組織行為激勵銷售人員

•

0 likes•84 views

Jessica Sun

Motivating salespeople what really works

Business

How to motivate?
如何激勵
小張是個銷售公司的業務
但業務一直沒有起色
身為經理的你
會如何激勵小張?
— —

Different kind of motivation.
激勵方式
家庭
旅遊
設定
接段
性目標
獎金
無限制
提供
季獎金
明訂
升遷
管道
員工
入股
Else?
— —

三種銷售人員分類
落後銷售員
一般銷售員
％
％
明星銷售員
％
一般公司的銷售人員可分成三大類
— —
Classification

三種不同類型銷售人員的特性
落後銷售員一般銷售員明星銷售員
總是能輕易達成目標
但一不小心設有上限
停止努力，這樣就好
需要更多指導和督促
數量最多，關注最少
適當獎勵措施
對公司的影響力最大

三種不同類型銷售人員的特性
落後銷售員一般銷售員明星銷售員
總是能輕易達成目標
但一不小心設有上限
停止努力，這樣就好
需要更多指導和督促
數量最多，關注最少
適當獎勵措施
對公司的影響力最大
如何激勵不同類型的銷售人員?

R
策略2:設定獎賞制
獎賞必須具有較高層級獎賞沒有的特色
設定獎賞制的關鍵
明星與一般銷售員均滿意
次獎賞:
快樂家庭旅遊
高獎賞:
尊貴高爾夫假期
T
策略1:設定多層級目標
L1:10萬 L2:25萬 L3:50萬
層級充當墊腳石，引導一般銷售員提升業績曲線
對一般銷售人員
一般銷售員
Core Performers
For Core Performers
— —

M
策略3:激勵產生的社會壓力
為不同銷售人員貼上標籤
W W L
激勵
在好競爭的公司文化
P
策略2:自然產生的社會壓力
取代
候補者機制
S
策略1:提供階段性獎金
年度獎金
季獎金
對落後銷售人員
落後銷售員
Laggard
For Laggard
— —

W
策略3:贏家不只一個
好幾個贏家
優於
贏家全拿
O
策略2:超出業績目標的佣金
達成業績後的傭金率
高於
達成業績前的傭金率
Increase the commission rate
C
策略1:佣金無上限
賣越多拿越多
對明星銷售人員 For Start
明星銷售員
Start
— —

不同的激勵
Different kind of
motivation.
短期回報、社會壓力
落後銷售員
階段性任務、被尊重
一般銷售員
希望有更多的錢和獎勵
明星銷售員
— —

激勵方式歸納 Summarize
落後銷售員Laggard 一般銷售員Core Performers 明星銷售員Star
關鍵激勵誘因:
• 季獎金
• 社會壓力
關鍵激勵誘因:
• 多層級目標
• 性質與價值各異的銷售競及獎賞
關鍵激勵誘因:
• 酬勞無上限
• 超出業績目標的佣金率
— —

落後銷售員Laggard 一般銷售員Core Performers 明星銷售員Star
— —
激勵方式歸納 Summarize

互動時間 Interactive Time
討論:如果你是一般、落後或明星銷售員，你最希望有什麼樣的獎勵方式？
進行方式:每組會分配到一種類型的銷售員，討論後派出代表
上台回答，以及為什麼對你或此類型的銷售人員有效!!
Q
— —

互動時間 Interactive Time
— —
G1.G6. G2.G5.G8 G3.G7

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