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Sales Motivation Program 11 October 2011 ENOCH DICKSON P 9884994333 ENOCH DICKSON P
Objective 11 October 2011 ENOCH DICKSON P 9884994333 Maximize the Potential of the employees of Hyundai Motor Plaza - Chennai
Impulse plan 11 October 2011 ENOCH DICKSON P 9884994333 We have put forth Best Performance Award (Performance Appraisal), which is also given on basis of point based system.
Current Scenario In the viewpoint, Sales consultant are assured of a higher fixed salary with variable salary and incentives ->which makes them less motivated to achieve target. The credit of incentives is postponed to two to three months later. ->which doesn’t makes a big difference on money value for them on obtaining incentives after two three months. -> which is also a de-motivating factor. Most of the cancellation are noted to be happened due to negligence and strain which leads to improper handling financial papers of customers ->Loan eligibility, disposal of loan and collection of forms and coordinating becomes intense for the consultant. 11 October 2011 ENOCH DICKSON P 9884994333
Proposed Scenario View point - Solution Deduction of fixed Salary for all contract staffs. -> Performance based variable salary to be given with fixed salary which meets the old salary structure only if the consultant performs. ->No Variable salary structure for HMIL employees Immediate Credit of incentives with the salary of the following month for the past month. -> Provided nil incentive for the next month incase of any invoice cancellation in previous month. Inclusion of a Strong Financial Coordinator with the sales team. -> He shall coordinate collectively with the sales team and process all the papers. 11 October 2011 ENOCH DICKSON P 9884994333
Present Vs Proposal 11 October 2011 ENOCH DICKSON P 9884994333
Model Based Incentive 11 October 2011 ENOCH DICKSON P 9884994333 Extra Rs. 150 for cars in stock * Rs.100 for financial coordinator for each car loan disposal*
Variable Salary Criteria
Variable salary shall be given with the fixed salary
Variable salary depends on the number of retail achievement on current month
(i.e.) Incase of 20 car retails then 20*Rs. 400 = Rs. 8000 for other cars except Sonata and Santa Fe which shall be 5*Rs. 1500= Rs. 7500.
Incase of any cancellation in retailed cars, then the amount shall be deducted in the next month variable salary .
(i.e) Incase of 2 car cancellation then deduction amount will be 2*Rs. 400 = Rs. 800 for other cars except Sonata and Santa Fe which shall be 2*Rs. 1500 = Rs. 3000 11 October 2011 ENOCH DICKSON P 9884994333
Incentive Criteria 11 October 2011 ENOCH DICKSON P 9884994333 Incentive shall also be given with the fixed salary. Incentive given with the fixed salary shall include the cars only delivered before 31st of the current month. Incentive for previous month cars delivered between 1st ~ 7th of next month will be given with next month fixed salary. Nil incentive for cars delivered after 7th . No incentive for the following month in case of any cancellation. The above mentioned programme are initiated to improve Sales and SSI scores, due to this programme, consultant will be motivated to finish his target much before the end of the month.
Criteria –Performance Award 11 October 2011 ENOCH DICKSON P 9884994333
Reward Points – Award (criterion) 11 October 2011 ENOCH DICKSON P 9884994333
Points for achieving target 11 October 2011 ENOCH DICKSON P 9884994333 If 100% of target is achieved 10000 points (100 Points for every percentage, if consultant achieved 95% then he scored 9500 points) Only cars with full payment will be considered
Booking & Retail Achievement 11 October 2011 ENOCH DICKSON P 9884994333 If the booking and retail happens in the same month the following points are applicable (Only for the full payment cases)
11 October 2011 ENOCH DICKSON P 9884994333 Points for Follow Ups If NIL follow up at the end the day consultant will get 100 reward points for each day If the follow up are carried forwarded to next day for each follow up consultant will be imposed 100 points deduction Regular follow up penalty is applicable apart from above Points for SSI If consultant himself delivers the car he will get 500 reward points for each customers, if not 2500 points will be imposed that delivery ( on unavoidable situation the wavier is allowed under Sales Head approval) If consultant scores 10/10 for every question in Rate Us Feedback form of the customer, per question consultant will earns 100 points If the score is between 1 and 8 then 2500 pts will be imposed
11 October 2011 ENOCH DICKSON P 9884994333 Points for Documentation If DSR submitted with in 9:30 A M of Next day 100 bonus points. If order form is not submitted with in next day by 9:30 A M consultant will lose 50points. If consultant takes booking from the expected booking in DSR and the get retailed with in the month with full payment plus 50 points per customer Cancellation of registration due non receipt of documents/Payments a penalty of 500 points / customer Last minute addition /Cancellation of delivery will carry a penalty of 250 points/customer Points for Invoiced cars Vehicle invoiced but not delivered after 10th per vehicle per day 250 points (Penalty)