委员会计划

上周的MBA星期一讲堂篇关于预订、收入和集合生成大量的评论和质疑销售佣金计划所以我决定向我的朋友和AVC社区成员吉姆·基南写一篇文章的主题吉姆的博客,一个销售人,是一个伟大的阅读对于那些想要进入销售的思想领袖介绍了这么多,下面是吉姆的高水平设置委员会计划的想法我知道关于这篇文章的讨论将是很好所以一定要点击评论链接,如果你是,请让我们知道你的想法关于这个主题。

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我问了很多如何构建一个好的委员会计划我每次都给出同样的答案保持它的简单性,使它与亚博体育下载应用的目标。

使我惊奇的往往是如何公司把这件事情搞砸 

销售人员是钱币运作告诉他们得到一个巴克如果他们去一块石头,你会得到一个岩石,一大堆的石头告诉他们得到两块红色的石头,你会得到很多红色的岩石,但一般较少的岩石。

Sales people don't hear what you say; they hear what you pay!
 
Commission plans need to do two things; motivate sales people and sell product他们应该使你说什么,与你的支付。

杀手委员会计划始于两个关键问题;
1)你想卖什么?
2)你希望销售团队表现如何?

委员会计划驱动行为,出错或不使委员会激励与亚博体育下载应用的目标你会得到所有你不想和小的你想要的东西。

What do you want to sell? Do you want to sell your existing products or your new products?  Do you want to sell your services or your software?   Do you want more revenue or higher margin?   Answering these questions up front matters.  Whatever you put in your commission plan you WILL get.  Build your plan for what you want to sell.

How do you want the team to behave? Do you want new accounts and new business or more business from existing accounts?   If you want new accounts pay for hunting, if you want them to work the accounts you already have, then pay for farming.   What ever you pay for you WILL get.  Build your plan for how you want the team to act.

关键是要坐下来与金融产品和市场营销预算in hand and ask the questions; what do we need to sell by the end of the year?  Where do we need the business to be?  How much revenue do we need?  How much margin do we want?  How many new customers do we need?  How much growth are we looking for?  How do we define success at the end of the year?   Once these questions are answered, incent the sales team to do exactly that.  What ever you pay for you will get. 

Once the incentives have been nailed and properly aligned, make the plan dead, stupid, simple.   Don’t overcomplicate it.  Don’t try to be sophisticated, creating fancy algorithms and fancy spreadsheets filled with if/thens.   Make the plan "simple stupid."

A plan is simple stupid if a sales person knows exactly what they will be paid on a deal without looking it up.  Simple plans motivate sales teams.  They know what their deals are worth and chase them accordingly. 

Complicated plans de-motivate.   When sales doesn’t know how much they will get paid on a deal, motivation is nipped.   Make sure it’s easy for sales to figure out what they get paid on a deal by deal basis.  

In addition to being dead, stupid, simple, all plans must have accelerators.  Don’t be greedy.  Don’t look to cap sales earnings.  If they are selling more, pay them more.   Accelerators are when more commission is paid for a deal after a certain threshold is met, usually quota.

Finally, AND most important, once the plan is done DON'T MESS WITH IT.  Nothing is more detrimental to a sales environment than changing the commission plan on the fly.  You have to live with what you have. 
 
Commission plans are the lifeblood of a sales team.  Get them right; start counting the money.  Get them wrong; it’ll be a long year.   

Remember; Sales people don’t hear what you say, they hear what you pay所以要正确的。