managing performance (report update) version 2

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TM Enterprise Managing PerformanceTM Enterprise Managing Performance

Report on 10% Least Performing Staffs by Division Report on 10% Least Performing Staffs by Division (HQ)(HQ)

February 2015February 2015

Human Capital Business DriverHuman Capital Business DriverTM EnterpriseTM Enterprise

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Date To Whom Content By Whom

26th November 2014

All GM’s, Direct Reports and coaches

(Immediate Superiors)

List of least performing staffs (as nominated by

HODs)& action required

HCBD

11th December 2014

Coaches (Immediate Superiors)

Reiterate action required (coaching

& guiding for 3 months

backtracked from Oct 2014

HCBD

7th January 2015 Coaches (Immediate Superiors)

Reminder on submission of

report forms for every coachee from

coaches.

HCBD

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No

Name Band Coach Target Setting Performance Remarks

1. Habsah Ismail (ICT Retail)

2 Ezuan Mohd Nor

New Sales Target 2014: RM2.366 mil.YTD Sep 2014 achievement: RM567,044.

To close new sales gap (YTD Sep) of RM1.79 mil.

- Renewal data centre contract for CSC Malaysia (period 1st Jan 2015-12th Oct 2015) = RM2.297 mil. In progress of finalizing amended clauses.

- Upgraded 2 sites IPME completed. Contract value 2 years is RM438,156.However realized revenue captured in end Dec was RM36,513.

- Upgraded 26 sites bandwidth IPVPN Amway Malaysia with 5 years contract, value = RM1,085 mil.

- Overall performance as per progress project will contribute to 2015 performance.

Propose to exit coaching program by HOD (Yes / No)

2. Syahrul Naim Mohd Saleh (ICT Retail)

2 Gina Chin New Sales Target 2014: RM1.74 mil. YTD achievement RM449,613 (25%)ICT BPO Target: RM1.4 milYTD achievement RM207,293 (15%)

To close new sales gap & ICT BPO gap (YTD Sep) of RM1.297 mil & RM1,192 mil.

- After coaching & mentoring New Sales improved from 25% to 40%. Current achievement RM708,224 against target. This is through winback voice for Panasonic, FFM & J&J.

- ICT BPO performance remains the same.

Proposed to exit program by HOD (Yes / No)

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No

Name Band

Coach Target Setting Performance Remarks

3. Suffi Shafinaz Suffian (FSI 2)

2 David Lee Current performance: 26% (YTD Oct 2014) New Sales.Total Annualize revenue 2014: RM2.1 mil.Targets: To grow newly given accounts AMEX & Asian Finance.

- AMEX: proposed BCP backup for HQ PRI – projected value RM124k. Proposed VADS BPO Contact Centre – projected value RM50k. Proposed to add more PRI at HQ – projected value RM124k. Proposed connectivity lease line & IPVPN – projected value RM350k.

- Asian Finance: Propose E Banking Solutions – projected value RM500k.

- Overall, more leads & projects were created however her projects are long sales cycle which will only contribute in 2015.

Proposed to exit program by HOD

(Yes / No)

4. Nurul Shahrina Mohamad Shakir (FSI 2)

2 Hany Hud Funnel closed sales 99% (RM7 mil) as per Week 41.Targets: Been given new sales realized revenue target of RM500k.

- Between Oct – Dec, managed to bring in new sales amounting to RM1.6 mil.

Proposed to exit program by HOD

(Yes / No)

55

No

Name Band

Coach Target Setting Performance Remarks

5. Norfaseha Fahrozi (FSI 2)

1 Rusnani Md Zain

Collection: YTD collection RM41,549,739 .

Current outstanding: RM15,745 mil.

Final accounts outstanding RM1,840 mil.

Target: To settle current outstanding RM13,905 mil and final account outstanding RM1,840 mil.Account: CIMB

- TELEPHONY: Payment RM 2,212,970.36 received (Oct)

- DATA: Branch payment in progress RM 1,174,000 (pending payment approval due to pic overseas trip)

- TELEPHONY: Payment RM 1,739,637.33 received (Nov).

- DATA: Received branch payment RM 1,174,000.

- TELEPHONY: Payment RM1.8 mil received. (Dec)

- DATA: Branch RM 1,383,905, (addendum in the final stage of finalizing).

Proposed to exit program by HOD (Yes / No)

6. Fazillah Hadriah Ibrahim (CDM)

1 Aznor Azhar

Outstanding of > 3 months is 54%.Outstanding of Final Accounts is 1%.

Target: Total Outstanding > 3 months must be below 30% & 0% outstanding for Final Accounts.

- Outstanding of > 3 months has reduced to 26%.

- Outstanding of Final Accounts has reduced to 0%.

- Fazillah promoted to Exec in July 2014 after 13 years as a Non Exec has shown dedication & commitment in performing her tasks throughout her new role.

Proposed to exit program by HOD (Yes / No)

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No

Name Band

Coach Target Setting Performance Remarks

7. Marziyana Abu Bakar (CDM)

1 Haliza Yusof

- YTD Collection: RM4.987 mil

- Accounts > 3 months Outstanding: RM311,366.

Target: To collect outstanding >

3 months of RM311,366.

- October – reduced outstanding to RM292,311.

- November – reduced outstanding to RM267,786.

- December – reduced outstanding to RM161,398.

Marziyana has shown positive attitude & commitment. Has shown aggressiveness in collection & sending out reminders. Managed to reduced total outstanding from 31% to 28% for those > 3 months.

Proposed to exit program by HOD (Yes / No)

8. Nazwani Che Abd Rani (CDM)

1 Haliza Yusof

YTD Collection: RM1,535 mil.Outstanding > 3 months RM719,946.Outstanding 0 – 2 months: RM314,973.

Target:To collect both outstanding > 3 months & 0 – 2 months.

- October: Outstanding > 3 months increase to RM776,940 (July included). 0 -2 months reduced to RM292,366.

- November: Outstanding > 3 months reduced to RM121,640. 0 – 2 months reduced to 125,195.

- December: Outstanding > 3 months reduced to RM69,445.

- 0 – 2 months increased to RM277,158.- The balance for outstanding > 3 months

will be collected in Q1 2015.

Proposed to exit program by HOD (Yes / No)

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No

Name Band Coach Target Setting Performance Remarks

9. Keong Wei Jiao (SM)

1 Jacintha Teoh

Lacks technical knowledge in networking & ICT.Requires sharpening of skills in connectivity.

Target: 1. To attend fundamental networking class from TMTC.2. To attend ICT classes from VADS.3. Build up solutioning skills with more exposure vising customers.

- Has attended 1 training course for networking (Completed in October & November)

- Attended 1 training course for ICT (Completed in November).

- Has visited customers to size up solution requirements for UNISYS, Sports TOTO, Magnum, Tomei & Dialog E&C.

- Was involved in the preparation & submission of tender for SESCO (Supply & implementation of WAN) with a yearly revenue of RM700k.

Proposed to exit program by HOD (Yes / No)

10. Chia Ming Yong (SM)

1 Azdzidy Teh

Fresh graduate lacking in technical knowledge in connectivity & ICT products.

Target:To be able to meet customers independently to perform solution presentations & prepare proposals.Complete at least 1 connectivity / ICT training course.Submit 1 connectivity solution case per month.

- Able to prepare presentation slides fulfilling customer’s requirements.

- Assisted pre-sales team in tender preparation for RTM, DOME connectivity, revenue RM400k (2 years contract).

- Completed 1 ICT & Connectivity training course (Nov & Dec).

- Able to meet customer independently. - Submitted 1 connectivity proposal in Oct,

Nov & Dec.

Proposed to exit program by HOD (Yes / No)

88

No

Name Band Coach Target Setting Performance Remarks

11. Too Zhi Han (SM)

1 Azdzidy The

Fresh grad, lack of exposure in networking, connectivity & ICT products plus service delivery.

Target:Attend more TM & VADS training on products & service.Register for CCNA course.To furnish complete proposal on connectivity & ICT products.

- Completed training on ICT & Connectivity (Nov & Dec).

- Lead a tender for Petronas on IPDMR proposal.

- Able to work independently.- Completed proposals on connectivity

& basic ICT products once a month (Nov & Dec).

Proposed to exit program by HOD (Yes / No)

12. Salmah Saad (OP)

NE Kamariah Hj Hassan

Target:Produce quality orders & identify routine problems.Always be ready to execute tasks & do overtime based on projects.Solve system errors more prudently.

- Based on progress from Oct to Dec, has managed to achieve her order processing (normal order) targets.

- Target for total order processed: 400/month.

- Achievement: Oct (732) Nov (547 & Dec (421).

Proposed to exit program by HOD (Yes / No)

13. Noor Farhana Sheih Said (R&M)

1 Haslinawati Sohari

October Outstanding: RM1.256 mil. (80%)

Target:To collect amount outstanding & improve AR days.

- Performance improved tremendously as reduced total Outstanding > 3 months from 80% to 39% in Dec.

- Collection YTD is RM5.285 mil and TME AR days is 73 days.

Proposed to exit program by HOD (Yes / No)

99

No Name Band

Coach Target Setting Performance Remarks

14. Noor Haizah Husin

1 Rosina Ahmad

YTD Collection (Oct): RM4,425 mil.Total Outstanding: RM517,996.Final Accounts Outstanding: RM47,361.

Target: To clear up current outstanding & final account of RM517,996 & RM47,361.

- (October) DATA: Payment received RM240,845. TELEPHONY: Payment received RM155,969.

- (November) DATA: Payment received RM155,564. TELEPHONY: Payment received RM126,498.

- (December) DATA: Payment received RM66,782. TELEPHONY: Payment received RM134,885.

- In addition, has reduced Final Account outstanding from RM82,315 to RM45,925 in Dec. The remaining is pending BACR approval for adjustment meaning she will have 0 Final Account outstanding.

Proposed to exit program by HOD (Yes / No)

15. Norrita Jaafar

2 Rosina Ahmad

YTD Collection (Oct) RM5,868 mil.Total Outstanding: RM1,037 mil.Final Accounts Outstanding: RM34,464.

Target:To clear up total current outstanding along with Final Account.

- (October) DATA: Payment received RM195,856. TELEPHONY: Payment received RM528,850.

- (November) DATA: Payment received RM25,567. TELEPHONY: Payment received RM314,616.

- (December) DATA: Payment received RM49,773. TELEPHONY: Payment received RM451,154.

- Final Account pending BACR approval for CGG contract renewal amount to RM20,818.

Proposed to exit program by HOD (Yes / No)

1010

No Name Band

Coach Target Setting Performance Remarks

16. Gary Tay Chee Chung

2 Ghadaffi Tairobi

Current Sales Funnel is below 30%

Target:Increase sales funnel by 10% month to month vs target.Increase sales visits from 2 to 5 per week.

- Sales Funnel (October)Increased from 29% to 41% (improvement exceed

2%)- Sales visits (October) Increased to 4 visits.- Sales Funnel (November)Increased from 41% to 52% (improvement exceed

1%.- Sales Visits (November)Increased to 5 visits.- Sales Funnel (December)Increased from 52% to 61% (improvement less by

1%)- Sales Visits (December)Increased to 6 visits.

Proposed to exit program by HOD (Yes / No)

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1. For staffs who continue to not meet expectations despite coaching & guidance – may be considered for Level 1 (Below Expectation) rating during TME Moderation for year 2014.

2. All level 1 staffs will then undergo the Employee Productivity Enhancement Program (EPE) as per below diagram:

IR DivisionFinal

Performance Review

1 month

3. The first 4 months of EPE will be done at TME by the immediate superior through coaching & close monitoring with proper & complete documentation. Review sessions will follow to determine whether staff exits the program after first 2 months or continue for another 2 months where there will be a second (final) review.

4. If after 4 months, staff continues performing below expectations, he/she will proceed to the next phase in EPE which involves the IR division. During this phase, IR unit will require complete evidence, documentation & justification concerning the non performing staff before determining the exit plan (termination of employment).

2 months 2 months1st Review Session 2nd Review Session

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