COVID19 has thrown business plans into disarray. While the impact of COVID on the workforce is manifold, measuring and rewarding employees will be a particularly challenging one.

1. WWW.EXASSEMBLY.COM.AU
CASE STUDY– BOYD – NEW BUSINESS DEVELOPMENT MANAGER
How is performance measured ?
 Sales Achievement (65%)
 Customer Rating for Project Delivery
(15%)
 Team work and company values (10%)
Rewards and Rem
 Fixed Salary
 Achievement of SalesTarget - BonusTiers -
90% of Target = 80 % of Bonus, 100 % of
Target = 100% Bonus, 110% of Target = 120%
of Bonus etc
 Name - Boyd
 Age - 48
 Industry - IT Services
 Organization Size -
5001-10,000 employees
Company
 Major IT Services company with a national
presence. 50% of workforce is overseas.
 Competitive environment.
 Sales are to large complex organisations
Job Role
 Business Development for New Sales in the
Education and Manufacturing industry.
 Satisfactory delivery of IT Services
contracted with customer.
Aspirations
 Make bigger and better deals / bigger bonus
 Half hearted interest in promotion

2. WWW.EXASSEMBLY.COM.AU
CASE STUDY– BOYD – NEW BUSINESS DEVELOPMENT MANAGER
Impact of COVID
 Business has slowed as
companies are careful about
spend
 Increased business from
existing projects
 Sales in next year may also be
impacted negatively.
Company measures
 Targets have not been changed.
 20% of Project Delivery
consultants have been laid off.
 Top management have taken a
20% pay cut. Dividends reduced.
 Year End performance appraisals
as planned at end of June.
Per Annum. FY – Jul to Jun 2018 2019 2020 (Projected)
Before
COVID
After
COVID
SalesTarget Achieved 90% 110% 110% 50%
Salary 80,000 80,000 85,000 85,000
Bonus 16,000 30,000 42,000 0
Total 96,000 110,000 127,000 85,000
Increase or (decrease
YOY) 14,000 17,000 -25,000
Customer Satisfaction 6/10 8/10 9/10 9/10
TeamWork/Company
Values 7/10 7/10 8/10 8/10

3. WWW.EXASSEMBLY.COM.AU
CASE STUDY– BOYD – BUSINESS DEV MGR
IMPACT OF COVID ON PERFORMANCE AND REWARDS
Which Option ?
No changes
Modify
Reduce targets
Reward on
achievement before
COVIDScrap Performance
Appraisals for this
year
Lay off Sales
Force
Any other ?
Would you change the
Performance Appraisal process in
any way for this year?
Would you modify rewards
scheme for cater for similar
situations in the future ?
What approach will you take to
communicate changes to
workforce ?