INDIAN INSTITUTE OF MANAGEMENT KOZHIKODE,

POST GRADUATE PROGRAMME

PGP 24 – SECTION B

Human Resource Management

Behaviourally Anchored Rating Scale (BARS)

Roll No. Name

Primary Research on BARS Chart

ABC

Type: Interview

Company: Nestle

Role: Brand Manager

Overview:

Professional component and personal growth component, these are the two parts of
the performance appraisal system. There are several other subcomponents that have been
elaborated below. 5 goals are already set in the professional goal setting category before
the beginning of each performance appraisal cycle. Identification of a few goals that an
employee wants to achieve in the personal growth component for a given appraisal cycle is
also a requisite in the process. After these objectives are set, the employee must work
towards accomplishing the set goals throughout the period. Depending on the level of
performance considering each such category and/or over performance by going beyond the
description of job, an employee gets a rating of either 1,2,3 or 4. 1 being the highest and 4
being the lowest.

Professional Growth Components:

1. Increase business by 10%

2. Increase sales by 20%

3. Increase market penetration by 5%

 4. Increase market share by 1%

Personal Growth Components:

1. Improving communication skills

2. Ameliorating data analytics skills

3. Enhancing negotiation skills

PQR -

Type: Interview

Company: Dunzo

Role: Sales Manager

Overview:

Dunzo started a new business of B2B supply chain management business in which
the company was acting as a one-stop shop solution for all the procurement of raw
materials to restaurants and 5 star hotels. In the beginning, the incentive structure was
made differently for weekly and monthly. The employees were given an opportunity to own
the business by handling different aspects of the business right from doing sales to account
management to payment collections etc as the team size was small. There were different
targets that were kept for payment collections, sales and account management. Metrics
were observed daily. The promotions came quick and in response to the quality of work.
Flexibility for meetings, working hours, etc. was provided. Large amount of authority was
given to the Dunzo employees. Many employees in the organization were given ESOPs
within 2 years of their life at the company.

Skills:
 1. Good Communication skills
2. Good Negotiation skills
3. Willingness to work in Dynamic environment
4. Analytical skills

Professional Growth components:

1. Identifying new markets

2. Increasing sales
3. Improving market share
4. Growing Sustainably

XYZ-

Type: Interview

Company: Bosch

Role: Sr. Technical Account Manager

Overview:

Evaluation of duties undertaken to grow the territory managed by the salesperson,

as well as gauging the exhibition of company core values in the daily activity is at the centre
of the performance evaluation. Apart from these factors, the overall execution of daily
responsibilities in the form of Daily Sales Execution is also assessed, i.e. the quantity and
quality of sales calls completed per day. At the end of the business cycle, yearly evaluation
occurs. Moreover, the employees are expected to identify a few areas of self-improvement
and rate themselves based on the achievement of these goals per year and further create
an Individual Development Plan.

Depending on the level of performance pertaining to each of these heads and/or

overachievement by going beyond the call of the duty, an employee has to rate him/herself
and also gets a rating from his/her supervisor in the form of either Adequate performances,
Superior performances, or Below Expectations in each of the sub-heading, and an overall
aggregate of all the ratings decides areas to work upon and rewards for good
performance .Furthermore, awards for Top Sales in various domains are given for achieving
highest sales targets in different zones and business units, as well as incentives are provided
on a monthly, quarterly, and yearly basis for over-achieving sales and collection targets.

Professional Duties:

1. Increase in Sales
2. Improved Collection
3. Focus Products
4. Growth of E-Business
5. Daily Sales Execution

Company Values:

1. Teamwork
2. Integrity with focus on results
3. Reliability and credibility
4. Responsibility and sustainability