PROPOSED EMPLOYEE PERFORMANCE IMPROVEMENT STRATEGIES AT THE SALES DIRECTORATE OF PT XYZ AREA 2 USING THE MARS MODEL

• Main Author: Rizal Nugroho, Dwinanda
• Format: Theses
• Language: Indonesia
• Subjects: Manajemen umum
• Online Access: https://digilib.itb.ac.id/gdl/view/71143
• Institution: Institut Teknologi Bandung

Every businesses have a performance target that must be achieved every year, as well as PT XYZ Area 2 (Banten, DKI Jakarta, West Java). Revenue performance in Area 2 has the deepest YtD (2020-2021) declining by -8,74% compared to other areas. To improve company performance, leaders should focusing on human capital first rather than other aspects (marketing and sales) because all insights and ideas within sales and marketing aspects are originated from employee intellection. This research focused on the sales directorate which become the highest work intensity and responsibility. Meanwhile, the employee performance indicator (NKI score) of sales directorate area 2 for three consecutive semesters from 2020 semester 2 showed declining in the highest indicators (IS and BS). Employee performance has a significant role on the company’s growth and performance. Thus, to improve company performance, it should be identified what is the root cause of the decline in employee performance and finding solutions to be implemented. The purpose of this paper is to describe the existing condition of sales directorate employees in PT XYZ Area 2, assessed based on the Motivation, Ability, Role Perceptions, and Situational Factors (MARS) Model. This paper also discuss the root cause of the decreased Individual Performance Indicator (NKI Score) and provide alternative solutions for improving the employee performance. This research uses MARS Model to explain the existing condition of employee behavior in sales directorate PT XYZ Area 2. Researcher also uses Current Reality Tool (CRT) to identify root cause of the problem. In this study, data collection used in-depth interviews with several PT XYZ employees. Where each participant was selected using purposive and snowball sampling. The research indicates that there are several main factors causing a decline in employee performance, including leadership, rotation and promotion, job specific, benefit and rewards, and work system and policies. Some of the problems that occur are poor task management, poor leadership styles, complicated system policies, unfair and less transparency of promotion system, and new salary system policy (BSS) implementation. The findings suggest that it is necessary to make improvements to several working systems and policies, including develop a task management dashboard to solve the “Poor task management” problem, revamp the assessment system for top management for “Poor leadership styles” problem, offer feedback from employee for “Complicated system policies” problem, evaluate career development path policy for “Poor in employee development” problem, change the authority of assessment to a third party, and improve salary based on roles categorization for “New salary system policy implementation” problem.