Performance planning and assessment should be done on a regular basis. When done right, this is a communication tool that is a key part of sales enablement. Elements of a written planning and assessment template should include the following:
- Role mandate, based on business objectives and priorities
- Key accountabilities and accomplishments
- Performance objectives and accomplishments
- Personal effectiveness delivering results and working collaboratively
- Development objectives to improve skills and knowledge
- Overall summary of contributions
- Performance rating (exceptional, successful, below expectations)
So what do you do if the contribution is below expectations? Use a Performance Improvement Plan (PIP) when you have identified employee performance problems. The PIP plays an integral role in correcting performance discrepancies. It is a tool to monitor and measure unacceptable performance against the scorecard. In constructing a PIP, follow the guidelines below:
Define the problem using deficiency statements and always tie it back to the published scorecard. These clearly define the problems that exist with the performance and/or behavior of the employee. Each deficiency should be identified in a separate statement and should be directly related. For example: “Employee fails to complete assignments in a timely manner.” Such statements should be supported by appropriate documentation.
- Determine if the problem is an accountabilities problem (employee has not beenable to get the job done) or a competencies problem (employee does not performthe job the right way).
- Define the accountabilities where improvement is required and indicate what aspects of performance are required to successfully perform these accountabilities.
- Define the competencies where improvement is required and indicate what aspects of performance are required to successfully perform these competencies.
Establish the priorities of the duties.
- What are the possible consequences of errors associated with these duties?
- How frequently are these duties performed?
- How do they relate when compared with other duties?
Establish goals and timetables for accomplishing change in performance/behavior.
Develop an action plan.
- What will the manager do to help the employee accomplish the goals?
- What will the employee do to facilitate improvement of the product or process?
- Are the items reasonable?
- Can the items be accomplished?
- Are the items flexible?
Define measurement cadence.
- Establish periodic review dates (weekly to monthly)
- Measure actual performance against the standards
Establish a Performance Improvement Plan file for the employee. Check the wording to see that you:
- Use plain and simple language
- Cite specific references to identify areas of deficiency
Last step. Sign it along with the employee.
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