvement Adequate Excellent

1. Physician Selection and Classification: Continuously selects and classifies doctors on the basis of their prescription output and potential. 2. Md Coverage: Calls on the right physicians with the right frequency and with the right message. 3. Call Planning: Records and utilizes proper call planning information.

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Workshop: Standards of Performance
TASKS Needs Improvement Adequate Excellent

4. Selling Skills: Utilizes communication skills and available resources to persuade all customers to prescribe recommended Abdi Ibrahim products. 5. Customer Rapport: Makes productive use of personal rapport to increase sales of Abdi Ibrahim products. 6. Medical and Product Knowledge: Demonstrates knowledge of the product, customer, competition and promo cycle and uses same to sell Abdi Ibrahim products.

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Workshop: Standards of Performance
TASKS Needs Improvement Adequate Excellent

7. Meetings: Attends and participate at meetings. Completes study assignments. 8. Resource Management: Maintains and cost-effectively utilizes company property. 9. CME Activities: Organizes and conducts CME activities, e.g., video showings, journal clubs, doctor meetings, congresses, symposia.

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Workshop: Standards of Performance
TASKS 10. Other Promotional Activities: Organizes other types of promotional activities, e.g., free clinics, group presentations to nurses, pharmacy clerks, exhibit selling, etc. 11. Plans, Organizes and Achieves prompt inclusion of Company products in the Hospital Formulary. 12. Distributor Salesmen: Coordinates with and motivates distributor salesmen, discusses monthly sales plan, identifies problem accounts, monitors weekly sales.
Needs Improvement Adequate Excellent

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Workshop: Standards of Performance
TASKS 13. Account Selection and Coverage: Selects and calls on all pharmacies, wholesalers and other accounts as required. 14. Market Intelligence: Provides intelligence service to our marketing department.
Needs Improvement Adequate Excellent

15. Administrative Procedures: Prioritizes work. Submits complete reports with consistent punctuality

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