South China Electrotechnical Sales Staff Performance Management And Compensation Design And Application

Sales activity is one of fundamental issues for an organization, which has long term impact to the whole organization. Sales activity has close relations with sales team itself. How to develop the potential of sales team, consequently increase sales volume have become critical responsibility for top management team. The key point of whole process is to design sales incentive scheme. The concept and the definition of sales incentive scheme varies with organizations with different structure and cultures, however, salary system is the constant dimension for employee themselves.Sales individuals are different from general management or operational employees, they have their unique working style, flexible working hours, more freedom, fully driven by market needs, it's hard to measure their achievements simply by their working hours. Sales individuals need more flexible policies and procedures specially designed for them, in order to make right decisions which will be beneficial for the overall profitability. There must be an efficient and effective way to manage and assess sales performance.To justify a suitable incentive scheme for an organization, we need consider the likely human resource costs relevant to various schemes,...