PROPOSED PERFORMANCE APPRAISAL USING MANAGEMENT BY OBJECTIVES METHOD (CASE STUDY: BTN BANDUNG TIMUR BRANCH)

• Main Author: RIYAN GUTOMO PUTRA - Nim: 29115541 , MUHAMMAD
• Format: Theses
• Language: Indonesia
• Online Access: https://digilib.itb.ac.id/gdl/view/29321
• Institution: Institut Teknologi Bandung

<p align="justify">Bank Tabungan Negara is a State Owned Entreprise banks in Indonesia whose main business is to provide property credit services, Housing or Apartment loans. Nowadays, Bank Tabungan Negara is growing with its housing business. In 2016, target of 570,000 housing units, the realization of housing loan disbursement by Bank BTN has reached 104.5% .Unfortunately, not every BTN branch offices perfroming well, one of the branch is BTN East Bandung branch office. BTN East Bandung can not achieve their credit target, although the needs of housing in the area of East Bandung and surrounding areas is very high. Objective of this research is to identify problems that affected BTN East Bandung not reach their target sales for KPR. In finding root cause problem, author conduct analysis about BTN East Bandung current condition, market in West Java, and qualitative research. From the analysis result, author found that problems appear due to several issue, such as poor sales performance, sales member feels dismotivated related current provision about compensation, lack of networking and capabilities from sales member. Beside that BTN East Bandung branch office has not yet implemented performance appraisal process for their sales team member which cause it’s hard to determine which skills set that needs to be improved in order to increase sales team member capabilities. In this research, author also aims to assist the company to design new performance appraisal in consumer lending unit. Performance appraisal is very important because through the measurement of performance can be known how efficiently employees have run its function. In addition, employee performance appraisal results will provide important information in the employee development process. Author adopting MBO (Management By Objective) method to assign goals metric for new performance appraisal in BTN East Bandung branch office. Result from this research, author propose to breakdown goals metric into several categories such as quota fullfillment, attendance, prospecting activity, closing ratio, customer complaint, customer retention and on time reporting. Author also propose credit synergy within credit division in BTN office and reward&punishment program that intended to increase perfromance for consumer lending unit. Implementation of the several solution in terms of build new perfromance appraisal and propose reward&punishment program within a period of up to six months. By implementing the expected strategy, consumer lending unit in BTN East Bandung branch office expected to increase their sales member perfromance and able to build trust within the client and achieve their target KPR sales.<p align="justify"> <br />