促进销售人员职业成长的薪酬策略探讨

Salary Strategies for Promoting Sales Staff's Career Growth

薪酬收入和职业成长是员工最关心的两类激励因素。为了解决销售岗位招人难、留人难的问题,有必要从促进销售人员职业成长的视角来探寻薪酬激励策略。有效的薪酬激励能够为员工增加报酬增长机会、创造公平成长环境、激发职业成长动力、增强职业成长信心。通过对企业现行销售薪酬模式的分析发现,以个人短期数量产出为依据的可变薪酬模式制约了销售人员职业成长动机、收入增长机会、职业目标实现、职业能力提升和职业发展空间。企业应该区分销售绩效薪酬方案、扩大绩效奖励范围、推行团队薪酬分享、健全职位薪酬体系,通过有效的薪酬策略促进销售人员职业成长。

Salary income and career growth are two kinds of incentive factors that employees are most concerned about.In order to solve the problems of difficult recruitment and retention in sales posts,it is necessary to explore salary incentive strategies from the perspective of promoting sales staff's career growth.Effective salary incentive can increase the opportunity of salary growth,create a fair growth environment,stimulate the motivation of career growth,and enhance the confidence of career growth.However,at present,sales posts mainly adopt the variable salary model based on short-term quantitative output of individuals,which restricts the career growth motivation,income growth opportunity,career target realization,vocational ability improvement and career development space for sales staff.Enterprises should distinguish sales performance pay plans,expand the scope of performance incentives,promote team compensation sharing,improve the position compensation system,and promote sales staff's career growth through effective incentive salary strategies.