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SU公司销售人员薪酬体系设计.docx

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SU公司销售人员薪酬体系设计 Introduction Salespeopleareanessentialpartofanycompanyastheyplayamajorroleindrivingbusinessgrowth.Assuch,itisimportantforcompaniestohaveaneffectivesalescompensationplantomotivate,rewardandretaintheirsalesteam.Aneffectivesalescompensationprogramisonethatalignsthesalesperson’sobjectiveswiththeorganization'sobjectives.Inthispaper,wewilldiscussthefactorstoconsiderwhendesigningasalescompensationplanforSUCompany. Factorstoconsiderwhendesigningasalescompensationplan Marketcompetitiveness Acompany'ssalescompensationplanshouldbecompetitivewithinitsindustry.Thismeansthatthecompanyshouldbenchmarkitssalescompensationwithotherplayersintheindustrytoensureitisofferingacompetitivepackageforitssalesforce.Thisisimportantasitwillhelpthecompanytoattractandretaintoptalentintheindustry. Companyculture Thecompanyculturealsoplaysasignificantroleindesigninganeffectivesalescompensationplan.Thetypeofcultureacompanyhaswilldeterminethetypeofsalescompensationplanthatissuitableforitssalesforce.Forinstance,ifthecompanyisfocusedonteamwork,thenitmayoptforteam-basedincentives.Ontheotherhand,ifthecompanyisfocusedonindividualperformance,itmayoptforindividual-basedincentives. Salescycle Thelengthofthesalescycleisanotherimportantfactortoconsiderwhendesigningasalescompensationplan.Ifthesalescycleislong,itmaybedifficulttomotivatesalespeoplewithmonthlyorquarterlyincentives.Insuchcases,companiesmayuselong-termincentivessuchasbonusespaidattheendoftheyearoroveramulti-yearperiod.Thiswillprovidemotivationandencouragesalespeopletostickaroundforlongenoughtoseethepositiveresultsoftheirwork. Producttype Thetypeofproductacompanyissellingalsoplaysaroleindesigninganeffectivesalescompensationplan.Forinstance,iftheproducthashighprofitmargins,thenthecompanymayoptforacommission-basedcompensationplan.Similarly,iftheproductiscomplexandrequiresextensivetrainingtosell,thenthecompanymayoptforasalary-basedcompensationplanwithadditionalbonusesbasedonsalesperformance. Salesvolume Thevolumeofsalesisanotherimportantfa