I’m sorry people were dismissed yesterday. If you don’t understand how AZ’s performance rating system works, ask someone who understands (hopefully your manager). Some of the previous comments regarding poor sales results due to goals (everyone gets a goal and they are set on YOUR previous performance closer to the current timeframe than in the past) so AZ finally got better on goaling vs most recent performance. There’s always going to be a growth factor because we are a sales organization. If you haven’t read pharma quarterly sales reports, then you don’t know we are selling, but not making the profits we used to due to competitive bidding to get our products on Formulary and then rebating (which further reduces profits). I understand that our Formulary wins are not as great as our competition, which limits prescribers because they are not going to fight for our products when there is a competitive product that can do the job without a fight, however your volume/MS goal is also lower than those who have better access. If you’ve earned 2s for the past couple of years, you should know or your manager should have explained that your performance was in the bottom 15% of the Region. We are rated on a bell shaped curve. If you are in the bottom 15%, you WOULD be at greater risk because all previous layoffs have been performance based and the most effective sales reps at growth vs goal were kept. For the person who mentioned they were 115% last quarter, these decisions are made on years of performance, not a quarter. For the comment about 50% market share, AZconsiders we have been paid to grow that, so if you can’t continue to grow to meet goal, then your rating will reflect that. If you haven’t read that we have had a yard sale for a while selling off assets and products I didn’t even know AZ owned or had rights to, then your head is in the sand. Cutting samples at the end of a quarter, pulling back Access funds, Speaker Programs, in order to meet forecast while sacrificing all resources needed to grow business....people wake up...we are not performing to the level promised to shareholders. The only thing left was to sell a Salesforce (MedImmune) last week and now we’re down to the wire and are cutting lowest performing territories. Behaviors are 30% of our annual rating and will help if you are on a bubble from bottom 15% to maybe get to bottom 16% and go from a 2 to a 3, however as previous poster states, you need SOLID examples. You don’t self rate yourself a 5 with one example of Leadership, Teamwork, and Op Excellence. Read the definitions for a 3,4,5. Would the people on your team who work with you every day say you are a 5 across the board? If not, then think about what you can do in 2019 to show up and bring the value a 5 brings to their territory, district, and even Region. As for diabetes and the Bcise fiasco, HQ should not hold us responsible for sales growth when patients can’t get it. Hopefully, someone will wake up and make the right decision before the end of year, but this co issue may impact our 4Q and 1Q FSIP, however also has impact on EOY ratings, COE, and Carrer Ladder (since directly tied to EOY performance ratings now). All of this to say, we are in sales, there’s a bell shaped curve, and if the past predicts the current/future.....you don’t want to land in the bottom 15% of your regional performance. You need to find a way to meet your goals better than others in your district and region who have the same Formulary/Access issues. If you don’t like being measured on ability to increase sales above what you are selling today, this may not be the right job fit. It’s still a great job, however ability to grow is expected.....no excuses.
