The challenge
The existing performance system considered only revenue, net sales and AUM — so staff were not fairly rewarded for their overall contribution.
Our approach
- ✓ Defined performance factors and agreed weightings with stakeholders.
- ✓ Built KPI sets for sales staff (revenue, retention, ethics, cost) and managers (team revenue, growth, productivity, ethics).
- ✓ Created a rating matrix from Excellent to Poor based on weighted scores.
The results
- ✓ Delivered monthly performance reports for staff and managers across all regions.
- ✓ Enabled fair, transparent appraisal decisions.
- ✓ Improved productivity and revenue contribution year on year.
