Mong Shen Ng Bücher

Your company has hundreds of patchwork sales incentive plans developed by various business units after decades of mergers & acquisitions. Sales incentive plans for B2C sales is not effective to drive performance for B2B sales, and frequently individual sales quotas are not set properly. As the Global Rewards Director, you are assigned by your CEO to reduce the number of sales incentive plans and align it to corporate strategy. Do you know what to do? The key to designing an effective global sales-compensation framework is to identify performance measures and design principles that can apply globally and yet provide some flexibility for business unit or local customization. This book teaches you step-by-step, the 3D6P approach to design effective global sales incentive plans (Diagnose the root cause of poor sales, Determine change management strategy, Determine eligibility, Pay strategy, Performance measures, Plan mechanics, Payout scenario, Plan documentation & communication, Plan effectiveness). The concepts and examples in this book, works for all companies of all sizes, in all industries. The concept is comprehensive and yet flexible. Companies can choose to use all or parts of the steps to design their sales incentive plan.

Organizations must be able to adapt their structures to capture new markets and expand existing ones. The design that works during start-up is different from what works during growth, maturity, and decline. However, when Companies are not structured properly, business opportunities fizzle due to lack of attention, and turf wars stifle teamwork because of unclear responsibilities. Often Performance issues are a Structural issue rather than a Person issue. A company can have great people, great leadership and still not perform well because of poor organizational design. Organization design is more than moving the boxes. It is about how to configure your Department or Company structure to improve performance, and can be applied by Department managers at all levels. Organization Design work sometimes encompasses redesign of an entire company, but mostly the focus is at departmental level. This book highlights the warning signs when organization design is needed, and provides a simple four-step framework to guide managers how to design effective Departments and Organizations:*Step 1 - Define Criteria*Step 2 - Diagnose Issues*Step 3 - Design Structure*Step 4 - Deliver Structure