I would think you're evaluated and held accountable on a number of different metrics, right? It's not just one number, right? Right. You are, you are evaluated not only your dollar cells and how close you are. Right. To goal or not overgoal, but you're also evaluated on the number of customers that you're seeing, are you able to reach them as your frequency there? Are you fulfilling the company obligations of compliance? Are you taking your test? Are you achieving the positive score with those? There's a number of factors that go into it. Are you helpful? Are you a trained or do you develop other people? Are you in business analytics, and you've helped the team out with the knowledge of the market, and things like that. So, there's a lot of things, and we get evaluated twice a year, and that goes into your final performance review, and you also during the course of the year you have set goals for the organization. I've always found and the nice thing I like about our organization is they invest in you as an individual, and I'd encourage anybody who's looking for an organization to find those organizations that invest in you because those are the most rewarding. Yes, so you brought up a point I want to be sure that everyone's caught up on that. So, you're evaluated twice a year. So, here's an example of every six-month type of an evaluation program although your results in your activities are collected daily. Weekly. If not weekly. Yes. But, you have a formal evaluation program, but you said that your formally evaluated twice a year, typically like how are you evaluated? Well, so what you'll find in the pharmaceutical industry is usually those evaluations you'll have a mid-year with a more informal where it's a conversation with your manager about where you are during the course of the year, what have you been able to achieve, what are you lacking, what steps do you need to take, strengths, and weaknesses, and that conversation happens mid-year. Then, at the end of the year, you have your formal evaluation, like where you are on your goal goals, did you meet the company values, did you exceed those, and that really goes into your final year in review. Fortunately, since I've been with a Amgen, I've either had successful or exceeds performance evaluations. But, there's also I know that there could have been times when maybe I partially met or wasn't completely there, but I did other things to make up for that, to improve my evaluation at the end of the year. Right, so one of the things that we want to pick up on, I want to stress with our students is how notice here that when Joe is evaluated, that he's evaluated on a number of different criteria, right? It's not just like sales or some- No. -one number here, and you can see what the value of that is in terms of how a salesperson reacts to that particularly when they might be in a tough economic climate or something. You can see that you're shifting into other kinds of activities which are just as important or valued by the company and all and so. It's important because obviously as an organization we want to grow, and we were provided not only solutions and for our physicians, but serving the patients, but we also provide to the stockholders, and everything too. So, you're accountable, and you have to do a good job. If you do have a poor evaluation and it happens to people that you have a plan in the next year, you tried to turn that around, and just move on from there. Yeah, so I was just thinking, so I would assume that most of your traveling is done by car, is that? Yes. So, I work out of my home. Right. I have my own home office and I spend majority of my time is in the car for the morning till the evening, and it can get boring sometimes, but it's also if you're driven, and you can be a self-starter and self-sustainer, you're going to do fine. Yeah. It's great. I mean motivation comes and goes. Right. But, if you have a drive to get out and do everything and not every day is rosy. Right. There's many days I've driven home and gone wow, this was tough. I just got [inaudible] this is not good. Yeah. But, those other motivating factors that come in, that you did a good job, you impacted somebody else you turned something around, it makes it worth it. Sure. I'm just curious. So, are you reimbursed for the use of your car or you're given a company car? So, normally in the pharmaceutical industry, they'll do a couple of things. So, either give you a company car or they'll give you a car allowance. Okay. Though they help pay for your gas, and your insurance, and everything that goes along with that, I personally I'm not somebody who could go sit in an office everyday. So, being on the road and interacting with people is one of the reasons why I really enjoy what I do. But, as far as the car, there are helpful, they help you out, and they provide transportation. All right. So, one of the things I want to point out to our students is that is part of Joey's compensation, right? I mean, so you've noticed here that when he's talked about taking people to lunch, and that type of thing, those are monies that he's being reimbursed on for expenses that are incurred. Now, there are some companies out there that will instead of paying for a car, and for lunches, and things like that they give the salesperson additional compensation, and say, you have to cover all of those kind of things and all. Again, no right or wrong, I'm just trying to point out to you the differences that you see in how sales expenses are handled here. You make a great point, and for the students are going out, and they're going to work for somebody. One thing that would encourage you to look at is the compensation package because it's not just the salary or the commission or those components that go into it. It's like what you said, it's what are they going to do with your 401K. What are they going to do with your car allowance? Are they going to provide technology to you? I mean all those go into your compensation package, and you need to really take a look, and evaluate them. Maybe something's health insurance, and might not be a good decision to go with this organization. It might be a better decision to go with a company that's paying you $10,000 less a year. Well. It's all a factor and I know the students want to make a lot of money. Sure. Good for them, but just really take a holistic approach when you look at compensation. Right. It's one piece of advice I give the students. A really good point.
