商务管理之 鉴定员工表现　Employee Performance Reviews

商务管理之 鉴定员工表现　Employee Performance Reviews

工作鉴定就是衡量员工在工作中的表现，常常决定着升迁（promotion）、奖励或者能否继续聘用。这些鉴定有时候让我们寝食难安，但是稍做准备就能满怀信心地面对了（face them with confidence）。

了解鉴定的过程

有时候，恐惧是由于不了解情况造成的（fear of the unknown）。你需要了解为什么雇主们要通过表现鉴定来衡量（evaluate）员工。评定的目的在于加强（reinforce）了解和沟通，推广好的表现，改善不良表现，并且培养协作和团队精神（foster a spirit of cooperation and teamwork）。

⊙Tell me a little bit about what you've accomplished this year.

告诉我一些有关你今年业绩完成的情况。

⊙What kind of sales record does your department have?

你们部门的销售业绩如何？

⊙I hope that after the performance review, you will be a bit more clear on areas for improvement.

我希望在鉴定后，你会更清楚哪些领域还需改善。

⊙What we expect for your department is an turnover of at least 20%

increased profits.

我们希望你们部门在原有的基础上实现至少20%的盈利。

⊙We are really happy for what you've done with our marketing profile.

我们对与你在市场计划所做的一切非常满意。

⊙We've seen a lot of success as a result of your hard work.

我们见证了由于你的勤奋工作而带来的巨大成功。

⊙What your goal for next quarter should be to increase our client base.

下一季度你们的目标是增加我们的客户基础。

⊙Mathew is friendly and easygoing—he's a real team player.

Mathew待人友好并且平易近人。他是个非常有团队精神的人。

⊙Jerome was censored for dropping clients, and since then has improved a little.

Jerome因为损失客户而被点名，但此后有所改善。

如何准备即将来临的评审

将你取得的成绩以文字的形式体现出来（document your achievements），并且把你要在评审中讨论的事宜列出清单。你需要花些时间来明确（figure out）自上次的评定后你都实现了哪些业绩，最重要的是以书面材料作为旁证。还要列出你的雇主在哪些方面受益（benefited）、公司的盈利增长体现在哪里、客户名单增加了（grow the client roster）多少等等。

⊙In the last three months, I have improved efficiency in our department， resulting in a direct saving to our company of over a million dollars..在过去三个月里，我提高了部门的效率，为公司直接节省100万元。

⊙After joining the marketing department last year, I have consistently contributed new and innovative ideas.

自从去年进入市场部后，我不断贡献出新的有创意的想法。

⊙My superior performance and management skills can be seen in the increased production of our entire department.

我杰出的表现和管理技巧体现在我们部门所增加的产值上。

⊙If you look at our numbers from last year, you can see that we have been able to bring our profit up by about 25%.

如果你看一下去年的数据，你就会了解我们使效益增加了25%。

⊙My contributions to our company have resulted in an increased client base.

Last year we serviced 15%more accounts than the preceding year.

我对公司的贡献使得客户基础增加。去年我们服务的客户超过上一年度的15%。

⊙Most of the performance reviews came back pretty positive.

大多数业绩鉴定都是赞誉有加。

如果得到负面鉴定该怎么做？

如果对你的评定果真有失公允，那就和评审你的负责人约一个时间面谈，通过确凿的事实和例子来反驳（counteract）。如果鉴定中有些观点正确，就应当勇于承认（acknowledge），在下次的评定中争取好结果。

⊙I feel you were very accurate in assessing some of our areas for improvement， but you may have overlooked some of the contributions I have made to the company. I would like you to take a look at the revenue increase that is a direct result of our project.Here is a financial report for the last quarter.

在我们有待改进的方面，我认为你的评估非常准确，但是你可能忽略了一些我为公司所做的贡献。我希望你能看看我们的项目带来的直接收益的增长。这是上个季度的财务报告。

⊙With all due respect, I think your criticism was unfair.I don't think you have considered all the details of the project. Maybe you are unaware of the potential for this project to payoff in the long run.

恕我直言，我觉得你的批评有失公允。我认为你没有对项目的细节全面考虑。也许你没有意识到这个项目潜在的长期效益。

总结

如果我们认为大学毕业后就不必再为及不及格担忧，那未免高兴得太早了。工作中的鉴定同样可以决定我们是“升级”还是“留级”。工作表现鉴定是一种总结优点和缺点，促进进步的方式，要以平常心来对待。把自己的贡献和业绩以文字形式逐条列好。对于欠缺公允的评价，有必要解释说明，还自己一个清白。

Words　单词表

accurate精确的

assess估计，评估

contribution贡献

Criticism批评，批判主义

easygoing随和的，易相处的

efficiency效率，效益

equate等同于，使相等

improve提高

majority多数，大半

marketing profile市场/营销计划

overlook忽视，忽略，放任

turn over营业额

positive正面的，积极的

productivity生产率

recommend推荐，建议

sales record销售业绩，销售记录

team player有团队精神的人

Phrases　短语表

account for sth解释/说明某事

area for improvement（需）进步的领域

be pleased with（sb/sth）对（某人/某事）感到满意

come back回来，复原

direct savings直接节省

drop clients损失客户

have a shinning review评价积极

have sth to do with it和……有关

if I may say so如果我可以这么说

not too far off相差无几

poor attitude态度差/恶劣

be a keeper一定要留下来

be a strike against（sb/sth）打击（某人/某事）

be clear on sth搞清楚某事

be up有进步

with all due respect恕我直言

实景对话1

A：You wanted to discuss the performance review I gave you?

B：Yes. I feel you were very accurate in assessing some of our areas for improvement, but you may have overlooked some of the contributions I have made to the company. I would like you to take a look at the revenue increase that is a direct result of our project.Here is a financial report for the last quarter.

A：If I remember correctly, in your performance review, I cited you for wasting money and exceeding your annual funding. How is looking at the financial report going to change my mind?

B：With all due respect, I think your criticism was unfair. I don't agree with you equating going over on my budget with wasting money. I don't think you considered all the details of the project.

A：What we expect from your department is an turn over of at least 20%

increased profits. I didn't see that in your financial report.

B：If you look at our numbers from last year, you can see that we have been able to bring our profit up by about 15%，which isn't too far off. Perhaps this year our numbers are down.But if I may say so, there are many ways to evaluate productivity.For example, last year we serviced 30%more accounts than the preceding year.And even though I went over budget on one project, I have consistently contributed new and innovative ideas.

A：I see……

B：I think it's unfair to give me such a negative review based on one aspect of our work.

A：你想和我讨论有关你的表现评定？

B：是的，在我们有待改进的地方，我认为你的评估非常准确，但是你可能忽略了我为公司做的某些贡献。我希望你能看一下我们的项目带来的收益增长。这是上个季度的财务报告。

A：如果我没有记错的话，我在你的评定里提的是你浪费财力并且超出了年度预算吧。看财务报告就能改变我的想法吗？

B：恕我直言，我觉得你的批评有失公允。我认为不该将超过预算等同于浪费财力。我想你没有考虑到所有细节。

A：我们希望你们部门在原有的基础上实现至少20%的盈利增长。不过这点从财务报告中可看不出来。

B：从去年的数字来看，我们已经实现了增长15%的盈利，这和你说的目标相差无几。也许今年我们的数字有点低，但我可以这样说，生产率的评估有很多方式，例如：去年我们的客户比前年增加了30%。即便是在项目预算上我超出了一些，但我一直都贡献出新的有创意的想法。

A：我明白……

B：我觉得基于工作的某个方面就给我那样的消极评价，有失公平。

实景对话2

A：So how did the employee performance reviews go this week?Any surprises?

B：Most of the performance reviews came back pretty positive. I hope that after the performance review our department will be a bit more clear on areas for improvement.

A：What kind of sales record does your department have?It's up this year， isn't it?Might that account for the positive reviews?

B：Yeah, it probably has something to do with it. I was pleased with the majority of our team.

A：What did the reports say?

B：Mathew is friendly and easygoing—he's a real team player. So his review was a shinning one, of course. Poor attitude is a strike against you in the performance review.Jerome was censored for dropping clients last time we had reviews.Since then he has improved a little, which helped his review this time.

A：What about Laura. Do you recommend her for a promotion?

B：Well, if anyone in our department deserves a promotion, it's Laura.

We've seen a lot of success as a result of her hard work. We're really happy with what she's done with our marketing profile.In the last three months, she has improved efficiency in our department, resulting in a direct savings to our company of over a million dollars.

A：Wow. Looks like Laura's a keeper！

A：这个星期的员工表现评定结果如何？有没有什么惊喜？

B：大多数评定都是赞誉有加，我希望在评定之后，我们部门能更清楚哪些领域有待提升。

A：你们部门的销售业绩怎么样？今年又有进步，对吗？获得积极评价了吗？

B：是的，可能和这个有关系。我对我们部门大多数人的表现是比较满意的。

A：报告上怎么说？

B：Mathew待人友好，平易近人。他富有团队精神，所以对他的评价就非常积极。态度生硬在评审中是一块硬伤。Jerome因为对客户态度恶劣，曾在上次的评定中被点名，此后他有所改善，在这次评定中起到了作用。

A：Laura怎么样？你有没有提议给她升职？

B：如果说我们部门中有谁应当晋升，那肯定是Laura。我们亲见了她勤奋工作所取得的成绩。她在市场计划方面的工作让我们非常满意。在最近三个月里，她提高了部门的效率，直接为公司节省了一百万美元。

A：哇，那她一定是公司要留住的人才了。