Principle: Fine-tune and optimize the salary principles based on business goals
Posted: Sun Jan 05, 2025 6:00 am
, and customer life cycle issues require compensation or division of labor and cooperation of other business units; "Large volume + small quantity", this scenario basically belongs to the solution sales model + large customers, such as Huawei, IBM, construction, chemical industry, heavy industry and other fields, as well as QA customers in the field of cloud services and SaaS, all belong to the customer group. The volume is large, and the number of customers is small, once one of them is abandoned, it will have a negative impact on the future development of the company in this industry, the core of the sales team in this scenario is to bite one customer after another.
Sales performance goals are affected by three factors: The colombia phone numbers company's development needs and medium and long-term plans; Competitive environment and sales strategies of peers; Financial adequacy; In these three scenarios, the impact on the compensation principle is one aspect, adjusting the proportion of "user acquisition payment" and "lifecycle payment", and using this to drive and influence sales operations to achieve the business we want. Target. These three factors, the relationship between short-term stage goals and long-term end goals, industry competition and poaching, and the impact of short-term sufficient or limited funds, are particularly reflected in the fact that we can adjust the salary ratio in a certain quadrant in principle.
For example, we encounter a large number of poaching by peers and believe that as long as we maintain the stability of the team, we will directly defeat the opponent in a long-term war, based on cost control and staff retention Considering,we maintain the "customer acquisition salary" Without changing the situation, the "lifecycle salary" salary evaluation mechanism can be added, on the one hand, it makes the connection between sales and the company. the increase in costs is reflected in the entire customer service relationship, which will not be short-term. Principle: Calculate the upper limit of the salary costs that can be spent on a single customer Here is the simplest calculation principle: In principle, the total investment that a company can allocate to sales must not exceed 5% of the remaining amount of the new signed amount paid by the customer or the total amount of the entire customer life cycle after deducting the company's fixed costs and semi-variable costs excluding the sales team .
Sales performance goals are affected by three factors: The colombia phone numbers company's development needs and medium and long-term plans; Competitive environment and sales strategies of peers; Financial adequacy; In these three scenarios, the impact on the compensation principle is one aspect, adjusting the proportion of "user acquisition payment" and "lifecycle payment", and using this to drive and influence sales operations to achieve the business we want. Target. These three factors, the relationship between short-term stage goals and long-term end goals, industry competition and poaching, and the impact of short-term sufficient or limited funds, are particularly reflected in the fact that we can adjust the salary ratio in a certain quadrant in principle.
For example, we encounter a large number of poaching by peers and believe that as long as we maintain the stability of the team, we will directly defeat the opponent in a long-term war, based on cost control and staff retention Considering,we maintain the "customer acquisition salary" Without changing the situation, the "lifecycle salary" salary evaluation mechanism can be added, on the one hand, it makes the connection between sales and the company. the increase in costs is reflected in the entire customer service relationship, which will not be short-term. Principle: Calculate the upper limit of the salary costs that can be spent on a single customer Here is the simplest calculation principle: In principle, the total investment that a company can allocate to sales must not exceed 5% of the remaining amount of the new signed amount paid by the customer or the total amount of the entire customer life cycle after deducting the company's fixed costs and semi-variable costs excluding the sales team .