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Главная   Статьи   4.3.1. Компенсация менеджера по продажам по KPI

4.3.1. Компенсация менеджера по продажам по KPI

Вы получаете то, за что платите. Компания получает от менеджеров то, за что она им платит, в буквальном смысле. Если система компенсации разработана плохо, тогда вы можете ожидать, что менеджеры будут действовать на основе данной системы компенсации. Например, если продавцы сидят на окладе без процента - ожидайте, что продажи будут равны нулю. Если продавцы получают оклад, вне зависимости от произведенных действий, у них нет никаких incentives что-либо делать.

Вот например, менеджер по продажам получает оклад 30,000 рублей. Что он должен сделать, чтобы его получить? Просто приходить в офис? Выполнять те задания, которые ему дает руководитель в начале каждого рабочего дня? А что если недовыполнит? Или же выполнять конкретные действия, каждое из которых поощряется отдельно?

Менеджеры должны вознаграждаться за выполнение каждого этапа бизнес-процесса продаж. Для того, внедряется система оплаты по KPI (Key Performance Indicators). Ключевые Показатели Продуктивности являются incentives, что выполняются все этапы продаж. Так как менеджер получает деньги за выполнение каждого шага продаж, в его интересах не пропускать ни одного шага.

Примеры индикаторов KPI:

  • звонок;
  • анкета;
  • встреча;
  • продажа;
  • ведение клиента;
  • повторные продажи.

Продолжение...

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