Aman HR Consultancy Services
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Study of
Performance Management Practices:
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The brief details of the company are as under:
Engage – encompasses Strategic
partnerships with reputed educational institutions to offer specialized work
study programs of varied duration on sales, retail and service management
Enable – This vertical is
responsible for managing e-learning and open learning programs for industry
and campuses and managing “Customer Confidence Centre”
Empower – This vertical offers
customized training programs for industry verticals to enhance Sales &
service capabilities.
Excite – This vertical will work
towards evaluation and recognition of excellence among practicing sales
professions through awards, events and conferences
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This survey is being carried out to
identify the best practices in the Industry for handling & enhancing
performance of the Sales Force.
The results & findings of this survey will be
shared with all the participants
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Instructions for the survey
1.
Please
bold the option to be selected
2.
Please
furnish details wherever necessary
3.
Kindly
attach annexure wherever possible
We
highly appreciate your Cooperation
A – Recruitment
- Size of
your Consultancy Team (Pan India)
a. Primary
b. Secondary (i.e. DSA sales people, dealers sales force, etc)
2. Channels of recruitment used for sourcing Consultancy Services,
what is the %of incumbents recruited by these channels?
a. Newspaper Ads _________%
b. Portals _________%
c. Consultants _________%
d. Employee referrals _________%
e. Campus _________%
f.
Others, if any___________________ _________%
g. Can’t say
3. What is the process of recruitment for Consultancy Services? (Kindly
provide recruitment form, copy of appointment letter, if possible)
a. Includes aptitude test
i.
Yes
ii.
No
iii.
Sometimes(please
specify)___________________________
b. GD
i.
Yes
ii.
No
iii.
Sometimes (please specify)______________________________
c. Interviews
i.
Yes, _____________(no.) rounds
of interviews
ii.
No
iii.
Sometimes (please
specify)__________________________
d. Psychological tests
i.
Yes (kindly
specify)_________________________(eg, Thomas profiling, 16 PF, etc)
ii.
No
iii.
Sometimes (Kindly
Specify)____________________________
4. What is the entry level designation for a frontline sales person in
your organisation?
5. What is the average number of Consultancy Services recruited per
year
a. Primary
b. Secondary
6. What is the overall attrition rate of Consultancy Services in your
industry?
7. What is the attrition rate of the Consultancy Services in your
organisation?
8. What is the average minimum duration an employee is at the frontline
sales level before he is promoted/makes a lateral movement?
a. Min 1-2yrs
b. Min 2-3 yrs
c. More than 3 yrs (Kindly specify)________________
9. Are the recruitment policies defined for the secondary Consultancy Services by the organisation?
a. Yes
b. No
c. Sometimes(Kindly specify)
B -
Induction
10. The duration of Induction training is
a. 1-2 days
b. 3-5 days
c. 5-7 days
d. More than 7 days
11. Induction training conducted by
a. Internal trainers only
b. External trainers only
c. Both internal & external trainer; Man days of training by
internal trainers____________; Man days of training by external
trainers____________
d. No policy
12. How frequently is the induction program for Consultancy Services redesigned/ revamped?
a. Less than 1 yr
b. Every 1-2year
c. Every 3 yrs
d. After more than 3 years
e. No policy
13. How many man days of the induction training is behavioural & how
many is skill based or technical?
a. Man days of Behavioural training_____________
b. Man days of Skill based training______________
C
–Coaching & Mentoring
14. Do you provide coaching for your Consultancy Services?
a. Yes
i.
Individual , one to one
coaching
ii.
Group coaching
b. Need based (Kindly specify) _________________________
c. No
15. Do you have the concept of a line coach for the Consultancy Services in your organisation?
a. Yes
b. No
16. How is the employee productivity of the Consultancy Services monitored?
a. Having a pre & post assessment session between the coach &
employee, & gauging the improvement in performance.
b. Any other method (Kindly specify)
c. No structured assessment
D -
Ongoing performance monitoring
17. Are the Job descriptions & KRAs clearly defined for the Consultancy Services?
a. Yes b.
Not clearly defined
18. Is the frontline sales employee given a regular feedback on his
current performance? If yes, how often?
a. Yes, every_______________
b. No structured feedback
19. Is there is a structured method for giving ongoing feedback? If yes,
how is it done?
a. Regular observation of his activities
b. Regular meetings with supervisor
c. Other methods (Kindly specify)____________
d. No structured method
E –
End of year appraisals (Kindly provide appraisal
form, if possible)
20. What is the process of performance appraisal used in the
organisation?
a. Interview Method
b. MBO
c. 360 degree appraisal
d. Other (kindly specify)______________
21. Who all are involved in appraising a Consultancy Services?
a. The manager only
b. The superior & the manager
c. The employee, the superior, the manager
d. Others
22. What is the frequency of PA for Consultancy Services in a year?
a. Once b.
Twice c.
Every Quarter
23. What is the objective of PA?
a. Promotions
b. Increments
c. Incentivizing performance
d. Talent identification
e. More (Kindly specify)____________________
24. Is the Consultancy Services counseled after the PA? Is counseling
provided to only poor performers or both good & poor performers too?
a. Yes; post PA counseling only for high performers
b. Yes; post PA counseling for only poor performers
c. Yes; post PA counseling for both good & poor performers
d. No structured post PA counseling done
**Are the secondary sales force included for the end of year
appraisals?
F –
Training needs
25. How are the training needs assessed?
a. Performance Appraisals
b. Supervisor’s inputs
c. Organisational plans
d. All or combination of the above/ others (Kindly specify)
26. How many minimum man-days of Consultancy Services is devoted for
training/employee/year? (excluding induction)
a. Minimum 3 days/year
b. Minimum 7 days/ year
c. Minimum 15 days/ year
d. More (kindly specify)______________
27. Is the training conducted by in house trainers or outsourced? (tie
ups with training Cos?)
a. Only in house
b. Only outsourced
c. Both; Man days/man hours of training by in house
trainers______________;
Man days/ Man hours of training by outsourced
trainers_____________
d. No policy
28. Number of in house trainers present__________________
29. Are your in house trainers certified? (Kindly mention Certification)
30. What are the skill sets for which training is imparted? Select all
which are relevant.
a. Technical________________________________
i.
Product
ii.
Service
iii.
Others (kindly
specify)___________________
b. Behavioural___________________________
i.
Team work
ii.
Motivation
iii.
Communication
iv.
Negotiation
v.
Others (kindly
specify)______________________
31. What are the methods used for training Consultancy Services? Please
select all which are relevant.
a. On the job
b. Classroom
c. E-learning
d. Videos
e. Virtual
f.
More/others (kindly
specify)____________________
32. Do you have a training calendar? When is the training calendar prepared
for the year?
a. October – December
b. December – January
c. February – March
d. Others (Kindly specify)_________
33. What are your peak training months?
a. Month__________________
b. ____________to ________________months
c. Happens year round, No specific peaks
34. What is the budget allocated for training/year? (% of total
expenditure/year)
**Are the Secondary Consultancy Services included for the in house
training programs?
G – Compensation,
Rewards & recognition (Kindly provide reward
policy, if possible)
- What is the entry level
compensation received by a Consultancy Services person in your organization?
a. Up to 1.5 lacs pa
b. 1.5 to 3.00 lacs pa
c. More than 3.00 lacs pa
36. What is the compensation structure followed for the Consultancy Services?
_______________% of fixed;
_____________ % of variables
37. What are the kinds of incentives given to star performers at the
frontline sales level?
a. Monetary
b. In Kind
c. Others, like holiday packages, club memberships, etc (kindly
specify)_____________________
38. What are the criteria for awarding recognition for the frontline
sales level?
a. Performance Appraisal based
b. Tenure
c. Consistent performance for ________months
d. Other (Kindly Specify)
39. What are the forms of recognition given to Consultancy Services?
a. Awards
b. Certificate
c. Training/participation in certain programs
d. Appreciation letter
e. Programs like “Employee of the month”
f.
All/ Combination/Others (Kindly
specify) _______________________
40. Do you have a special event in a year for announcing performance
rewards for the Consultancy Services?
a. Yes; there is a special event for recognizing performance of the Consultancy Services
b. The foundation day/ the annual celebration day
c. No special event
41. What is the budget for the event?
42. If yes, is the event conducted on company premises/outbound?
a. On company premises
b. Outbound, for ___________days
43. Does the event also include any outbound training sessions?
a. Yes, for _____________days
b. No training is conducted
44. What is the overall budget allocation for rewards & recognition
in your organisation? (% of total expenditure)
45. Is your organisation a member of any Sales forum?
a. Yes (Kindly specify)
b. No
Dheeraj
Chaubey
Chaubeydheeraj@gmail.com
dheerajchaubey.blogspot.com
+91-7873268773
HR
Professional
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