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Главная   Статьи   4.3.3. Компенсация менеджера по продажам по KPI

4.3.3. Компенсация менеджера по продажам по KPI

Важно заметить, что kpi может включать показатели, которые полностью зависят от менеджера, например, количество звонков и встреч с клиентами.

Также, в kpi могут быть показатели, которые от менеджера зависят не полностью. Например, оклад менеджера может быть связан с выполнением определенного плана продаж. Вообще, в системах компенсации существует множество разных схем – с понижающим коэффициентом оклада в случае, если менеджер не выполняет план продаж. Например, если план продаж на месяц 500,000 рублей, и менеджер получает оклад 30,000+%, понижающие коэффициенты могут быть следующими:

Оклад

х.9 при выполнении плана на 90%

х.8 при выполнении плана на 80%

х.5 при выполнении плана продаж менее чем на 50%

Также возможно использование повышающих коэффициентов

Оклад

х1.2 при выполнении плана на 120%

х1.3 при выполнении плана на 130%

Такая система компенсации (оклад рассчитывается на действиях, которые зависят от менеджера не полностью) не рекомендуется, если при продаже продуктов вашей индустрии, существует необозреваемая неопределенность будущего (k) и аверсия риска (r) у менеджеров.

Продолжение...

Автор статьи: Дмитрий Семин, президент SeminGroup.

www.semingroup.ru

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