Action Plan Sales Operation 2022

Fungsi : Sales Support

Direktorat : Sales & Marketing

PT. PERTAMINA LUBRICANTS

CONFIDENTIAL AND PROPRIETARY

Any use of this material without specific permission of PT PERTAMINA (Persero) is strictly prohibited.
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objective Action / Activity Scheme action Timeline executed Key success factor budget

Operation - one territory one supervisor recruitmen & monitoring Jan-dec’22 80% fullfilled +/- 10 M
people

Sales merchandiser recruitmen & monitoring Jan-dec’22 90% fullfilled +/- 8 M

Implementasi dpg bso retail refreshment check list item dpg bso Jan-dec’22 Executed, implemented all distributor -

Implementasi dpg bso industri lube consultan Jan-Jun’22 Executed, implemented all distributor +/- 1M
SAM/ASI
next to distro (tmt apr’21)
*training & pendampingan

kpi sales competition (retail industri)  basis kpi Jan-dec’22 Poor level <30% +/- 3M
• Basis kpi  reward by quota
• Basis performance iwa  certificate & reward tokped
• Basis performance power  salesteam (ptpl & distro)

sales competency competition (retail  kompetisi region Juli’22 Executed (1x) +/- 300jt
industri)  kompetisi pusat
 presentation
 sales idea & implementation impact
 sales team (ptpl & distro)

Training spv territory
Training lube consultan
Training Salesman
 Leadership Effective communication Jan-dec’22 4x training/year Budget team
 Managerial & supervisory skill speedup
 Achievement motivation training
 Coaching excellent
 Product knowledge fastron
 Consultative Selling Skill
 Problem Solving
 Negotiation Skill
 Leadership Effective Communication
 Salesmanship, refreshment DMS, product 2x training/year

Operation –  Account management Compliance and tracking kpi distributor Jan-dec’22 implemented -
system DMS  Enchancement dashboard

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PROGRAM SUMMARY 2022

TYPE PROGRAM TARGET PROGRAM PIC REMARKS

PUSH DISTRIBUTOR/ BLITZ
OUTLET/
MEKANIK EXAV
STARTER PACK
AYO SCAN POWER
NGOBENK (Ngobrol Bareng Bengkel)
MYSTERY SHOPPER
PULL KONSUMEN TEMATIK
ENDURONESIA/FASTRONATION/UMKM
NGOBRAS (Ngopi/Ngobrol Bareng Komunitas)
TIMELINE
STARTER PACK & BLITZ
MYSTERY SHOPPER

AYO SCAN POWER

NGOBENG

EXAV FASTRON GOLD & DIESEL

EXAV MATIC V, COOLANT, MTF, ATF

Jan Feb Mar Apr Mei June July Aug Sept Okt Nov Des
ENDURONESIA/FASTRONATION/UMKM
PROGRAM TEMATIK

NGOBRAS

OUTLET/BENGKEL

MEKANIK
KONSUMEN
objective Action / Activity Scheme action Timeline executed Key success factor budget

Increase sales Blitz high tier (contract outlet)  Set up target based on history : Jan – Des’22 3500 outlet enduro +/- 16.67M
volume high (fastron techno & ecogreen) Enduro series up. 12-25%, history < 400ltr/bln  Reward monthly 1200 outlet fastron
tier (enduro matic, matic s, matic G & Fastron series up. 10-40%, history < 1000ltr/bln  Reward semester Add. 1218 kl/thn
racing)  Cost ratio enduro (4-6%) Register by power 90% join
 All tipe outlet meet requirement  Cost ratio fastron (9-11%) *calculated based on 70% pass program,
 Reward saldo link aja outlet register program
Maintain cash Blitz NHT (contract outlet)  Set up target based on history up 8-30% (history < Jan – Des’22 4000 outlet +/- 3.8M
cow product (prima xp, med sx, sc, mesran 1000 liter/bulan)  Reward monthly Add 1903 kl/thn
super 0.8ltr & 1ltr)  Cost ratio 1% Register by power 90% join
 All tipe outlet meet requirement *calculated based on 70% pass program,
 Reward saldo link aja outlet register program
EXAV fastron Bundling fastron  Min. order 30liter per sales order (Min ada 6ltr Jan – Juni’22 1100 outlet +/- 4.2M
gold & diesel • buy fastron diesel & Med S, fastron)  Reward monthly Add. 377 kl/6bln
• Buy fastron 0w20, 5w30, 5w40  Cost ratio 15% Transaction dms 60% join
& Mesran Spr 4ltr) 70% pass program,
Booster Fastron
• buy fastron diesel or gold
 Bengkel/toko 4w, competitor
ready lubes
 saldo link aja
EXAV Matic V, Spreading product focus (matic v, Buy matic v 6ltr get saldo linkaja ( 25rb sd 62rb) Mar – Des’22 Dropsize matic v naik 12ltr  18ltr +/-5.1M
Coolant, ATF coolant, rored mtf, pertamina atf) Buy coolant 6ltr get saldo linkaja (10rb sd 25rb)  Reward monthly Dropsize coolant naik 48ltr  72ltr
dan MTF Buy atf, mtf 6ltr get saldo linkaja (25rb sd 45rb) Transaction dms Dropsize atf mtf naik 21ltr  32ltr
Total add. 478 kl/10bln

Starter Pack Starter pack saldo link aja  New active outlet (NOO) & reward activation by Jan – Des’22 10.000 outlet / tahun (AO end +/- 1.485M
New Active Enduro Matic S &/Prima XP 20W50 salesteam  Reward monthly of Dec’22 41rb)
Outlet Transaction dms Add. 232 kl/thn

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objective Action / Activity Scheme action Timeline executed Key success factor budget

Booster IWA Mini gathering for  Program Mini Gathering untuk prospect customer ditujukan untuk Periode Program Mini Add volume IWA 3000 KL/thn +/- 7M
customer industry mempercepat proses eksekusi penggunaan pelumas Pertamina di Gathering berlangsung 4
customer prospect yang dituju. kali dimulai pada bulan
 Setiap Sales Region akan dipilih 5 (lima) distributor yang memiliki April 2022 – Jan 2023
pencapaian KPI “Maintain Customer Volume” tertinggi untuk
mendapatkan support program ini.
dimana pelaksanaannya 1
kali tiap distributor dalam
Pending
 Evaluasi pencapaian KPI “Maintain Customer Volume” periode triwulan dimulai dari
triwulanan sebagai dasar penentuan Distributor yang berhak triwulan II dengan hasil
mendapatkan program tersebut, dan masing – masing Distributor evaluasi di TW I.
berhak mengundang prospect customernya ke dalam acara mini
gathering yang diselenggarakan oleh Pertamina Lubricants
 Region akan melakukan eksekusi pelaksanaan acara mini
gathering dengan budget yang telah ditentukan dalam program ini
dengan menunjuk Event Organizer yang ditunjuk oleh pusat selaku
pemenang tender pelaksanaan program mini gathering ini

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Sales Performance (cut off : 31 Jan, DO : 6 Feb)
Main issues :
• Kekosongan beberapa produk ex. Rored series (all area), mesran marine,
enduro racing (region 7), meditran sx ( region 3 dan region 4)
• Materi promotion/merchandise/posm yang dibutuhkan oleh sales region
• Kompetitor aktif melakukan program penetrasi kepada enduser (ex : castrol
 promo masker, shell  free filter oil,
Improvement :
• Program enduser di custom outlet (smdra)
• Pemenuhan produk, focus di produk yang menjadi target program sales
promo (ss)

Main issues :
• Kekosongan produk rored series, beberapa produk
meditran s dan beberapa produk (maxcoo, turalik c220,
grease sg NL  region 3), kompen 68, med. Geo, masri 
region 1)
• Pemerataan distribusi produk (region 2)
• Unperformed Distributor temp to PHU (region 4)
• Beberapa kondisi market mulai pulih khususnya d segmen
Agro, Mining dan Steel
Improvement :
• Program promo winback (region 1 dan 5)
• Percepatan penyelesaian negosiasi dan kontrak Customer
• Pemenuhan produk, khususnya top 20

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Sales Performance (cut off : 31 Jan, DO : 6 Feb)

Sell in 21 HK 0 HK
Segmen Target Real sd 31.01 Realisasi harian % / day Sisa HR Est. Sell in (normal) Est Jan (normal)
Retail 11.551 9.515 453,1 3,92% - 9.515 82%
Industri 11.234 9.003 428,7 3,82% - 9.003 80%

Segmen Est. sisa days KL/day Est. Sell in Est Jan

sisa 0HK Retail 4,33% 500 9.515 82%
Industri 4,45% 500 9.003 80%

Sell Out
Segmen Target Real sd 31.01 - Est. Sell Out Est Jan vs target Est Jan vs sell in
Retail 9.241 9.717 - 9.717 105% 102%
Industri 8.987 7.062 - 7.062 79% 78%

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Summary Program January 2022 (cut off : 31 Jan, DO : 3 Feb)
Program Objective Target Realisasi % Keterangan Budget
(000 IDR)
Berada pada tahap awal program. Diharapkan mulai Februari
Peningkatan Jumlah aktif terjadi peningkatan yang signifikan
Starter Pack NAO outlet (new active outlet) 50 12 24% Kendala :
• outlet NAO / belum active dominan belum memiliki akun 16.650
power
Starter Pack Peningkatan Jumlah aktif 1.000 369
• Visit outlet yang menjadi target 57%
outlet (register outlet)
37% Improvement :
Promo Diskon
• pemberian notifikasi outlet di apps DMS (muncul pop up)
*satuan : outlet, • Insentif salesman untuk booster peningkatan akun power

*satuan : outlet join 3.999 3.142 79% Pendaftaran program telah mencapai 69% dengan % visit
Blitz Enduro *satuan : KL 349 297 85% diatas 90% target Blitz. Diharapkan mulai Februari outlet
Peningkatan sudah fokus mengejar masing-masing targetnya
683.000
Jumlah *satuan : outlet join 1.200 1.128 94% Kendala :
Blitz Fastron *satuan : KL 157 124 79% • Posisi stok outlet awal tahun yang masih cukup tinggi
Dropsize
Improvement :
Outlet • Identifikasi outlet-outlet yang tidak/belum memenuhi
*satuan : outlet join 5.000 2.314
Blitz NHT 46% target
*satuan : KL
800 859 107%
Dibutuhkan waktu yang lebih untuk penyesuaian karena Sales
Peningkatan Region masih fokus kepada Blitz & implementasi KPI
EXAV Booster dropsize dan Kendala :
avalability produk *satuan : outlet join 1.461 • Proses sosialisasi/informasi program yang masih perlu di 196.600
-6% 345 24%
high Tier Fastron tingkatkan
Gold dan Fastron 20 19 Improvement :
EXAV Bundling +9% • Identifikasi outlet-outlet yang tidak/belum memenuhi
Diesel
target
7 7 • Executed canvassing by SAM/SAS  direct taking order
• Diperlukan program kepada end user
Gold Diesel 9
Program Starter Pack NAO
PROGRAM NAO
Tujuan Program: Untuk meningkatan jumlah REGION
Target NOO per Okt Lolos NAO % Lolos
Outlet NAO 2021 Jan NAO Jan
aktive outlet dan register outlet secara
REGION I 7 465 2 29.2%
nasional
REGION II 5 738 - 0.0%
PROGRAM NAO
REGION III 11 289 6 56.5%
NOO per Okt Lolos Outlet % NOO VS NOO Belum
REGION Nama SAM REGION IV 7 705 1 14.4%
2021 NAO JAN NAO aktive
REGION V 10 419 2 19.8%
REGION I INDRA YUDANTO 151 1 1% 150 5 270 1 19.6%
REGION VI
REGION I FUAD ASSIFA 314 1 0% 313
REGION VII 5 373 - 0.0%
REGION II MIKAEL RENANDA 279 0 0% 279
TOTAL 50 3,259 12 24.0%
REGION II ABIZAR AL GHIFARI 406 0 0% 406
REGION III NAUFAL NUSAPUTRA 72 1 1% 71 *noo dominated by pertashop
REGION III RIZAL WAHYU ABDILAH 96 0 0% 96
REGION III WAHYUDI KURNIAWAN 13 0 0% 13
REGION III HANIF FAJAR 69 5 7% 64 Evaluasi:
REGION III KEVIN SEMBIRING 39 0 0% 39
REGION IV ANJAR BIMA PRAKOSO 442 1 0% 441  Internal
REGION IV NOOR KHAKIM 263 0 0% 263
 Diperlukan dorongan dari SAM/SAS kepada SPV & Distributor dalam peningkatan NOO/NAO di area masing-
REGION V RYAN KRISHNA ALANDRA 119 1 1% 118
REGION V RENDY NUGRAHA 26 0 0% 26 masing
REGION V FAJAR NUGROHO 20 1 5% 19  Monitoring & evaluasi secara konsisten beaik level SAM/SAS, Region & Distributor.
REGION V YUDHA FAJAR ROSYADI 254 0 0% 254  External
REGION VI AGUS SULAIMAN 117 1 1% 116  69 outlet telah melakukan first transaction tetapi tidak memiliki akun power/tidak aktif sehingga tidak masuk
REGION VI NANDA SATYA ANINDRA 153 0 0% 153 ke dalam realisasi NAO
REGION VII HANIF PERWIRA UTAMA 125 0 0% 125
REGION VII ABYAN NAUFAL ALLAM 118 0 0% 118
0% 130
Support:
REGION VII ANDRO COHEN 130 0
 Insentif Tambahan untuk sales MD 15rb/NAO dan 5rb/NAO untuk SPV

Usulan Perbaikan:
Mayoritas NOO yang belum menjadi NAO adalah outlet Pertashop, sehingga diperlukan program khusus dalam
melakukan aktivasi outlet ini

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Program Starter Pack (Promo Diskon)
Tujuan Program: Untuk meningkatan jumlah
aktive outlet dan register outlet secara Tambahkan table by region
nasional

Target
staterpack
REGION Nama SAM VISIT JAN % VISIT Lolos Jan % Lolos Jan
Promo
Diskon

REGION I INDRA YUDANTO 1307 801 61% 4 0%

REGION I FUAD ASSIFA 2427 943 39% 43 2% Evaluasi:
REGION II MIKAEL RENANDA 923 517 56% 6 1%
REGION II ABIZAR AL GHIFARI 1363 897 66% 11 1%
 Internal
REGION III NAUFAL NUSAPUTRA 1351 747 55% 20 1%
 Memastikan outlet yang menjadi target dialokasikan kepada Salesman (12,575 Outlet)
REGION III RIZAL WAHYU ABDILAH 1465 787 54% 14 1%
 Baru 57% yang tervisit di January untuk target, sehingga belum ditawarkan program
REGION III WAHYUDI KURNIAWAN 1091 620 57% 36 3%
 Diperlukan evaluasi bersama dari Pusat, Region dan Distributor
REGION III HANIF FAJAR 1146 807 70% 26 2%
REGION III KEVIN SEMBIRING 848 292 34% 8 1%
 External
REGION IV ANJAR BIMA PRAKOSO 2296 1703 74% 24 1%
 Terdapat 354 outlet lolos namun belum bisa menerima reward karena belum mendaftar Power
REGION IV NOOR KHAKIM 2327 1758 76% 34 1% (Tools potongan diskon)
REGION V RYAN KRISHNA ALANDRA 1994 1262 63% 18 1%
REGION V RENDY NUGRAHA 1740 496 29% 12 1% Support:
REGION V FAJAR NUGROHO 1457 883 61% 24 2% Monitoring rutin
REGION V YUDHA FAJAR ROSYADI 1415 984 70% 17 1%
REGION VI AGUS SULAIMAN 1374 1013 74% 22 2% Usulan Perbaikan:
REGION VI NANDA SATYA ANINDRA 1941 759 39% 18 1% Reward 25rb & 35rb dirasa belum menarik jika dalam bentuk Saldo LinkAja (Harus install Power dan LinkAja)
REGION VII HANIF PERWIRA UTAMA 446 145 33% 5 1%
REGION VII ABYAN NAUFAL ALLAM 856 542 63% 16 2%
REGION VII ANDRO COHEN 1252 546 44% 11 1%

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Program Blitz
co 31.01.2022, DO co 03.02 70% 1 1
Progress Blitz 2022 ENDURO Vol SO Program Enduro

Outlet Outlet
Konfir %Konfi % lolos/ % lolos/ Sales Vol Real
Sales Region Target Joined % Joined Kurang Perlu Peserta Reward Vol Joined % Joined
m rm joined target Region SO Joined
Outlet Outlet Outlet Pembeli Follow Up Lolos Bulanan (Rp) (kL) Vol
Tidak Tidak outlet outlet (kL)
an DO
Ikut Ikut
REGION I 338 222 66% - 0% 85 20 117 53% 35% 17,875,700 REGION I 25.57 21.70 85%
REGION II 249 173 69% 1 0% 80 21 72 42% 29% 16,412,800 REGION II 21.26 15.86 75%
REGION III 1,222 1,085 89% 1 0% 500 96 489 45% 40% 117,663,600 REGION III 135.71 118.09 87%
REGION IV 361 318 88% 3 1% 165 31 122 38% 34% 21,429,700 REGION IV 33.57 28.80 86%
REGION V
REGION VI
808
464
699
315
87%
68%
3
4
0%
1%
376
154
84
17
239
144
34%
46%
30%
31%
35,765,100 REGION V
23,542,500 REGION VI
66.15 56.57 86%
Evaluasi:
31.29 25.70 82%
REGION VII 557 330 59% 1 0% 192 32 106 32% 19% 18,190,400 REGION VII 35.23 30.24 86%
Total 3,999 3,142 79% 13 0% 1,552 301 1,289 41% 32% 250,879,800 Total 348.79 296.94 85%  Internal
Progress Blitz 2022 FASTRON Vol SO Program Fastron
 Kelolosan yang rendah dibandingkan dengan status Outlet yang sudah ikut
Sales Region Target Joined % Joined
Konfir %Konfi
Outlet
Kurang
Outlet
Perlu Peserta
% lolos/ % lolos/
Reward
Sales
Region Vol Joined
Vol Real
% Joined
 Diperlukan follow up yang konsisten perihan kekurangan penebusan
m rm joined target SO Joined
Outlet Outlet Outlet
Tidak Tidak
Pembeli Follow Up
an DO
Lolos
outlet outlet
Bulanan (Rp) (kL)
(kL)
Vol
program
REGION I 93 74 80%
Ikut
-
Ikut
0% 29 3 42 57% 45% 23,081,000 REGION I 10.27 9.07 88%
 Diperlukan penyesuaian karena program baru berjalan satu bulan
REGION II 94 94 100% - 0% 58 9 27 29% 29% 16,448,800 REGION II 13.38 8.57 64%  External
REGION III 299 318 106% - 0% 171 26 121 38% 40% 99,248,400 REGION III 46.89 36.47 78%
 Stock outlet yang masih ada efek penebusan akhir tahun 2021
REGION IV 168 161 96% - 0% 93 8 60 37% 36% 31,810,900 REGION IV 22.39 18.02 80%
REGION V 181 213 118% 2 1% 109 35 69 32% 38% 47,326,900 REGION V 25.19 22.38 89%  Sales tidak bertemu owner outlet pada saat kunjungan
REGION VI 207 145 70% 1 0% 84 1 60 41% 29% 40,014,900 REGION VI 20.47 14.62 71%
REGION VII 158 123 78% 1 1% 70 13 40 33% 25% 27,346,400 REGION VII 18.14 15.11 83%
Total 1,200 1,128 94% 4 0% 614 95 419 37% 35% 285,277,300 Total 156.74 124.23 79%
Support:
Progress Blitz 2022 NHT Vol SO Program NHT Monitoring rutin
Outlet Outlet Sales
Sales Region Konfir %Konfi % lolos/ % lolos/ Vol Real
Target
Outlet
Joined % Joined
Outlet Outlet
m rm
Kurang Perlu
Pembeli Follow Up
Peserta
Lolos
joined target
Reward
Bulanan (Rp)
Region Vol Joined
(kL)
SO Joined
% Joined
Vol
Usulan Perbaikan:
Tidak Tidak outlet outlet (kL)
Ikut Ikut
an DO
N/A
REGION I 598 133 22% - 0% 46 8 79 59% 13% 13,190,300 REGION I 53.74 68.91 128%
REGION II 587 219 37% 1 0% 106 18 95 43% 16% 20,326,000 REGION II 116.35 94.36 81%
REGION III 1,002 553 55% - 0% 274 29 250 45% 25% 30,366,800 REGION III 182.84 192.09 105%
REGION IV 607 315 52% - 0% 128 19 168 53% 28% 18,982,400 REGION IV 93.87 103.42 110%
REGION V 1,030 589 57% 1 0% 252 52 285 48% 28% 28,923,400 REGION V 162.44 178.33 110%
REGION VI 505 190 38% 1 0% 90 3 97 51% 19% 13,789,600 REGION VI 68.97 72.55 105%
REGION VII 671 315 47% 2 0% 127 35 153 49% 23% 21,919,300 REGION VII 121.79 149.74 123%
Total 5,000 2,314 46% 5 0% 1,023 164 1,127 49% 23% 147,497,800 Total 800.00 859.39 107%

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EXAV Fastron
BOOSTER
Outlet Lolos %Outlet %Outlet
Target Outlet Lolos Total Outlet Est Reward
REGION Paket Lolos Paket Lolos Paket
Outlet Paket Gold Lolos Cashback (Rp)
Diesel Diesel Gold
Evaluasi:
REGION I 168 25 14.9% 9 5.4% 32 11,100,000
• Region masih fokus kepada KPI dan Blitz,
REGION II 132 31 23.5% 3 2.3% 34 15,100,000
dibutuhkan waktu 2 bulan (januari sd Februari)
REGION III 427 59 13.8% 50 11.7% 95 53,050,000
kedepan untuk memaksimalkan program
REGION IV 168 30 17.9% 17 10.1% 39 24,350,000
• Monitoring instensif kepada SAM/SAS, Team Sesuai outlet list target
REGION V 354 64 18.1% 40 11.3% 87 52,600,000
Speedup dan Team Distributor. Avg History Avg History
REGION VI 114 20 17.5% 13 11.4% 28 18,650,000 Vol Fastron Vol Fastron
REGION Diesel Ags- Gold Ags-
REGION VII 98 29 29.6% 5 5.1% 30 17,750,000 Diesel (KL) Gold (KL)
Nop (KL) Nop (KL)
1,461 258 17.7% 137 9.4% 345 192,600,000
Avg 2022
TOTAL
REGION I 2,46 1,51 0,29 0,26
REGION II 3,14 2,12 0,25 0,23
BUNDLING 3,21 2,54 2,15
REGION III 4,20
Outlet Lolos %Outlet Outlet Lolos %Outlet
Target Total Outlet Est Reward REGION IV 1,74 1,55 0,63 1,32
REGION Paket Lolos Paket Paket Lolos Paket
Outlet Lolos Cashback (Rp) REGION V 4,26 4,30 1,96 2,13
Diesel Diesel Engine Gold
REGION I 168 4 2.38% 3 1.8% 7 540,000 REGION VI 1,19 1,38 0,61 0,63

132 1 0.76% - 0.0% 1 45,000 REGION VII 2,09 3,58 0,22 0,14
REGION II
TOTAL 19,08 17,65 6,50 6,86
REGION III 427 5 1.17% 13 3.0% 18 1,785,000
REGION IV 168 2 1.19% 2 1.2% 4 330,000 -6%
REGION V 354 12 3.39% 3 0.8% 15 900,000 Sesuai all realisasi SO
REGION VI 114 - 0.00% - 0.0% - - 20 19 Avg History Vol Fastron Avg History
REGION VII 98 2 2.04% - 0.0% 2 90,000 Vol Fastron
1,461 26 1.78% 21 1.4% 47 3,690,000
+9% REGION Diesel Ags- Diesel Jan Gold Ags-
Gold Jan (KL)
TOTAL Nop (KL) (KL) Nop (KL)

1,68 0,30 0,29

7 7 REGION I 2,54
REGION II 3,17 2,23 0,25 0,23
REGION III 4,37 3,33 2,72 2,68
REGION IV 1,79 1,59 0,66 1,32
4,46 2,04 2,15
Gold Diesel REGION V 4,37
REGION VI 1,26 1,50 0,63 0,63
REGION VII 2,36 3,88 0,26 0,17
TOTAL 19,87 18,66 6,86 7,47 13
Key Performance Indicator SMD & SPV
SMD cut off 27 jan 2022
Region JUMLAH SMD Poor (<50%) Fair (50%-59%) Average (60%-74%) Good (75%-95%) Excellent (>95%)
REGION I 22 22 - - - - Evaluasi:
REGION II 14 14 - - - - • KPI tahun 2022 lebih kompleks dibandingkan
REGION III 28 27 - 1 - - tahun sebelumnya sehingga masih diperlukan
REGION IV 10 9 1 - - - waktu bagi team SMD untuk dapat memahami
REGION V 14 13 1 - - -
dan fokus kepada KPI-nya.
• Monitoring intensif oleh SAM/SAS kepada Team
REGION VI 10 10 - - - -
Speedup.
REGION VII 22 22 - - - -
Total 120 117 2 1 - -

SPVcut off 27 jan 2022

Region JUMLAH SPV Poor (<50%) Fair (50%-59%) Average (60%-75%) Good (75%-95%) Excellent (>95%)
REGION I 17 12 3 2 - -
REGION II 15 11 1 3 - -
REGION III 24 3 10 7 4 -
REGION IV 13 5 5 3 - -
REGION V 14 3 6 4 1 -
REGION VI 11 1 7 2 1 -
REGION VII 19 10 1 7 1 -
113 45 33 28 7 -

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Key Performance Indicator SAM, SAS & ASI
KPI Sales Force PT.PL JAN 2022
Evaluasi:
REGION Peserta Poor (< Fair (50- Average Good (80- Excellent • KPI tahun 2022 lebih kompleks dibandingkan tahun
50%) 60%) (60-80%) 90%) (>90%)
sebelumnya sehingga masih diperlukan waktu bagi
SAM Retail 20 6 7 7 - -
team teman-teman SAM, SAS & ASSI untuk dapat
SAS Retail 34 12 10 12 - -
memahami dan focus kepada KPI-nya.
Total 54 18 17 19 - -
• Monitoring intensif oleh SAM/SAS kepada Team
Speedup.
KPI Sales Force PT.PL JAN 2022
REGION Peserta Poor (< Fair (50- Average Good (80- Excellent
50%) 60%) (60-80%) 90%) (>90%)
SAM Industri 11 6 5 - - -
SAS Industri 10 5 2 3 - -
Total 21 11 7 3 - -

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TERIMA KASIH

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