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Главная   Статьи   4.1. Система компенсации для отдела продаж. Базовая модель

4.1. Система компенсации для отдела продаж. Базовая модель

Базовая модель

Рассмотрим следующую гипотетическую модель оплаты труда менеджеров по продажам:

продажи - иллюстрация для статьи.jpg

В данной модели, у нас есть два варианта системы компенсации: оклад или проценты. При варианте с окладом, менеджер будет получать одинаковую сумму денег ежемесячно, вне зависимости от количества продаж. Безусловно, данный вариант компенсации привлечет самых неспособных менеджеров, которые либо будут продавать меньше нормы, либо не будут продавать вообще. Они понимают, что выбрав вариант с процентами, они будут получать меньше чем если выберут оклад.

Вариант с процентами, напротив, привлечет наиболее способных менеджеров, которые уверены в том, что смогут перевыполнять план продаж. Так как они будут продавать много, им не выгодна система компенсации с окладом. Такие менеджеры с процентами будут зарабатывать больше, чем просто получая оклад.

Данная модель является крайне упрощенной и не предусматривает всех факторов, встречающихся в реальности. Согласно данной модели, наилучший вариант компенсации, который может выбрать компания – это проценты, без окладной составляющей. Такая система компенсации, согласно данной модели, должна привлечь наиболее способных менеджеров и оттолкнуть тех, кто хочет получать оклад, ничего не делая. Однако, в реальности это не работает.


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