Performance & Development Review 2014

Year:
Name NAGARAJU.G Managers Name MADHUKUMAR
Job Title PDR Review Period May 13 to May 12
Functional Area SALES Review Meeting Date
Work location HYDERABAD Start Date In Position
Achievement -

We don't just aim high, we always aim to outperform. Achievement makes us who we are. We dont
just aim high, we aim to outperform. We recognise our people in this. We support them to
outperform wherever they focus, be it products, profits or Corporate Responsibility


Self
Assessment
Managers
Assessment
Behavioral Indicators
D A S VS O


D A S VS O


Ensures that behaviour and decisions consistently support the
interests of the business and the people within it.
Supports and inspires others to deliver stretching objectives
Recognises respects and then rewards the achievement of the
team.
Displays a high sense of urgency and speed of action but always
makes sure the job gets done with full commitment of the team.
Sets ambitious goals, yet ensures the goals are achievable.
Is passionate about delivering high quality, sustainable results and
produces flawless executions.

Comments (Self):
1.I achieved 100% sales target for the year 2013.
2.I achieve 110% ytd for the year 2014.Q1 achieved in 2014.
3.I touch 1k mark within 8 months.
4.I converted Dr.Bajarang pratap,A.Vidyasagr,SD.Ibrahimhassan,Upendarrao,Vijaymohan,Those 5 doctors
prescribing 60-72 bottles per month.
5.I Have 50 prescribers in my list.I convert 42% of Drs within 1 year.
6.I converted major hospitals like Gandhi hospital,Hyderabad Nursing home,Andhra mahila sabha
hospital,Madhava Nursing Home.
7.I make available Gaviscon in Morethan 125 outlets.
8.I converted all ENTs in my area.

Comments (Manager):



Core Values
This section must be used to assess everyone. It is intended to help identify individual
talents and areas for development, and it is relevant to determine the individuals overall
performance rating.
D = Developmental A = Adequate S = Strong VS = Very Strong O = Outstanding
Performance & Development Review 2014














TeamSpirit

We work as one, united by common principles and attitudes
We drive success by pulling together. As individuals we like to win and are high achievers, we
rapidly bring our international strengths together when needed to work as one, united by common
principles and attitudes. We treat each other and our differences with a high degree of respect,
sharing ideas, failures and successes

Self
Assessment
Managers
Assessment
Behavioral Indicators
D A S VS O


D A S VS O


Demonstrates respect for differences in personality styles, ideas,
experiences and culture.
Actively listens to others. Encourages open dialogue and reacts
constructively.
Communicates respectfully, openly and in a timely manner.
Engages others by sharing ideas, learning's and successes.
Recognises and rewards all successes, large or small.
Only uses failure as a positive opportunity for learning.
Uses conflict appropriately and resolves it quickly to enhance
overall team effectiveness.
.

Comments ( Self):
1.I am Good team player.
2.i speak to every team member regarding sales and activities and motivate them.
3.I. referred a candidate for Hyderabad team.

Comments (Manager):


Entrepreneurship

We allow daring ideas to thrive
We encourage bold thinking, initiative and commercial drive. We allow daring ideas to thrive. We
value the passion that people bring internationally in turning ideas into great execution. We take
calculated risks, balancing needs of the business with needs of people.

Self
Assessment
Managers
Assessment
Behavioral Indicators
D A S VS O

D A S VS O

Takes calculated risks, balancing needs of the business with
needs of people.
Performance & Development Review 2014








Offers an inspiring, independent viewpoint and challenges the status
quo. Recognises the ideas and challenges of others.
Is keen to find exciting new concepts and leverages them to gain
business advantage.
Turns creative ideas into effective business solutions and
encourages the input of others to deliver great results.
Envisages, executes and embeds new ideas

Comments (Self):
1.Conducted Regular OPDs in major hospitals converted good no.of Drs as prescribers.
2.Iam always searching good Drs and hospitals (as per OP) in my area out of my list.

Comments (Manager):


Ownership-

We take the initiative to do what's needed
We take full personal responsibility for, and the initiative to do, whats needed in business and in
developing and engaging our teams. We attract people with this deep sense of ownership. We are
rigorous in following the few but important rules and processes we have. Mostly however people
are given the latitude to do what they want to, within a framework for success.

Self
Assessment
Managers
Assessment
Behavioral Indicators
D A S VS O


D A S VS O


Shows personal ownership for the ongoing career development
and engagement of others.
Pressures and setbacks do not detract from maintaining
exemplary behaviour towards others.
Shows determination to deliver and never gives up, despite
obstacles.
Takes ownership to resolve issues, involving and trusting others to
support where appropriate.
Is relentless in pursuit of major business improvements and
successes. Is intensely involved.
Always delivers on personal and team commitments.
Does not wait to be asked or told, but identifies what needs to be
done to ensure objectives are delivered.

Comments (self):
1.I take complete responsibility of my Territory.
2. I am initiative for various activities to develop business in my territory.
3.Iam doing work with heartfully in terms of Drs coverage,planning,reporting,giving timely feedback to ASE.

Comments (Manager):


Achievements in past review period
Achievement against Business Objectives
Performance & Development Review 2014





Business Objective1 : BUSINESS FOR GAVISCON
Self Assessment Managers Assessment
D A S VS O


D A S VS O


Comments:
Achieved morethan 100% in 2013.
Comments:

Business Objective2 : COVERAGE OF DRs LIST
Self Assessment Managers Assessment
D A S VS O


D A S VS O


Comments:
With effective planning I monitor my Drs
list.
Comments:


Business Objective 3 : ACTIVITIES
Self Assessment Managers Assessment
D A S VS O


D A S VS O


Comments:
I planned activities well in advance and
ensure ROI.
Comments:

Business Objective 4 : CONVERSIONS
Self Assessment Managers Assessment
Performance & Development Review 2014

D A S VS O


D A S VS O


Comments:
I have 50 pescribers.Iam planning 5
conversions per month in 2013 as per that
90% is my success rate.(12*5=60)
Comments:

Business Objective 5 : SPECIALITY PRESCRIBERS
Self Assessment Managers Assessment
D A S VS O


D A S VS O


Comments:
I have 9 Gastroprescribers and all ENTs
are prescribed Gaviscon in My area(10Drs)
Comments:

Business Objective 6 : AVAILABILITY
Self Assessment Managers Assessment
D A S VS O


D A S VS O


Comments:
In my territory morethan 125 outlets
Gaviscon Availabe.
Comments:





Developmental Objective 1: COMMUNICATIONSKILLS
Self Assessment Managers Assessment
D A S VS O


D A S VS O


Comments:

Comments:
Achievement against Developmental Objectives
Performance & Development Review 2014


Developmental Objective 2:TEAMPLAYER
Self Assessment Managers Assessment
D A S VS O


D A S VS O


Comments:
Be a role model in my team.
Comments:





This rating should be based on a balanced assessment of Achievement against Business Objectives and
Development Objectives, as well as Core Values and Management Competencies. As a guideline typically
5% of people will be rated as Developmental: 10% as Adequate: 60% as Strong, 20% as Very Strong and 5%
as Outstanding


Managers Assessment
D A S VS O


Comments:


Business Objectives (4-6) Make your Objectives SMART
1.Drs conversion In Q2,30 Drs I convert,in Q3,40 Drs I convert,
(Currently I have 50 prescribers) In Q4,50 Drs I convet as per that by year end I con-
Vert all 170 drs in my list.
2.Chemist availability In my territory morethan 125 outlets Gaviscon is available.
In Q3 I make available in all 150 chemist detailed outlets
Overall rating
Performance & Development Review 2014











3.I have to be No.1 In Q3 I have to achieve No.1 Position.
4.I have to be best position in RB



Developmental Objectives (1-2)
This follows an assessment of where the individual
is with regard to the required Core Values and
Competencies.

CORPORATE HOSPITALS I make it available Gaviscon in all corporate
Hospitals in my area with the help of activities like
CMEs and OPDs.


I have to develop more business from Gynec.









Your area of focus

Your developmental
actions

Your actions

Timelines

What do you need to
improve?

What will you do to
improve this area?
How will you
demonstrate your
improvement?
When will it be done?
Objectives for New Review Period
Personal Developmental Plan
Performance & Development Review 2014




Individuals Signature: Date:



Managers Signature: Date:




Reviewers Signature: Date:
1.Morethan
100Prescribers









2.I want to be ASE in
RB
Ensure in
Q2,30Prescribers
add,in Q3,40,In Q4,50
prescribers add.







I have to develop more
leadership qualities
1.By monitoring the
number of prescribers

2.By conducting CMEs
And Jc meeting and
OPDs ensure Drs get
convert.
3.By comparing my past
business.


Actively listen to team
members motivate them
to over come
challenges,I have to
know competitor
information,personally
interested to know ASE
responsibilities through
my ASE
December-2014












Within 1 year