如何解决销售提成设计难题（How to solve the problem of sales commission design）.docVIP

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如何解决销售提成设计难题（How to solve the problem of sales commission design）.doc

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如何解决销售提成设计难题（How to solve the problem of sales commission design）

如何解决销售提成设计难题（How to solve the problem of sales commission design） At present, enterprises have adopted the performance oriented evaluation system, the author thinks that a single, should take three aspects of job level, performance, performance appraisal system, so as to effectively widen the gap, at the same time as the gap is too large, causing chaos within the team. This will not only help to strengthen the fairness and scientific nature of marketing evaluation system, but also help better guide the behavior of marketing team. Behavior anchored traction principle Marketing team behavior must be unified into the companys strategy. Therefore, in setting royalty standards, it is necessary to gradually decompose the enterprise strategy, and eventually decompose to personal performance, so as to effectively pull the behavior of marketing team. For example, the company will focus on the development of some new products in the future, in the assessment to the new product assessment weight increase, traction marketing team will shift the focus of work to the new product promotion and sales. Steps to design effective commission system So, what steps should be taken to design an effective royalty system? The author believes that the following main steps should be taken: Determine the sales commission Sales commission is obtained according to the sales staff sales commission, to encourage hard work. In general, the sales commission is the amount of commission earned after the return amount exceeds the guaranteed sales amount: Sales commission amount = (quarterly return - related expenses) * percentage The quarterly payment amount shall be the specific definition of the payment amount for the quarter: 1, in setting the target sales, refers to the current collection target, rather than delivery target; 2, customers use the cost offset payment, payment and cost separately calculated, not in accordance with the actual amount of the final return; 3, if the accounts receivable ba