Business Case Presentation
Transcript: Background Report Pitchaya Timpratuang 15 December 2022 Analysis and Plans Analysis and Plans Exit Interview Categorized Green = Insentive/Compensation = 7 persons. Orange = Career Growth = 5 persons. Grey = Others = 4 persons. Incentive/Compensation Incentive/Compensation Issues • Sales incentive is not attractive. • Sales target allocation seems unfair. • Can’t achieve sales target; hence actual sales incentive is less than 100% payout. • Sales incentive at target 100% is less than competitors. • Fixed compensation is lower than competitors. Market pays more fixed income. • Compensation is less than competitors. • Based salary is not competitive. Incentive/Compensation Issues - Intervention Plans (1/2) • Review Business Target Pre - Sales team sharing (HR as facilitator for workshops, brainstorm, support) - Review strategy (SWOT, five force models, STP model, 7Ps) - Review current market (market volumn, ration) Process - Proposal to managment (set new target, solution) Post - Encourage bottom-up culture. Incentive/Compensation Issues - Intervention Plans (2/2) • Indirect compensation substitution - Travel allowance / mileage claim - Group / life insurance - Long year service recognition - Flexible point Career Growth Career Growth Issues • Career growth • Career opportunity - Got higher position outside the company. • Limited career opportunities • No career growth • Got higher position Career Path Challenge Career Growth Issues - Intervention Plans (1/3) • Set Career Plans 1 Year • Evaluation • Re-train No 3 Months 6 Months • Achieve assignment • 100% sales target Role enhancement Sales skills training • Pressentation skill • Communication skill • Problem solving skill Yes Give Assignment .................... • Abroad project • Delegation abroad Promotion .............. 5 Years 3 Years 2 Years Career Growth Issues - Intervention Plans (2/3) • Position Level Sales Manager Senior Sales Sales Officer Level 7 (Experienced worker, 3 YOS) Level 8 (Experienced worker, 1-2 YOS) Level 9 (new comer with experience) Level 10 (non-experience, new gratduated) .............. ........... ....... .............. ........... ....... Level 5 (Experienced worker, 5+ YOS) Level 6 (Experienced worker, 4 YOS) Career Growth Issues - Intervention Plans (3/3) • Internal Transfer Sales Officer AH team 3 Sales Officer AH team 1 Sales Officer AH team 2 Others Others Issues • Supervisor didn't support enough. • Too many workloads • Family reason. • Personal reason. More information NEEDED!! Anonymous Exit Interview Create public Google Form or MS Form which can be accessed from anyone as anonymous. Others Issues - Intervention Plans (1/2) Mediator Concept Others Issues - Intervention Plans (2/2) Business Case Presentation Company A Established for 10 years in the pharmaceutical industry in Thailand. Total employees are 100 persons with - Sales force 60 persons - Non-sales force 40 persons. 80% of total employees have years of service less than 5 years. The Company A is facing high turnover rate in sales force in 2022 comparing to 2021 Headcount Report and Resignees 2021 - 2022 • Year 2021 Average Headcount = 99.41 persons. Total Resignees in Year = 7 persons. *Sales force = 6 persons. /Non-sales force = 1 person. Turnover rate = 7.04% • Year 2022 Average Headcount = 98.66 persons. Total Resignees in Year = 16 persons. *Sales force = 15 persons. /Non-sales force = 1 person. Turnover rate = 16.22% 2022 Exit Interview Green = Insentive/Compensation = 7 persons. Orange = Career Growth = 5 persons. Grey = Other = 4 persons. 2023 Resignees Forecast 2023 Resignees Forecast - 0.75 + 130.40% + 130.40%