Successful application of Strategic Human Resources Management application in today's business environment is a key success factor to ensure the long term sustainability of a business organization. ASABA Computer Centre, a service-oriented IT Solution Provider, has a strong awareness and concern toward Human Resources Management implementation. Therefore we conducted our Group Field Project Study to cover the improvement plan of its Human Resources Management function.

This study is focused on Performance Management System practices & recommendations. In addition, we also included people development area as a proposed suggestion to strengthen sales performance. The study involved sales personnel as our respondents, to assess their perception of current Human Resources Management practices in ASABA. For sales personnel, it is crucial to manage their sales compensation scheme as motivational tools to:

1. Recognize the role of company sales personnel in acquiring and retaining customers as a source of present and future revenues.

2. Align pay opportunities with the revenue objectives of the business by creating mutual success between the company and its sales employees,

3. Attract, retain, and motivate talented sales employees,

4. Provide members of the sales force with credible performance measures that complement, and may even replace, the need for employee supervision, and

5. Manage a major portion of sales costs by linking selling success directly with compensation expenditures.

The findings of this study indicate that PT ASABA Computer Centre needs to improve its current practices with respect to Performance Management System, Employment Relation, and People Development aspects. We also conducted a SWOT analysis from a human resource perspective, followed by distributing a questionnaire to sales personnel. Such improvements will ensure ASABA computer Centre is adequately equipped to achieve its vision to become a World Class Knowledge Company.

Our recommendations are divided into three categories : short term - those that are urgent and should be applied within one year, mid term - within 3 years, and long term - within 5 years or more.



Research Location: PT ASABA Computer Centre

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