NMIMS Global Access
School for Continuing Education (NGA-SCE)
Course: - Performance Management System
Internal Assignment Applicable for June 2023 Examination
ANS 1: - Self Appraisal form for Sales executives at Roohi Medical Devices Ltd: -
In my second year as a sales representative at Roohi Medical Devices Ltd, my
goal was to increase my target sales as compared to the previous year. I have
crossed last year's benchmark and exceeded my set target sales throughout the
year. The highest I have recorded is selling 110% of my target in September. The
major factor in my success is understanding the customer requirement and
serving them accordingly. I have answered my customer's inquiries patiently
and have maintained a turnaround time of less than 24 hours for their
inquiries. My timely responses have helped to attain 30% new customers and
retain 70% of existing customers. Although I have met almost all my monthly
targets, sometimes I faced difficulties in my daily work. I missed meeting my
daily targets on few occasions. I believe these were the opportunities to
contribute more to the sales team. I could have managed my daily tasks in a
more consistent way. I am working on my time management skills to work
more efficiently in my daily activities. I have enjoyed working as a Sales
Executive for the last 2 years. I have improved continuously on my skills and
have consistently met my goals. Hence, I believe I am ready to handle the roles
and responsibilities of a sales executive. As a sales executive, I would lead a
team of sales executives, guide, and train them using my experience and skills I
have developed here. I have always believed that working as a team makes the
work simple and helps to achieve team goals efficiently. Thus, I would try to
implement team-building activities that would help the team work and
improve together. I look forward to continuing working and growing together
with Roohi Medical Devices Ltd in the coming years.
ANS 2: - TARA STYLES BALANCED SCORECARD
Scorecard Scorecard
Measures Performance
YEAR 1 YEAR 2 Initiatives
Percentage change
Sales revenue
in revenue from one +2, 24% +3.7%
growth
period to next
3,032 3,125
Net Profit Profitable growth
million million
FINANCIAL
Return on
capital
Maximize returns 15% 17%
employed
(ROCE)
Customer Customer Maximize satisfaction levels of customers along with
89% 93% specific performance criteria required for the value
satisfaction satisfaction index
proposition.
Customer Customer retention
88.5% 94%
retention rate
CUSTOMER
Increase the rate at which a business unit retains or
Professional and maintain on going relationships with its customer.
Market share business market 20.2% 20.5%
share
The company has been targeting emerging markets.
Tara Styles will also target more markets in the
future.
Maintain and even maximize the use of effective
INTERNAL PROCESSES
assets.
Return on
Asset utilization 9.73% 15.50%
assets (ROA)
Receivable Maximize debtor Increase customer satisfaction by improving
7.11% 6.88%
turnover management customer service.
Revenue per The number of sales
4.792 4.830
employee generated per
million million Enhance employee training.
(RPE) employee
Percentage of
Employee
employees who 58% 81.7%
training
attended trainings
After few years Tara Styles wish to train all their
Percentage of employees with “Training for all program”.
Employee
voluntary employee 21.1% 13.8%
turnover
turnover
LEARNING
(Research and More benefits for employees. Ex- pension,
Investments on incentives, health insurance, etc.
innovation)
research and
Opportunities 3.7% 3.4%
innovation in
and
percentage of sales
improvements Keep updated to customer data bases.
ANS 3: - a) Goals as a ‘Sales manager’ at ‘Your Workspace”: -
1. Improve sales process efficiency: - This goal is appropriate for sales
managers since the position provides perspective on how the current
sales process works for the team. A sales manager can take the data from
their team and evaluate where there are bottlenecks or obstacles. As a
manager, they have more voice and power to create systemic change to
solve these problems for their teams.
2. Improve individual mentorship: - Aiming to improve mentorship of each
team member can help a sales manager develop leadership skills and
encourage individuals as well. To meet this goal, you might dedicate more
time to individual conversations, pass on valuable resources and help
team members earn promotions and apply for higher positions in the
company.
b) Goals as a ‘Admin manager’ at ‘Your Workspace”: -
1. Office management: - Administration managers oversee the day-to-day
running of the organization’s business and they discharge their duties
with an aim to deliver exceptional office management. An administration
manager supervises the reception work involving the receipt and
direction of office guests, phone coverage and clerical tasks such as data
entry, filing and scheduling. While these functions are routine, daily
proper execution keeps the organization running smoothly and facilitates
the activities of all the other departments.
2. Organizational planning: - A competent administration manager is
invaluable to organizational planning and accountability initiatives
because he is in touch with the needs of the organization. He supervises
the procurement and use of organizational supplies and is best-placed to
contribute to discussions and strategy formulation on quality assurance
and cost control. The manager works with all the departments in the
organizations and responds to inquiries from both within and outside the
organization. In this position, he gathers information about how each
organizational department functions.
