基于企业生命周期的销售人员薪酬策略（Sales staff salary strategy based on enterprise life cycle）.docVIP

基于企业生命周期的销售人员薪酬策略（Sales staff salary strategy based on enterprise life cycle） Sunday morning, the window under a light rain, I was awakened by the sound of the sleeping telephone, the voice of a friend is full of regret: did not let you sleep late, is indeed the most urgent to you for help, recently manager and vice president of sales company sales personnel salary of things to fight, who dont give in! She said a torrent. Ha ha, since have already waked up, dont need to say so quickly, slowly say.. I rubbed my eyes listen carefully. Originally, friends of the company executives and sales vice president of sales staff to adhere to a high floating wage, to adhere to a high fixed wage, who cannot persuade (two are shareholders), she finally asked the manager of human resources department to take the program. After understanding her problem, I told her what kind of salary strategy to choose depends on the environment in which the enterprise is located. At present, the salary structure of sales staff is generally fixed wages, Commission (target bonus), welfare three parts. There is no difference between the method of commission and the target bonus. The methods are no better, only more suitable (see chart: deduct Commission and target bonus compare). Similarly, to take high basic salary or low base salary, there is no high score, the key is to meet the environment in which the enterprise is located. For example, the life cycle of enterprises is different, and the compensation strategy is also inconsistent. Chart: Commission and target bonus Commission Target bonus External market environment emerging market Mature market, relatively accurate prediction Salesperson role Similar to dealers, relying more on individual ability The company offers more support to sales people Sales management level Simple extensive management Goal setting and management capacity is relatively mature, the start-up period, entrepreneurial passion with start-up companies in the mighty wave crashi