I am working for a leading FMCG , i have to design a incentive scheme for the salesman such that he approaches more outlets to increase the outlet base that the company caters to. How can this be done? how should i proceed? somebody pls help
From India, Mumbai
From India, Mumbai
You can set a traget based incentive. Than can be of different stages.
Tell them if they complete 15-20 outlets in a month (the num depends on you) they would get Rs (fixed amount which you have to decide), then 20-30 sum fixed amount, 30-50 sum fixed amt and above 50 - fixed amount.
Or you can also tell them that in a month they have to do fixed 20 outlets (again depends on you) and anything above that per outlet they will get this much amount (Ex : Rs 200/- per outlet above 20)
Hope i have helped you out.
From India, Mumbai
24Tell them if they complete 15-20 outlets in a month (the num depends on you) they would get Rs (fixed amount which you have to decide), then 20-30 sum fixed amount, 30-50 sum fixed amt and above 50 - fixed amount.
Or you can also tell them that in a month they have to do fixed 20 outlets (again depends on you) and anything above that per outlet they will get this much amount (Ex : Rs 200/- per outlet above 20)
Hope i have helped you out.
From India, Mumbai
thanks a lot chitra..............
the prob is a bit diffrnt
the salesman nw hs a fixd plan in which he goes to say 50 shops.
now thr may be othr shops in tht area which the company now doesnt go.
what we want to do is make him approach those shops, convince thm to sell the co's product ............
set up an incentive scheme for this
so my doubts r............
should the incentive scheme be.........
rs/shop added?
rs/%of shops ?
bussiness added?
From India, Mumbai
the prob is a bit diffrnt
the salesman nw hs a fixd plan in which he goes to say 50 shops.
now thr may be othr shops in tht area which the company now doesnt go.
what we want to do is make him approach those shops, convince thm to sell the co's product ............
set up an incentive scheme for this
so my doubts r............
should the incentive scheme be.........
rs/shop added?
rs/%of shops ?
bussiness added?
From India, Mumbai
In this case the incentive should be totally businees added based coz any person would agree to sell you co's product and you give the incentive to the sales person and at the last they end up with no business or income to the co's then the incentive of the sales person would be a burden to you.
From India, Mumbai
From India, Mumbai
Hello
This is Tejesh,
Mr. Hr student, you can divide your Sales Team as Exe, T.L, managers .
you can design separate incentives scheme according to the above criteria of Field Force. you can Fix an Particular Time and Announce that the Top 10 persons who achieve their a Targets in given time will be rewarded.
If exe are performing well the TLs will be spl incentives (ultimately they are the people who motivates Exes)
if TL will fullfill thier targets the managers will be some reward.
But ultimately the Exe should get more Incentive strucute, coz they are the people who bring business to you.
ask sales exe to cover Area wise( division wise or Locality wise), you can ask exe to prepare a weekly Tour programme( like which location there are visiting on which date) and do not forget to take the feedback from the exe.
You can give spl Incentives for Shop or Sales outlets, if they sales is good.
regards
Tejesh.
From India, Mumbai
This is Tejesh,
Mr. Hr student, you can divide your Sales Team as Exe, T.L, managers .
you can design separate incentives scheme according to the above criteria of Field Force. you can Fix an Particular Time and Announce that the Top 10 persons who achieve their a Targets in given time will be rewarded.
If exe are performing well the TLs will be spl incentives (ultimately they are the people who motivates Exes)
if TL will fullfill thier targets the managers will be some reward.
But ultimately the Exe should get more Incentive strucute, coz they are the people who bring business to you.
ask sales exe to cover Area wise( division wise or Locality wise), you can ask exe to prepare a weekly Tour programme( like which location there are visiting on which date) and do not forget to take the feedback from the exe.
You can give spl Incentives for Shop or Sales outlets, if they sales is good.
regards
Tejesh.
From India, Mumbai
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Incentive scheme - Differently abled employees.pdf