How Does the Performance Measure the Results of the Work?

Before you start reading this article, please answer one question - what do you think is the result of your work? Surprisingly, this may seem, but many people, even working in business (that is, any commercial companies not sponsored by the state budget) do not understand what is actually the result of their work. Here are the answers of such people to the question of what, actually, the results of the work are the solved task, the product of labor that can be measured, or touched, the report compiled, the completed project, or even the completed plan. Receiving such answers, you can immediately say that they were given by an ordinary worker. That is, a simple person who does his job responsibly and qualitatively, but, alas, does not understand what it takes to "see to the root", that is, to be able to see and understand the situation occurring outside of his immediate job duties.

Let's now look at the problem of evaluating the result of employees through the eyes of the top management of the company, its top managers. It is clear that managers of this level can not see the results of individual rank-and-file employees. In large companies, top managers do not see the results of the work of even sufficiently large divisions. Then what are these people looking at? And they look at the profit. And this is the main indicator of the company's work - profit. Operating profit, that is, the amount by which the company sold its goods and services for the year and for net profit, that is, for the money that remained in the company after paying taxes, paying salaries and other payments. The management of companies with shares also looks at changing their exchange rate.

Thus, the measure of the success of any employee from the point of view of the head of the company will be the profit the company brings to the employee 's activity . Therefore, of course, the most obvious results can be shown by people who directly sell goods or services of the company and their result will be the percentage of sales increase. Since in practice, not every division in the company earns money, in addition to increasing sales, there are still indirect indicators that affect the company's profit increase. Such indicators include an increase in market share, the launch of a new product on the market and the development of a new market. Also, an increase in the company's profit can be achieved by reducing its costs.

Thus, it turns out a discrepancy between the indicators, which are measured by ordinary employees and the indicators that operate the company's management. Very often, by the way, even the heads of units, called non-profitable, can not show the contribution of their unit to the company's profit. Therefore, if you expect to increase the importance of the results of your work in the eyes of management, get a salary increase, move to a higher position or become a leader, then you must learn how to link the results of your work with the profits received by the company. And even if you can not do it directly, then measure indirectly - by your contribution to the company's total sales. For example, if you are a certification specialist and have certified a product of the company, your work has helped the company to get all the profit from sales of this product, since it would be impossible to sell it without a certificate. And if you still got a certificate of a similar product from your competitors, then you generally worked for five with a plus.

Another advantageous way of submitting the results of your work is their connection with the declared goals and tasks of the division, department or the company as a whole, and also linking them to the popular ones in many vision and mission companies.