There is such a school called Sunshine School, which specializes in English education in Beijing. The owner of this school is surnamed Liu. After research, investigation, evaluation and analysis in many aspects, Mr. Liu decided to develop Oxford education because the market situation in this area is very good. At the same time, they developed a group company and three branches in a short time. However, the enterprise also faces the following problems:
First of all, executives have left.
Because the school's business model is particularly simple, Oxford education is the product of others. Now three vice presidents have resigned at the same time, some have gone to competitors, and some have started their own businesses. In a company, it is necessary to ensure that people at the level of vice president, senior manager and general manager cannot be easily lost, because once these people are lost, it will cause great damage to the company. Three vice presidents left their jobs at the same time, leaving their competitors in the market without competitors, and these competitors were all cultivated by themselves.
Second, the company's customers are chaotic.
Because everyone is busy doing business, no one is in charge of the customer management system, and finally a salesman and another salesman compete for a customer at the same time. And in the case that the customer has become a company consumer, some salesmen secretly call this customer, which leads to the disgust in this customer's heart.
Third, salesmen never tell on customers.
For salespeople, customers are money. Therefore, he doesn't want to hand over the details of customers to the company for management easily, but just gives the company a simple name and phone number, which is a job. As we all know, the essence of customers is the relationship between customers. Through long-term communication, salesmen and customers have become familiar with each other and have a certain emotional foundation. At this point, although the salesman handed the simple information of the customer to the customer, the customer did not completely walk away from the salesman. In essence, the company has not achieved the goal of truly owning customers. Instead, these customers become the private property of the sales staff.
Fourth, the salesman pulls private bills.
After the salesman pulled the bill, he settled it. For example, private tutoring has greatly reduced the company's business volume, affected the company's income, and a lot of profits have flowed into the personal pockets of salesmen.
This salesman doesn't want to be a manager.
They think that being a manager can get a little more commission, but it's too hard. It's better to be a salesman. Such an enterprise can be said to be a major failure in the employment mechanism. It is conceivable that there are usually these reasons that make salespeople unwilling to be managers. Managers have endless meetings, which inevitably upset people, assess subordinates' performance, write reports and summaries, keep their mobile phones on for 24 hours, and have endless emergencies to deal with. They are often scolded by their bosses, take certain risks, and earn only more than ordinary salesmen, 200 yuan. Obviously, no one wants to be such a manager.
A small company has so many problems. What's the problem? Obviously, according to the current situation, it is necessary to make this enterprise return to normal. First, let employees work spontaneously; Second, the top can't leave their posts. It is best to reduce the turnover rate of middle and high-level cadres to zero, and not to lose one person. Third, the customer system should be healthy, and the customer system of this enterprise must serve customers completely, effectively and quickly; Fourth, you can't do private work privately. Employees must be strictly forbidden to take orders without permission. Who dares to order privately, hell to pay; Fifth, customers should hand in all of them; Sixth, cultivate employees' self-motivation, so that all employees have the consciousness of wanting to be generals.
In fact, there are so many problems, in the final analysis, because of human problems, that is, the lack of a scientific and reasonable talent assessment and incentive mechanism. In order to completely solve human problems and a series of problems caused by people, enterprises need to start with the establishment of a correct and reasonable talent assessment and incentive mechanism.
There is a method that has been widely used abroad for a long time-Feld compensation method, which will completely solve the above problems and solve the existing talent bottleneck for this sunshine school.
First, let's look at the basic salary. As we all know, 800 yuan and Sunshine School, the minimum wage in Beijing, are unskilled sales. We set the salaries of their trainee salesmen as 800 yuan, salesman 900 yuan, senior salesman 1 0,000 yuan, acting manager 1 0,000 yuan, manager 1, 200 yuan, senior manager 1, 600 yuan. As can be seen from the wage division chart of the on-site compensation method, they have several characteristics:
The first feature is that with the continuous rise of the hierarchy, the wage gap between them is getting bigger and bigger.
The second feature is that the salaries of senior salesmen and acting managers are the same. Why do employees, managers and people at different levels get the same salary? This should be an interesting phenomenon. Because some employees are suitable for doing business but not as managers, and some employees are naturally suitable for doing business as managers. So in the end, according to their own specialties, with the development of competition, they took different paths, but the return was the same. Because as a senior salesman, he has made great contributions. According to the principle of interest-driven, if the labor paid is inconsistent with the return on interests, he will quit sooner or later. So the salary of these two levels is the same. But in the end, we can see that the higher the salary, the higher the salary. If you want to make money, you need to go there.
Sunshine school is a training industry and belongs to the service industry. According to the provisions of the Field Compensation Law, the commission of the service industry cannot exceed 2 1%. It can be distributed in this way, and 2% of it can be used as a risk protection fund and specially deposited in an account. Can't shake, only when the company's life is in danger. It is the company's life-saving money. An enterprise can hardly survive without life-saving money. Just like many young people now, because they can't manage their finances, they ran out of money in their pockets at the end of the month and became a moonlight clan. But who can guarantee that he won't get sick or anything? So we earn 1000 yuan a month, and we have to take out 100 yuan and deposit it in a fixed account. This money is untouchable.
There is still 19% left, of which 5% is used to pay wages. Then there is 14% left. Where 13% is the commission, and the last remaining 1%. And this 1% is the director's commission, also called the director's bonus.
Then, how to raise the commission of 13%? This is the rule. Among them, the trainee salesman was promoted by 8%, the salesman's commission 10%, the senior salesman's commission 12%, the acting manager's commission 12%, the manager's commission 13%, the senior manager's commission 13% and the director's commission/kloc-. At present, directors earn the most. So if you want to make a lot of money, you must become a director. As can be seen from the figure, personal business commissions vary greatly. For an intern salesman, a senior manager and a manager, the monthly sales of ten thousand yuan are the same, but the commission ratio of different identities is different. If you want a high percentage of commission, you must raise it.
So when the total commission is unchanged at 13%, for trainee salesmen, after removing his commission, there is still 5%, for salesmen, there is still 3%, for senior salesmen, there is still 1%, and for agent managers, there is still 1%. And the core-middle-level cadres, wages and commissions are given to his manager, so now the salary is the most earned by the manager. If salespeople want to get rich, they must work as hard as managers. Because the manager will take the rest of the commission points from all subordinates. For example, if an intern salesman sells 10,000 yuan, the manager can get a 5% commission from him. If it's karma