激励、奖励与绩效（Incentives, incentives and performance）.docVIP

激励、奖励与绩效（Incentives, incentives and performance） Incentives, incentives and performance [court of ice, June 20, 2002, 1877 readers] Managers are given a lot of trust in employee rewards programs, but they often fail to achieve their goals: motivate the team. Incentives are generally recognized as incentives, especially in the sales field, because they often say such an incentive rule - motivation needs recognition.. However, we need to adhere to the following basic rules in order to make the reward work: * reward must be something that everyone has the ability to fight for.. * the reward must be open award. If only the winners and their managers know the result of the award, then the prize loses its value. * the best rewards are of high reputation value and low money value. In IBM, the best and most successful incentive schemes, is one of the most powerful sales month Award - the winner was awarded a certificate and a display on their desk on the value of the $2 model rubber duck. Another successful scenario: winners receive an opportunity to have lunch with CEO, and CEO will ask the winners to talk about their work during the meal. * cash reward is a non incentive, clumsy incentive. If employees receive bonus cash bonuses, they may rely too much on money and spend in advance, and will only treat it as part of a comprehensive salary. * the role of a commission incentive scheme should be taken care of. A commission incentive scheme works well for those concerned; however, for those who are not associated, the incentive effectiveness is often reduced. The cost of such a scheme is also high, and it is difficult to manage, easily degenerate into disorder, and thus lose power. * reward programs should be short term and linked to the sales cycle. Just like the goal, if the reward scheme is limited to three months before the award, it will work best. When combined with the sales cycle (such as product release period, cyclical downturn), the effect is more satisfactory. But