summer IEM

input
7.16.10

What Are We Great At?

 • selling
• taking care of customers
• achieve a lot with limited resources
• good teamwork
• relationships
• executing plans
• training local KOL's
• Helping one another within the district
• sharing success
• hiring
• seeking feedback from the field
• compensating for performance

What Can We Get Better At?

• open communication
 • R2 deployment
• quicker updates and warning time
• best practices for choosing TCL docs
• consistency with the TCL
• more ways to utilize Excel
• Timeliness of reports
• Incentive compensation
• advanced planning for change (minimize fire drills_
• sharing best practices
• meeting productivity (LAT)
• iCue analytics
• communication on why certain changes in the
organization
• State/Regional response to media reports on Pfizer
products
• more timely reporting of sales data (scorecards)
• true transparency
• simplify the scorecard
• there has to be more to win than summit

What Ideas Do you have for the FBT role?

• new application training (i.e. R2 payer tab)
• time management
• GPM goal development ( how to do it with the
new system)
• preparation for performance reviews (i.e. gather data &
prep)
• analytics
• matching portal for success stories/best practices
• training/ preparation for phase training ( i. e. Phase
IV, VI, etc.)
• networking (cross functional experience)
• core compentencies
• let's dissect my 401k (financial planning
training...understanding your money)
• other opportunities - senior reps/Masters
• understanding Pfizer as a corporation: finance,
marketing, logistics, supply chain, HR, vendors, etc. (side
note idea from Scott...what about a Pfizer MBA???)
• simplify the scorecard
What should the focus of iCue training be?

• are we getting all we can out of the analytics at

our territory level
• how to use iCue without becoming iCue robots
• analytics to target MD + pre call analytics to the
R2 & iCue together
• iCue online
• analytics
• online best practices
• starter management (i.e. transfers, etc.)
• call cycles

Talked with representative and his feedback was on

the " Elephant In the Room":
-feel handcuffed
-feel purpose-less, confusion
-increase level of cynicism
-increase level of skepticism
-wind is gone
-loss of swagger
-examples of handcuffs
-blackberry: big brother
-car issue: is it to save the company money or
-tricare: more for DoD benefit than ours
-compliance/legal: perception is they say "no" to
everything...causing us to miss HUGE opportunities!