This method causes very unpleasant emotions, but sometimes you can't do without them. Employees should know that they will be fined for mistakes. To do this, you can create a bonus deprivation list.
This is not directly related to the motivational system, but until employees understand that there are punishments as well as rewards, they may ignore certain actions that are of great importance to you.
To create a powerful department of sales managers, it is recommended to develop a combined system that includes motivation, penalties and quality control of employees.
Sales department bonus cuts
Business owners create usefulness of self employed database their own bonus deprivation lists. Here is one typical example of such a list:
Late for work.
No deal in CRM during sale.
Using phrases from the stop word list.
No report at the end of the working day.
Disorder in the workplace.
Failure to comply with corporate dress code.
A task set by management that was not completed on time.
Failure to indicate the reason for missing the deadline.
Your list may be different, with the amount of penalties for each article. If there are items that overlap with bonuses, the employee will be additionally fined if he loses his remuneration.
Download a useful document on the topic:
Checklist: How to Achieve Your Goals in Negotiations with Clients
Motivation of sales managers
When we talk about sales department motivation, it is also worth considering the role of the head of this department. The requirements for managers apply to him just as much, if not more so. The management is a direct example for subordinates, so his actions must be perfect, with no right to make a mistake. Only you can motivate employees to be as effective as possible.
Basic principles
The revenue generated by the hotel directly affects the income of its manager. Along with a fixed salary, which is a maximum of 50% of the total amount, the manager receives a percentage of the profit of his department. Consequently, the motivation of the head of the sales department is inextricably linked with the productivity of the team. After all, he has a personal interest in his subordinates achieving high results.
Motivation of sales managers
When developing KPIs for the head of the sales department, be sure to take into account the reputation of the manager himself, because he has many responsibilities:
organization of the work of the unit;
planning current tasks;
incentives for managers;
organization of staff training;
control of discipline and results of work performed.
The ideal option is when the boss is directly involved in sales. Managers learn best from the positive example of the boss and get motivation from it. Therefore, it is good if the boss takes responsibility for working with difficult or the largest clients. This is the principle of the management of Cisco Systems, one of the most successful companies in the world.
At the same time, focusing on deals should not overshadow the importance of the manager fulfilling his direct duties, or become an obstacle to career growth, both personal and subordinate. Every manager should be a professional in sales, but he should use them more as a tool for training the team (as a coach or expert).
The bonus system for sales department managers should be organized so that their amounts for fulfilling the plan for the department are greater than the percentage of personal sales. For example, for helping managers make deals, a manager can be awarded bonuses for "finishing off", their size can be 30-40% of the financial reward for the deal as a whole. The employee who attracted the client is entitled to the remaining 60-70%. This approach allows everyone to earn: