11

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

22

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

33

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)

44

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)

66

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)

77

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)

11

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

12