ENG315 Performance Appraisal Method

This paper discusses different performance appraisal methods used in organizations to assess employee performance and make informed management decisions.

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Running head: ENG 315 ASSIGNMENT 2.3 1
Performance Appraisal Method
Name
Institution
Course
Date
Performance Appraisal Method
Table of content
Executive summary.........................................................................................................3
Introduction......................................................................................................................3
Problem statement............................................................................................................3
Summary of report...........................................................................................................3
Main body..........................................................................................................................4
Description of possible solution........................................................................................4
MBO...................................................................................................................................4
Behavioural checklist.........................................................................................................4
Criteria for assessment of alternatives.............................................................................4
Research method................................................................................................................6
Recommendation................................................................................................................7
References...........................................................................................................................8
Executive summary
This report aims to identify the issues of sales decline in organization. It is identified
that leaving of experienced sales people of organization has resulted in the decline of sales.
The proposed methods are MBO and behavioural checklist. With questionnaire and
observation methods, it is revealed that employees need a good leadership and participative
management with improvement in constructive feedback by managers. So the MBO method
of performance appraisal is suggested to bring the desired results in the organization.
Introduction
Problem statement
The organization is a large manufacturer of the fast moving consumer goods and
company is having a pan world network of sales partner. The problem company faces is the
continuous decline of sales in a particular region. Root cause that is identified for the sales
decline is the attrition of old and experienced employees. This problems becomes more
severe due to no distribution network of company and company relies on only front line
sales. There is a strong supply chain for the direct delivery of the product but it is weakened
due to high turnover rate of old and experienced employees of the company. The company
also does not advertise products and brand building efforts lies on only front line sales force.
Experienced sales people are less than 75 percent in the sales force and in the last 10 years,
company has experienced lowest sales. There is a need for the management intervention to
address this problem.
The summary of the report
This report has identified root cause for declining the sales and that is attrition of sales
force. There are various alternatives considered for addressing this problem. One is the
assessment of the performance appraisal of the sales executive and creation of a perfect
appraisal system. There two alternatives considered. One is the implementation of the holistic
human resource policy and second is the implementation of a lucrative incentive scheme.
There are many criteria considered such as acceptance among employee, cost of
implementation, speed of implementation, flexibility, and return on investment. The research
methodology has been developed that has a structured questionnaire. This questionnaire is
answered by those employees who have left the company not earlier than one year before. It
is revealed that a transparent performance appraisal system is needed to retain the sales
executive in the organization. This report will cover the performance appraisal alternatives
evaluation and implementation of one alternative. This report also covers the criteria to select

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Document Details

University
Strayer University
Subject
Business Management