Performance Evaluation Policy (PEP): Home Sales

Version 1.3, effective May 1, 2019

Objective & Scope

The ​Performance Evaluation Policy (PEP) sets clear performance expectations from an
employee in the home sales function, with guidelines to support under-performing employees.
The policy applies to all employees working as Academic Consultants (AC), AC-Coach (ACC) and
Sr. AC-Coach (SACC). ​Campus-Hires are excluded from the scope of this document.

Definitions
OJT On-the-Job Training - 8 week period post successful classroom training

Graduated AC (GAC) An AC who has completed OJT

Evaluation Month A full calendar month for which a GAC’s performance is evaluated

Head of BU GM of BU. AGM if GM is absent

Revenue Total value of orders booked. ​Cancelled/Invalid orders are excluded

Targets
1. OJT and GAC revenue targets are based on Salary Bands, provided in the table below.
OJT targets are for the 8 week training period, and GAC targets are for a calendar month
2. AC performance is evaluated at the end of OJT. To become a GAC, the trainee has to
clear the OJT targets. If an OJT misses their target, continuation of their employment
with the Company will be under review
3. GAC targets are applicable from the first complete month of becoming a GAC, e.g., if an
OJT graduates to GAC on May 15, then June will be their first evaluation month.

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 4. If a GAC does not meet the monthly target during any evaluation month, the GAC will
collect a Red Card for that month
5. In a rolling 12 month period, a GAC can collect a maximum of 3 Red Cards. After
collecting 3 Red Cards, if a GAC misses their target for another month, continuation of
their employment with the Company will be under review
6. In the month following a Red Card month, the defaulting GAC will get regular feedback
and coaching from the BU Head. In this month, the GAC has to achieve a minimum of
80% of their monthly target. Failure to achieve this reduced target, will lead to a review
of GAC’s employment with the Company.

Exceptions​:

1. Review of employment continuation for OJT/GAC: Zonal Head can propose continuation
of employment for specific cases to Sr. VP (forms provided separately)
2. Removing a Red Card: The BU head can apply to the Zonal Head for Red Card removal,
with strong supporting justification (forms provided separately). Final approval to be
given by Sr. VP
3. All exceptions have to be closed before the 7th of the calendar month