ECS case study
ABSTRACT
This case discusses the problems and dilemmas faced by the employees of a leading IT distributor in Malaysia, ECC Berhad. It is a listed company on the Main Market of Bursa Malaysia Securities Berhad on year 2010 and is an associate company of ECC Holdings Limited, a Singapore Exchange main board company – leading ICT distributors in Asia Pacific. This case highlights the problems related to the de-motivation of the employees, especially in Sales Department of ECC Peri Sdn Bhd. As a result, the turnover rate of the employees is increasing and exit interview shows that the employees can’t find any career growth sense in the company.
Key words: De-motivation, sales employees, turnover rate, career growth
PROLOGUE
It was a raining Tuesday, at 5pm, few employees from Sales department gathered at pantry to have a short break before preparing for overtime. It was another month end where everyone was striving for targeted goal set by the management. Everyone was fed up.
Kelly: I wonder what time I can go home tonight, my little daughter is still waiting for me to bring her to buy for her school clothes. My husband is persuading me to quit this job again; I am not sure how long I can hold.
Winnie: Well, you do not have much to worry. You have an excellent account manager. You have already achieved your monthly target isn’t it?
Chloe: Exactly! My team is still far apart from it, but manager, Mr Yoo is still not giving up and pushing us to get more orders by this week! Stressful indeed! I am not complaining but my account manager is too young in this area, the customers are not as powerful as your teams. I think my incentive for this month will be disappointing again.
Janet: Well everyone, why are you guys complaining? I am not saying anything yet. Haha, frankly I am not stressful, because I know I will not achieve the target. I wonder when they able to hire a new account manager for my team. Being here for 6 months, striving alone, I think I will
This case discusses the problems and dilemmas faced by the employees of a leading IT distributor in Malaysia, ECC Berhad. It is a listed company on the Main Market of Bursa Malaysia Securities Berhad on year 2010 and is an associate company of ECC Holdings Limited, a Singapore Exchange main board company – leading ICT distributors in Asia Pacific. This case highlights the problems related to the de-motivation of the employees, especially in Sales Department of ECC Peri Sdn Bhd. As a result, the turnover rate of the employees is increasing and exit interview shows that the employees can’t find any career growth sense in the company.
Key words: De-motivation, sales employees, turnover rate, career growth
PROLOGUE
It was a raining Tuesday, at 5pm, few employees from Sales department gathered at pantry to have a short break before preparing for overtime. It was another month end where everyone was striving for targeted goal set by the management. Everyone was fed up.
Kelly: I wonder what time I can go home tonight, my little daughter is still waiting for me to bring her to buy for her school clothes. My husband is persuading me to quit this job again; I am not sure how long I can hold.
Winnie: Well, you do not have much to worry. You have an excellent account manager. You have already achieved your monthly target isn’t it?
Chloe: Exactly! My team is still far apart from it, but manager, Mr Yoo is still not giving up and pushing us to get more orders by this week! Stressful indeed! I am not complaining but my account manager is too young in this area, the customers are not as powerful as your teams. I think my incentive for this month will be disappointing again.
Janet: Well everyone, why are you guys complaining? I am not saying anything yet. Haha, frankly I am not stressful, because I know I will not achieve the target. I wonder when they able to hire a new account manager for my team. Being here for 6 months, striving alone, I think I will