The effect or dark horse effect is not fairness, but fairness

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Incentive The principle of setting is to "combine the long and the short and treat them differently. If the base salary, commission and bonus must be fair, the determination of incentives must be clear and differentiated, and even targeted. Incentives are generally divided into long-term incentives and short-term incentives. We will not go into details about short-term incentives. improve the overall team atmosphere. Within short-term incentives, incentives are focused on results or specific groups of people, so we often hear feedback from the first line: “What does this incentive have to do with me? “What does the top three have to do with me?” “This is not about fighting for growth rates” “Only those who did poorly last month can hope to win awards and other complaints are to complain, because the incentive setting is”.


Long-term incentives are set by the management team colombia phone numbers based on certain principles and are set in the form of equity, options, travel bets, car purchase bets, etc., and are not incentives that can be cashed out immediately in the long term and have a positive impact on the stability of sales and sprints. Both have extremely high value in terms of continuity and deep connection to the company. In principle, completing the above five steps can ensure that the direction salary determination does not deviate and ensures that risks are at a controllable stage.



The rest is adjustment and optimization, performance setting, assessment point setting, etc. based on local conditions. A series of executive links such as commission costing and sales costing will not be described in detail here. It is important to remind that the salary design of the sales team must be based on science at the lowest level, but science alone is not enough, common values ​​and goal orientation are also needed, as well as effective management capabilities. Only this can ensure that we can "attract talent and attract talent, retain talent and develop talent". I have been working in the algorithm for a year.