PERFORMANCE COACHING

FORM
A
B
C
D

A
B
C
D

A
B
C
D

Strong Customer Partnership :

Plans for expected call frequency,shows basic level of
interactivity,attempts to build rapport
Ensures regular visits as per plan,high level of interaction
Exhibit sequential probing skills aimed at uncovering unstated
needs & providing solutions
Acts as consultant among peers & customers wrt disease
management
Passion for Sales :
Clearly deliver key messages as per SMART plan.Self driven
w.r.t. call & activity planning
Resolves queries,gains partial agreements,optimizes resource
usage & gain customer commitment
Encourages customer feedback,updates plans as per
need,works on streched goals
Routinely gains whole hearted commitment based on
interactive dialogue
Eagerness to Learn :
Exhibit basic knowledge.works on identified coaching priorities
Skilled enough to employ acquired knowledge,seeks regular
feedback
Always updated on recent data,active involvement in coaching
dialogue
Shows keen inclination to learn & share.Self driven w.r.t. self
development

Excellence in execution:

COMPETENCY MAPPING TOOL

Employee
A

Employee
B

Employee
C

Employee D

Employee
E

Employee
F

Employee G
Learning

Effective
Advanced

Advanced

Advanced

Effective

Effective
Advanced

Effective

Advanced

Effective

Effective

Advanced

Learning

Learning

Column1

Column2

Effective
Advanced

Advanced

Advanced

Advanced

competency is rated as
A:
learning
B:
effective
C:
advanced

Column3

A
B
C
D

A
B
C
4

Works with CDTI guidelines,ensures >90% implementation of

initiatives
Able to convert plans into defined activities & executes without
much supervision
Drive quality execution & shares learning with others
Acts as a coach & role model for peers on process execution
Dynamic Business Planning:
Prepares robust business plans while considering all data
points,able to prioritize
Ensures regular monitoring of plans & take corrective actions
when needed
Plans for contigencies
Able to foretell Progress

Learning
Effective
Advanced

Advanced

Advanced

Effective
Advanced

Effective
Advanced

Advanced

Advanced

Effective
Advanced

Learning

D: expert