Implemented Performance Improvement Plan at HK office

When I join this organization in 2009, HK office performance was really bad. After year end, its performance only managed to hit barely 50% of target given. HK office was OK prior to that year but somehow, misunderstanding and commotion between sales staff and the country manager got out of control and had affected overall sales performance. The employees were given minimal bonus due to Board's consideration however something must be done to ensure the performance was back to track. HR was involved togather with Finance Unit in HK and Sales Management Office in HQ to identify the weaknesses and draft perfoemance improvement plan for HK office. All sales staff including country manager were issued a show cause letter to explain why their performances were bad. They were also given a short term target to improve on month on month basis for the next 3 months. They were asked to discuss and if agreed to sign off the target given, and they were also asked what required from the management to ensure they achieve the targets given. They were then strictly tracked and monitored on a monthly basis. A month later some of them failed to achieve the monthy targets given, hence they were issued another warning letters. After 3 month ended, only one sales staff couldn't make it and she later resigned from the company without action being taken against her based on non performance. Otherwise, she must be given a chance to explain her reasons for not achiev ing the monthly target given 3 month in a row and if the explanation given was not satisfactory, she could be terminated based on non performance. Luckily that year, HK office managed to score 100%of their target given to them.

Sometimes, people need to be reminded before they can put performance and personal issue separately. If they were not 'hit', they'd not feel the 'heat'. The performance improvement program set, even though it looks more like disciplinary, but it's very detail and measurable as well as agreed by all parties. It's basically a SMART target which could be achieved if they were focused. It worked!

2010 was a good year for them and it continued in 2011. Hope HK office will also perform better this year.