Job Analysis and Job Benchmarking To Improve the Performances of Sales and Marketing Employees

Mr. Vinod Hange; Dr. Kirti Dharwadkar; Ms. Vijayalaxmi V. Hegade

Abstract

Improving the performances of employees is crucial for any organization. Many organizations try to implement various strategies on performance effectiveness like Incentive base pay structure, group incentives etc. Though it works as well but to the extent. In this paper we have studied and highlighted that there is gap between expected job to be done and understanding and performing of the job, due to this the Performances of employees within departments of same designation and job function varies. It is due to different people and their attitude and skills which difficult to control and improve. Here we have considered the designation of Area Sales Manager from the sales & Marketing department, one of the UK based company from Pune. We have taken the job interview and analyzed the job understanding of each ASM. We have studied gap, done comparisons and based on that we have standardized the job description along with KRAâ€Ÿs & KPI. After study it is found that the percentage increase in overall ASM performance is 13% for three-month period.

Keywords

Job Benchmarking, Job Descriptions, KPI i.e. Key Performance Index, KRAs i.e. Key Result Areas.

References

[1] “Human Resource Management” by K. Ashwathapa.

[2] “Standardization: Fundamentals, Impact & Business Strategy” by Dong Geun Choi, Dyung GooKang,

[3] The Intervention Research Framework: Background and Overview, Springer Science+Business Media Singapore 2016 N. McBride, Intervention Research, DOI 10.1007/978-981-10- 1011-8_2

[4] Benchmarking-Digital-Guide_HK https://www.thomasinternational.net/ThomasInternational/media /UK/Downloads/Benchmarking-Digital-Guide_HK.pdf

[5] Life-Role Development Group, 2001 Highlighthttp://www.life-role.com/documents/Summary- %20Key%20Result%20Areas.pdf

[6] „Standardization of Work in a Manufacturing Industryâ€Ÿ by Ratheesh PG, M. Tech Student, Mechanical Department, SCMS School of Engineering and Technology, Kerala, India

[7] „Strategies for Defining Key Performance Indicators in Researchâ€Ÿ by Priti Sahai, MD | Rashmi Sahni, PhD.

[8] The Intervention Research Framework: Background and Overview, (Chapter 2) Springer Science+Business Media Singapore 2016, N. McBride, Intervention Research, DOI 10.1007/978-981-10-1011-8_2

[9] A Study on Job Description and its Effect on Employee Performance: Case of Some Selected Manufacturing Organizations in the City of Pune, India” By Dr. K. Krishnam Raju1, Dr. Sweta Banerjee2

Cites this article as

M. V. Hange, D. K. D. , M. V. V. Hegade, "Job Analysis and Job Benchmarking To Improve the Performances of Sales and Marketing Employees", International Journal of Innovative Research in Engineering & Management (IJIREM), Vol-5, Issue-6, Page No-218-221, 2018. Available from: