Zsm aap review format

Integrated performance calculator and Business planning tool

ZSM Review Jan 2013

Title : AAP Workshop training slides Company Confidential 2011 Abbott

AAP Highlights

• Please give your overview of AAP and its implementation. – C3 2012

• Feedbacks on what went well within the zone and where you can improve.

• One slide only


S. No. ASM HQ ASM Name Tgt C3 2012 Plan for C3 2012

Achievement C3 2012 Gap

1 Hyderabad Srikanth Reddy 35.88 47.82 42.76 -5.06

2 Hyderabad Sudhakar Reddy 40.20 38.08 27.48 -10.60

3 Hyderabad Maheshwar 37.54 31.66 23.50 -8.16

4 Kurnool Vacant 52.71 52.88 50.41 -2.47

5 Warangal Vacant 50.86 52.70 49.33 -3.37

6 Thirupati Sivarama Krishna 56.14 31.41 22.72 -8.69

7

Total Hyderabad M.Bharadwaj 273.33 254.55 216.20 -38.35

ZSM Name :Bharadwaj - Sales Plan v/s Achievement Status

Remarks :


Focus Brand Status : % Ach v/s AAP Plan C3 2012

Remarks :

ASM HQ ASM Name

Ana Range Cefi/Cefi O Finecef

Oral/ Inj Cefi L Fightox New Others Total

Plan

Ach Plan Ach Plan Ach Plan Ach Plan Ach Plan Ach Plan Ach Plan Ach

Hyderabad

Srikanth

Reddy4.11

87% 9.71 95% 18.7

4 92% 0.66 24% 5.54 125% 0.48 9% 3.57 67% 47.8

2119%

Hyderabad

Sudhakar

Reddy6.28

83%

13.07 79% 6.65 77% 0.94 12% 4.76 110

% 0.71 3% 5.63 38% 38.08 68%

Hyderabad

Maheshwar

3.73

41% 8.45 56% 8.21 79% 0.74 -4% 4.37 99% 0.32 -2% 5.49 36% 31.6

6 63%

Kurnool Vacant 3.25

77%

11.96 93% 17.6

9180% 1.50 13% 5.53 77% 1.01 7% 11.9

6102%

52.88 96%

Warangal Vacant 2.3

856%

14.32 75% 13.7

8104% 1.92 115

% 3.42 80% 0.95 20% 15.04 71% 52.7

0 97%

Thirupati

Sivarama

Krishna2.08

40% 7.14 57% 11.8

9 45% 0.50 12% 3.23 35% 0.53 3% 6.05 32% 31.41 40%

Hyderabad

Bharadwaj

21.83

64%

64.65 76% 76.9

6 96% 6.26 29% 26.85 88% 4.00 7% 47.7

4 58% 254.55 79%


DSM Performance Status

ASM HQ ASM Name DSM No. Performance Status Sept'12 Performance Status Dec’12 Remarks

NI G VG Ex NI G VG Ex

Hyderabad

Srikanth Reddy 5 0 2 0 3 0 1 0 4 1 DSM from

good to Ex.Hyderab

adSudhakar

Reddy 5 4 0 1 0 0 0 1 4 4 DSMs from NI to Ex

Hyderabad

Maheshwar 5 3 0 1 1 0 0 0 5

5 DSMs from NI to Ex

Kurnool Vacant 6 1 0 1 4 0 0 0 6 All 6 DSMs moved to Ex

Warangal Vacant 6 2 1 1 2 0 0 0 6

All 6 DSMs moved to Ex


DSM Performance – Non Sales Status C3 2012(one slide per ASM – Put ASM Name)

S.No.

DSM Name Coaching Days with DSM in C3/Actual

Non Sales priority

Sept. Status

Dec. Status

Remarks

1 Shaik Sayed Pasha 14/4 %Missed Drs 8 1 Overal Imprv in Priorities taken up

2 Niranjan 17/11Call rate Achieved

11.5 12

3 G.Mahender 20/38 Avg Montlhy POB 0.05 0.13

4 Yadagiri Reddy D 17/15Call rate Achieved

11 11.61

5 Rajesh Chavan 13/13 Avg Montlhy POB 0.65 0.66



S.No. DSM Name Coaching Days with DSM in C3/Actual

Non Sales priority

Sept. Status

Dec. Status

Remarks

1 Aita Ram Babu 16/21 Missed Drs 31 27 Needs Impv incase of Kiran &

Ravi

2 B.Kiran Kumar 18/18 Missed Drs 29 33

3 Raji Reddy C 24/8 Missed Drs 26 22

3 Bharath 16/12 Missed Drs 40 20

5 Ravi M 16/5 Missed Drs 18 33



S.No. DSM Name Coaching Days with DSM in C3

Planed/Actual

Non Sales priority

Sept. Status

Dec. Status

Remarks

1 Basavaraju K 16/4 Missed Drs 7 7

2 Ediga Narsimhudu 18/22 Call rate Achieved 11.14 11.96

3 Veera Raghavulu K 11/23 Missed Drs 25 4

4 Pulla Reddy D M 11/6 Call rate Achieved 12.24 12.87

5 Amaranatha Reddy 16/9 Missed Drs 3 2

6 Chandra Sena Reddy 16/13 Call rate Achieved 0.00 10.00



S.No.

DSM Name Coaching Days with DSM in

C3/Actual

Non Sales priority

Sept. Status

Dec. Status Remarks

1 Sridhar 10/10 Call rate Achieved 10.1 10.37

2 Praveen Kumar 24/24 Call rate Achieved 8.21 11.05

3 Rajender Y 16/4 Call rate Achieved 10.55 11.69

4 srikanth rao 20/21 Call rate Achieved 9.55 10.03

5 Shaikh Hamid 20/15 Call rate Achieved 9.13 10.43


DSM Performance – Non Sales Status C3 2012(one slide per ASM – Put ASM Name)S.No

.DSM Name Coaching Days

with DSM in C3/Actual

Non Sales priority

Sept. Status

Dec. Statu

s

Remarks

1 Ankari Srinivas 18/3 EI %

2 Dinesh 16/16 EI %

3 Sriramoju Rajesh 12/1 EI %

4 Raji Reddy P V 12/10 EI %

5 Sunil 16/6 EI %

6 Narendra M 16/2 EI %


Coaching Form Usage Status

S.No. ASM HQ ASM Name Sep’12 Oct’12 Nov’12 Dec’12 Total

1 Hyderabad Srikanth Reddy 0 3 5 5 13

2 Hyderabad Sudhakar Reddy 2 2 4 5 13

3 Hyderabad Maheshwar 0 0 0 1 1

4 Kurnool Vacant 0 0 0 2 2

5 Warangal Vacant 0 0 2 0 2

6

7

Total Hyderabad Bharadwaj 2 5 11 13 31Remarks :


ZSM AAP Implementation Support C3 2012

S.No. ASM Name Identified AOI Actions Initiated

1 Srikanth Reddy

2 Sudhakar Reddy

3 Maheshwar

4 Vacant

5 Vacant

6 Nagendra

7


AAP Plan for C1 2013

S.No. ASM HQ ASM Name

Tgt C1 2013

Plan for C1 2013

Ach Jan'13 Gap Plan for

Feb'13 March'13 April'13 Total

1 Hyderabad

Srikanth Reddy 33.92 38.03 9.38 4.11 8.07 8.13 11.74 38.03

2 Hyderabad

Sudhakar Reddy 34.07 36.32 8.87 2.25 8.91 7.10 10.27 36.32

3 Hyderabad

Maheshwar 32.32 35.47 6.56 3.15 8.55 6.88 9.73 35.47

4 Kurnool Vacant 38.68 44.75 10.53 6.07 9.35 8.07 11.67 44.75

5 Warangal Vacant 39.31 49.37 9.91 10.06 9.68 8.20 11.87 49.37

6

7


AAP Implementation Support C1 2013

S.No.

ASM Name

Identified AOI Actions Initiated Support Required

(SM/BTM/Mrktg/SFE) Timeline

1Srikanth Reddy

2 Sudhakar Reddy

3 Maheshwar

4 Vacant

5 Vacant

6

7


End of Presentation

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