Seriously--been with the company a while and have a couple of friends who are no KAMs in various parts of the country. They heard that their RMs are now going to have "coaching guides" (still being developed) for every interaction with their boss. I mean seriously--this is so juvenile as to be ridiculous. So--in the interest of being "Pfizerized" let's have some fun. Some thoughts on what could be on a KAM coaching guide and how they could be rated: --You woke up the morning and left the house for an actual customer appointment prior to noon--exceed expectations! --You woke up in the morning and met your buddy for your early tee time--meets expectations--I mean that is really what we think you are doing! --You returned a call from a rep/DM about a customer question within 24 hours--Significantly Exceeded Expectations! --You respond to a rep/DM call within two weeks and only after clearing it with your boss and legal--and told them nothing--Meets Expectations! --You gave a rep a contact at an IDN that could give them info on which doctors were writing what within a disease state and why--Significantly Exceeds Expectations! --You turned reps interaction with key physicians based on your "tip" into your semester significant win and tied it to increased sales at the practice--DOES NOT MEET EXPECTATIONS--although we know you do that! You made how many calls on those docs? Help me out here and have some fun!
At Expectations = 1 outcome Exceeds Expectations = 2 outcomes Below Expectations = 0 outcomes Yearly Performance Appraisal for a KAM is easy. They ALL get a Below expectations.
One correction and one missed observation. 1. a rep gave you a contact at an IDN that could give you some info. on which doctors were significant and asked them to schedule an appt. for you so you could go and do a needless "needs assessment" to mark of as completed for your TBO evaluation. "Exceeds Expectations" 2. your endless teleconferences about nothing did not require you to have to get out of your pajamas, month after month. Your codename: "pajama-kam". "Significantly Exceeds Expectations" 3. Your mouth moves, but absolutely nothing of value comes out of it. "Meets Expectations"
Meanwhile the reps are faking calls and acting like a 10 second conversation is a meaningful detail. Not sure why you are mad, is it cause the KAMs get paid more than you, but are playing the same game?
Great point, shareholders should be mad that KAMs bring little value while although reps may bring little value as well-they at least are cheaper labor.
Thanks for admitting your KAM job is BS. Reps have outcomes and do get time with the Drs even if its 10sec to 3 min. Oh and there are scheduled appts such as breakfast and lunch. AT LEAST THERE IS CONTACT and outcomes. Accountable to call frequency as well. Name one thing a KAM is held accountable for. You KAMS BS your entire day and existence.
