DMDP PUBLIC - careersystems.com.ph News August 2014.… · ries, Inc., and Cheng Ban Yek Co., Inc., attended the 3-day Frontline Leadership Development Program (FLDP) at the Berjaya

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A quarterly news bulletin of Career Systems Inc. Vol. 22 No.2 August 2014

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DMDP PUBLIC # 111 DSMDP II FOR ZUELLIG PHARMA DSM’s CSI’s DSMDP II: Strategy and Execution was

conducted in-house for 17 of Zuellig Pharma’s District

Sales Managers on August 4-7, 2014 at Y2 Residence

Hotel in Makati City. These DSMs had previously taken

CSI’s DSMDP I and Performance Coaching Skills and

now, through this 40-hr. training course, they would be

taken “two levels up” i.e., to think and act like Regional

Sales Managers and National Sales Managers according

to Mr. Jeoglin Casinillo, Group Sales Manager, whom CSI

acknowledges as the “brain” behind the training and

development of Zuellig’s sales force. His opening

remarks emphasized the importance of strategic think-

ing and planning for the effective execution of corporate

strategy.

Mr. Florentino “Jun” Salvador,

Sales Director, who officially opened

the program, emphasized the crucial

role of the DSMs to the success of

Zuellig, both as role models and as

effective implementors of the strate-

gies given to them. He expressed

the wish for the present DSMs to be

like the DSMs in the past who

observed and

monitored closely both the appear-

ance and performance of each

Trade Rep under them, and who

were able to accomplish all the

admin reports during the week so

that they had the week-end to

spend happily with their families.

The 40-hr program was handled

Mr. Jun Salvador, Sales Director

Mr. Danny Cahoy, Vice President for Sales

DSMP II participants from Zuellig Pharma. At far right is Mr. Jeoglin Casinillo, Group Sales Manager. Mr. Roland M. Manglicmot, Sales Manager and Training Coordinator is at the second row, beside Mr. Rene Gonzalez.

Through the diligence and

persistence of Ms. Corazon T.

Dalena, CSI’s Admin Supervisor,

this DMDP public workshop had

18 District Managers from Basic

Pharma Corp., Bio Femme Inc.,

Lundbeck Phils., LRI/Therapharma

Inc., Nurture Med-Dyna Drug

Corp., The Cathay Drug Co., Inc.,

The Cathay YSS Distributors Co., Inc., and UAP Inc.

(Unilab).

Because of his policy to have ready-now District Man-

agers when vacancies occur in any of his four compa-

nies, Mr. German O. Panghulan (GAP), President and

General Manager of CKLV Group of Companies had 21

high potential Territory Managers take the 5-day District

Managers Development Program on August 18-22,

2014 at their company’s Corporate

Training Center. Conducting the

training is the team of Mr. Jorge G.

Santamaria and Dr. Josefina O. San-

tamaria who had been conducting

the DMDP for the past five years in

Corbridge.

In addition to DMDP, all District

Managers of CKLV also take DMDP

II and Performance Coaching Skills

of CSI. ***

DMDP FOR CKLV GROUP HIGH-POTENTIAL

TERRITORY MANAGERS

Mr. Allan Tumamak, Director of Sales and

Marketing

Ms. Corazon T. Dalena

VO L . 22 NO .2 August 2014 PAGE 2

DSMDP II FOR ZUELLIG …. continued from p.1) by Messrs. Jorge G. Santamaria, Rene S. Gonzalez and

Mr. Ramon Sarmiento and Dr. Josefina O. Santamaria.

After the end of all the modules, the participants divided

into three groups, met and finalized their respective

Business Plans for presentation to senior Sales Man-

agement.

Mr. Danny Cahoy, Vice President for Sales and Mr.

Arnold Roan, Group Head of Healthcare Division headed

the senior sales executives who listened to the presen-

tation of the Business Plans. Mr. Roan critiqued the

Business Plans and commended the DSMs for their very

good presentations. He impressed upon them the impor-

tance of developing their Trade Reps in the effective

implementation of these Business Plans.

FRONTLINE LEADERSHIP DEVELOPMENT

PROGRAM (FLDP) Fourteen supervisors and team leaders from Bharat

Serums and Vaccines Ltd., Blue Cross Insurance, Inc.,

Corel TW Corp. Phils., Greenfield Development Corpora-

tion, Safeway Philtech, Inc., Ostrea Minerals Laborato-

ries, Inc., and Cheng Ban Yek Co., Inc., attended the

3-day Frontline Leadership Development Program

(FLDP) at the Berjaya Makati Hotel on July 7-9, 2014. It

was conducted by the husband-wife team of Jorge G.

Santamaria and Dr. Josefina O. Santamaria.

The FLDP started with paradigm shifts from perceiving

one’s self as boss to seeing one’s self as servant leader

and as steward of company’s resources particularly the

human assets, carries with it the responsibility to

increase the value of his/her direct reports by develop-

ing them to have the mindset, attitudes, behaviors of

partners rather than subordinates who merely follow.

In this way, they become real contributors to success-

ful goal achievements.

It focused on the essential Emotional Intelligence

skills of assertive adult communication, situational

leadership, motivation and self-management.

The participants demonstrated their new knowledge

and skills on role plays that fully engaged them and

motivated them to apply their learnings at work. ***

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BEYOND TRAINING*

REVERSE MENTORING… HUH?!?

Traditional mentoring involves a senior manager guid-ing a younger professional who is following a similar career path. In reverse mentoring, its the other way around; the tech-savvy Millenials teach senior manag-ers on social media, mobile computing, and the cloud. Such US industry giants as Cisco, Johnson and Johnson and General Electric have created formal or informal reverse mentoring programs.

This program has led to career development opportu-nities for these millenials as well as benefits for the business. Corporate changes included new telemarket-ing tactics, an updated social media usage policy and increased employee comfort with the company net-work’s information sharing capabilities. Not to mention the opportunities for learning and open discussion by mentors and mentees were found to be inspiring and genuine.

Published in T+D of American Society for Training and Development, September 8, 2013.

FOUR WAYS LEADERS (UNINTENTIONALLY) SCARE

THEIR EMPLOYEES

Most leaders know that fear and anxiety kill em-ployee motivation. Yet, even good leaders can uninten-tionally arouse fear in their employees, Christine Coma-ford, in her book SmartTribes: How Teams Become Bril-liant Together, writes that once fear and anxiety are aroused, employees become preoccupied with keeping themselves safe. Thus, they engage in defensive be-haviors that make it difficult for them to be innovative, collaborative and fully engaged in their work.

These 4 leader behaviors that “cripple” employees are:

“Help out employees by offering solutions instead of encouraging employees to figure out the solutions themselves”. The latter approach make employees feel they belong and that they matter.

Focus on problems rather than outcomes. Viewing everything as a problem causes anxiety. Instead of “What’s wrong?” ask “What do we want to happen?”. This approach instills confidence.

Frame “change” the wrong way. People inherently resist change. Leaders present change as an improve-ment. Use “growth” instead.

Give feedback without first establishing rapport. Negative feedback can not be appreciated without a positive relationship. Comaford suggests the use of two phrases, “What if….?” And “I need your help…” This encourages brainstorming between leader and the employee.

Published in T+D of American Society for Training and

Development, August 2013, page 18

*Beginning this issue, CARSYS NEWS will publish

articles of interest to HR trainers and consultant from

outside sources.

FLDP Public participants with Jorge and Josie Santamaria

Thirteen District Sales Managers and two Sales Managers took the 5-day District Managers Develop-ment Program (DMDP) on June 16-20, 2014 with Mr. Jorge G. San-tamaria, Dr. Josefina O. Santamaria and Mr. Rene Gonzalez as resource persons.

Mr. Mon Olivas, Sales Effective-ness Manager delivered the Opening Prayer each day and was present during the entire five days. He and Mr.

Mars Narcida, National Sales Manager of FRISO, both of whom are graduates of the DMDP, ap-preciated the opportunity to be refreshed of their learnings and noted the new topics introduced into DMDP.

Great appreciation for the learnings in the DMDP and appli-cability of the concepts and skills

in the real world were expressed by both Ms. Aleli Talabis, Field Operations Managers and Ms. Odette Paredes, National Sales Manager.

T w o p a r t i c i -pants got c o n s i s -tently ex-c e l l e n t ratings in their daily Plan for A p p l i c a -tion of Learning. These were: Miss Aleli Talabis and Miss Elizabeth Solo-mon. As prize, each received a copy of Ask Your Career Counselor, newly launched book of Dr. Josie Santamaria and published by the Philippines Daily Inquirer. See Picture above***

Mr. Mars Narcida

VO L . 22 NO .2 August 2014 PAGE 3

DMDP FOR ISOPHARMA INC.

TIARA ORIENTAL HOTEL, MAKATI CITY

ISOPHARMA attendees to the in-house DMDP held at Tiara Oriental Hotel on June 16-20, 2014 with Mr. Rene S. Gonzalez , Mr. Jorge G. Santamaria and Dr. Josefina O. Santamaria

Mr. Mon Olivas

LMDP FOR BOMBO RADYO MANAGERS Held at the Florete Leadership Center in Iloilo City on

April 23-26, 2014, 25 station managers, department

heads and selected employees of Bombo Radyo, the # 1

radio station network in the Philippines attended CSI’s

Leadership and Management Development Program

(LMDP) conducted by Mr. Jorge G. Santamaria and Dr.

Josie O. Santamaria.

All the participants made and sent back their re-

sponses to the Form A Pre-Training Questionnaire. Their

superiors also accomplished and sent Form B Question-

naires.

All the participants arrived in the training site and

were seated before 8 a.m. everyday. They recited the

recorded corporate prayer, sang the Philippine National

Anthem and the Bombo Radyo Hymn.

Miss Margaret (Mayette) Ruth C.

Florete, Senior Vice President wel-

comed the attendees and delivered

an inspirational opening remarks.

She attended the 4-day extended

course (total 40-hours) and was on

hand to clarify concerns and issues

for the resource persons and for the

attendees.

Five (5) participants consistently received Excellent

Ratings in their Plan for Applications of Learning (PAL).

These were:

1st Rank: Miss Elizabeth Custodio

2nd Rank: Miss Maria Katherine

Simpia

3rd Rank: Mr. Elmar Tubiera

4th Rank: Miss Barbie Saluba

5th Rank: Miss Grace Banabatac

On the last day, Dr. Rogelio M.

Florete, the Chairman of the Board

of Florete Group of Companies gave the closing remarks

with a commendation to the station managers and staff

of Bombo Radyo who had always consistently been pro-

ductive, had shown dedication and hard work and loy-

alty to the company.***

Dr. Rogelio M. Florete, Chairman of the Board

See picture on page 4

Ms. Margaret Ruth C. Florete, Senior Vice President

VO L . 22 NO .2 August 2014 PAGE 4

A. ZUELLIG PHARMA CORP.

Ten newly promoted District Sales Managers of Zuellig Pharma underwent their 3-day intensive skills training to become effective coaches on June 2, 3 and 5, 2014 under CSI’s indefatigable master coach Ms. Myra S. Lapus.

They realized the importance of not tolerating minimal performance and assuming their responsibility for coaching their Sales Reps to be productive and to main-tain their productivity.

PERFORMANCE COACHING SKILLS

ASSERTIVE COMMUNICATION A. METROPOLITAN BANK AND TRUST COMPANY

Partnering Through Assertive Com-

munication (PTAC), a 1-day highly

interactive program, was conducted

by CSI Senior Consultant Ms. Myra S.

Lapus for employees of Metrobank on

March 27, 31 and April 4 and

21, 2014.

This core program which began in 2013 was

conducted last year to a total of 12 batches. It was

always attended by 37-41 participants per batch and

who always gave highest ratings to objectives, content,

methodology, to the resource person (mastery and abil-

ity to teach) and instructional materials used.

B. ALLERGAN HEALTHCARE PHILIPPINES, INC.

The field force and some office staff of Allergan

Healthcare Philippines, Inc. took the PTAC in two

batches, the first one on March 14, 2014 and the

second on June 9, 2014 conducted by CSI Senior

Consultant, Miss Myra S. Lapus.

The attendees were able to demonstrate in role plays

the skills they learned in giving and receiving positive

and negative but constructive feedback with self-

confidence. They appreciated the benefits of being

assertive with internal and external customers, rather

than non-assertive, to have open communications so

essential in building partnership relationship. ***

Ms. Myra S. Lapus

DMDP I PUBLIC WORKSHOP BATCH # 110

This was held on May 12-16, 2014 at the Crowne Plaza Hotel with 31 district managers from 11 pharma-ceutical companies: ADP Pharma Corp., Pascual Pharma Corp., Agrimate Inc., A. Menarini Phils., Inc., Basic Phar-maceutical Corp., Dyna Drug Corporation, Pharma 3 Co., Inc., LRI/Therapharma Inc., UAP (UNILAB), Zuellig Pharma Corp., and Cathay Drug Co., Inc. The managers were young and most were newly promoted District Managers.

The CSI senior training consultants who handled this batch were the CSI’s popular husband-wife team of Rene and Carmen Gonzalez. They were gratified by the expressed appreciation by the participants for their learnings which would give them the expected compe-tencies of District Managers and the self-confidence to apply their learnings at work so that they can move for-ward as District Managers. Rene and Carmen cited Messrs. Zaldy Natanauan of Basic Pharma and Nathan-iel Mola of Zuellig Pharma Corp for getting Excellent ratings in their daily Plan for Application (PAL). The PAL gives an opportunity for participants to capture their most important learnings for the day and make plans on how to apply these in their work and personal life. ***

Their taped videos demonstrated the new skills they learned in conducting effective coaching that produces results.

B. PRULIFE UK

CSI Senior Consultant Ms. Myra S. Lapus conducted

the 3-day Coaching for Performance Workshop on June

17, 18 and 20, 2014 for 13 managers of PRULIFE UK,

CSI’s enduring partner in the insurance industry

The participants were happy that they were able to

demonstrate in role plays and later before the video the

G-R-O-W-S coaching model and the skills of coaching.

They were confident that their coaching would empower

their partners (subordinates) to present solutions to their

own performance problems instead of relying on them

(i.e., the coaches/supervisors) to give them answers and

solutions .***

LMDP participants of Bombo Radyo with Dr. Rogelio M. Florete, Chairman of the Board, Mr. Jorge G. Santamaria and Dr. Josefina O. Santamaria

VO L . 22 NO .2 August 2014 PAGE 5

THE LEADERSHIP SECRETS OF JESUS by Mike Murdock

In the previous issues of CARSYS NEWS we printed the

following eight leadership secrets of Jesus as follows:

1. Jesus Was a Problem-Solver

2. Jesus Believed in His Product

3. Jesus Never Misrepresented His Product

4. Jesus Went Where the People Were

5. Jesus Took Time to Rest

6. Jesus Took Time to Plan

7. Jesus Knew He Did Not have to Close Every Sale to

be a Success

8. Jesus Had Something Others Needed

In this issue we bring to you Jesus’ 9th and 10th Secrets.

9. Jesus Was Concerned About People’s Finances

“My God will fully supply whatever you need, in accord

with His glorious riches in Christ Jesus” (Phil. 4:19)

Money is a reward. It is very important meet our

needs and wants.

Money is on God’s mind. It is taught about in the

Word of God. In fact, 20 percent of Jesus’ teaching and

conversation was about money and finances.

He knew that God loved to give people good things.

“All good giving and every perfect gift is from above,

coming down from the Fathers of lights, with whom

there is no alteration or shadow caused by

change.” (Jas. 1:17)

God loves to see His people prosper. “But let those

who favor my just cause shout for joy and be glad. May

they ever say, “Exalted be the Lord who delights in the

peace of his loyal servant”” (Ps. 35:27)

DSMDP II FOR ZUELLIG …. continued from p.2) In his closing remarks, Mr. Cahoy stressed upon the

DSMs the importance of the DSMDP II to prepare them

for the many challenges they would hurdle in the coming

years. He also stressed the importance of their being

aligned with the corporate directions and strategy. ***

Mr. Mon Sarmiento and Mr. Armold Roan, Healthcare Group Head

Working on their Business Plans for presentation on Day 4.

Please turn to p.6

CSI Senior Consultant Ms. Thelma

Geraldine Baricaua conducted the 2-

day Presentation Skills Workshop for

24 Med Reps and District Managers of

Allergan Healthcare Philippines, Inc. on

May 15-16, 2014.

This skills-based and highly interac-

tive program gave opportunities for the

attendees to demonstrate their newly-

acquired skills of planning and organizing effective pres-

entations, analyzing different types of audiences and

groups, responding effectively to questions or objections

and actually conducting a presentation session for a

specific product or service.***

PRESENTATION SKILLS FOR

ALLERGAN HEALTHCARE PHILIPPINES, INC.

Ms. Thelma Geraldine Baricaua

VO L . 22 NO .2 August 2014 PAGE 6

God wants to reveal ways for you to profit and succeed financially. “Thus say the Lord, your redeemer, the Holy

One of Israel: I, the Lord, your God, teach you what is for your good, and lead you on the way you should

go.” (Is. 48:17)

Jesus showed people how to get ahead financially through His parables about using their gifts and wisely

investing what He has given them. (Mt. 25:14-29)

Your future starts with whatever is in your hand today. Nothing is too little to multiply. Everything is reproduc-

tive. Everyone has received something from God which is capable of reproducing .

Jesus taught that giving was one of the ways to multiply what He has given you. “Give and gifts will be given to

you; a good measure, packed together, shaken down, and overflowing, will be poured into your lap. For the

measure with which you measure will in return be measured out to you.” (Lk. 6:38)

Jesus did.

10. Jesus Was Willing To Go Where He Had Never Been Before

“Then I heard the voice of the Lord saying, “Whom shall I send? Who will go for us?” “Here I am,” I said; “send

me! (Is. 6:8)

Geography makes difference.

Pineapples do well in Hawaii. They do not do very well in Alaska. Atmosphere matters. The climate is important

for any seed to grow.

You, too, are a seed. Your business and your product are like seeds. However, you may need to change

locations and situations to unlock the full potential of your success.

Success requires people. You will never succeed without networking with many different kinds of people. They

may not be easily accessible. You may have to leave the comforts of your home or office to reach them and

achieve extraordinary success.

Recently I was amazed by what I saw in the life of Jesus. He was constantly in movement, constantly changing

locations.

“When Jesus came down for the mountain, great crowds followed him” (Mt. 8:1) “When He entered Caper-

naum…” (8:5) “Jesus entered the house of Peter…” (8:14) “He got into a boat and his disciples followed

him.” (8:23) “When he came to the other side, to the territory of the Gadarenes…” (8:28)

Jesus was constantly arising, departing, and going to new places. He sought to be around new people. He dis-

cussed His teaching with many types of people of varied backgrounds.

Sometimes you have to go somewhere you have never been before you taste the extraordinary success that you

want to experience.

Jesus did.***

THE LEADERSHIP …. continued from p.5)

DMDP Public # 111 participants with Mr. Jorge G. Santamaria, Dr. Josefina O. Santamaria and Mr. Rene S. Gonzalez

The seminar-workshop was held at the Berjaya Makati Hotel on August 11-15, 2014 with Mr. Jorge G. San-

tamaria, Dr. Josefina O. Santamaria and Mr. Rene S. Gonzalez as resource persons. ***

DMDP PUBLIC…. continued from p.1)