1, sales post performance appraisal can be set up indicators include: sales, sales volume, sales profit, sales completion rate, sales return rate, sales profitability and new product sales, and so on. The above indicators, it should be said that the amount of sales profit should be the core assessment indicators, because only profit is the real value of employees to create for the enterprise, but also the enterprise should be the most incentives for employees to strive for and complete.
2, sales salary structure mainly by fixed wages (basic salary) and performance pay (sales commission), due to the proportion of the two are different, showing the following three structural modes: First, low fixed high commission, fixed salary is relatively low, the sales commission is relatively high, and according to the amount of sales completed to a different proportion of the extraction of compensation; Second, high fixed low commission, fixed salary is higher, sales commission The third is zero fixed high commission, there is no fixed salary, so the compensation comes from the commission of the products sold. In the three modes, the third mode is the extreme form of the first mode, we can be categorized as a class.
Low fixed high commission (including zero fixed high commission) and high fixed low commission two models have their own advantages and disadvantages and scope of application. The former encourages more work and more pay, but it is easy to cause employees to pay too much attention to the immediate interests and personal interests, to a certain extent, may affect the long-term interests and teamwork; the latter emphasizes teamwork and long-term interests, but easy to form a pot of rice egalitarianism. The use of the former in the relatively low unit price of sales, product standardization, product use cycle is relatively short of the products and services, such as retail product sales; the latter applies to the higher unit price of sales, product specificity, product sales need to be teamwork to complete, and product use cycle, maintenance cycle of the product, such as large-scale equipment and hardware and software technology, and other long products.