Discussion Of The Sales Team's Salary Motivation

Sales team is different from the knowledge team, the job team and others. Most members in sales team are composed of young people. Therefore, it needed to design a target program in accordance with its individual members. Economics encourages people from "Economic Man" as a starting point to maximize the effectiveness and profits. And the needs of young people are multifaceted and multi-layered. The only incentive from the economic view is far enough. Hence this theory is basis from a multi-disciplinary support to explore the key factors of incentive, salary and performance evaluation.By analyzing the Key encouraging factors and discussing the respects of sales team's salary carefully, the text focuses on several aspects such as motivation factors, salary conceptual design and salary mode, etc. In addition, take High-technology Company as a case to study the viability of this program. Above all, this plays an important role in designing a series of sales salary schemes and different personnel's salary mode system on the salary management and encouragement in our country.The new ideas about this paper reflect from four aspects. First, the sales team's post wages is designed on the basis of layer-grade\relation graph, and given the correlation coefficient; Second, it adds year plan in salary case. This benefits not only the company's overall interests, but also basing on long-team relation with clients, and team stability; Third, balanced scored card is introduced to the designing of sales team's commission and bonuses. It makes the performance and salary close; Fourth, the remunerating mix patterns and the distribution formulas of sales team and individuals are established.In writing, this paper will avoid the qualitative aspects focusing on traditional team-building. Also, it will avoid one side incentive analysis on the spiritual level of sales team, but is from salary management and other related strategies. It has a great value of incentive.