Product balanced development and commission design program 1:
Assuming that the product is listed in the order of ABCD, the general situation is that A's sales completion rate is high, D's completion rate is the lowest. Then, in the design of the individual commission program, we must consciously use the mature product A this lever pry product D. Here to introduce a "weighted average completion rate", looks complex, in fact, the operation is very simple: first determine the importance of each product on the team that weight ratio, such as A accounted for 30%, B accounted for 20%, C accounted for 20%, D accounted for 30%. 20%, D accounted for 30%. Each product has a completion rate a, b, c, d (monthly or quarterly), you can calculate: weighted average completion rate = 30% * a + 20% * b + 20% * c + 30% * d.
Example: a salesman this month, the completion rate of A90%, B90%, C80%, D20%, the proportion of weighting is set to 30% of the A, 20% of the B, C, 20%, D 30%, according to the "weighted average completion rate" formula that is 67%, which is different from the "geometric mean completion rate" - (90% + 90% + 80% + 20%)/4 = 70%. Because the "geometric average completion rate" is a fixed data (that is, usually said that the average completion rate of someone is how much, once each product completion rate is determined, add and divide by 4, the number does not change), while the "weighted average completion rate" with the pre-determined weighted The "weighted average completion rate" with a predetermined weighted percentage of change and change, such as A accounted for 30% and accounted for 90% of the calculated value is not the same. The trick is to adjust this weighting based on sales and expectations (e.g. 1 year adjustment cycle).
For example, the "weighted average completion rate" above 80% by 6% commission, 70% to 80% by 4% commission (note: not 5%, incentive skills here), 60% to 70% by 3% commission, 60% of the following no commission, only according to the performance of the process of rewards (for example, a product is in the start-up period, the material aspects of the incentive can rely on the form of bonuses to complete).
This program emphasizes the focus of the adjustment of sales tasks and the proportion of weight of each product to achieve the purpose of regulating the development of new products and volume; new products can be set up additional single-product commission incentives, such as: a representative of the quarter's weighted average completion rate of 75% (a new product completion rate of 90%), the total sales of 100,000 yuan, in addition to 4% of the commission, and then do the new product sales of 2% of the incentive.
Products balanced development and commission design program II:
This program mainly examines the number of sales staff completion rate of 70% or more, respectively, to give a different percentage of commission, we all hope to get the highest commission, then there is only one way: try to do everything possible to improve the completion rate of each product to the standard value of the expectations (such as 70%). A company adopted this program even appeared after the sales staff to buy back their own products as gifts, do samples to improve a product completion rate to the standard value (because the new product itself may be very few tasks).
The core idea of this program is to increase the completion rate of each of your expectations, there is an increase in the percentage of commission (according to the strength of the profitability of your company's products), a single product in the different completion rate of the proportion of commission is different, such as on behalf of the A three single product completion rate of 70% or more, the completion rate of a certain product is 90%, the product enjoys the proportion of commission is 7%, on behalf of the B has 2 Single product completion rate of 70% or more, also a product completion rate is 90%, according to the following table corresponds to the commission rate is 6.5%. In particular, it should be noted that the single product completion rate in the hope that the standard completion rate value below, the single product to generate sales is no commission, only according to the work of the process to give incentives, in the form of bonuses. In this way, let the sales staff know what to do, to what extent can get what kind of reward. (Yue Feng)