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Cómo diseñar un robusto plan de incentivos

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A todos nos pasa. Tu mejor vendedor te pide “un minuto para platicar.” Sabes que no vas a escuchar nada bueno.

Piensas en lo difíciles que estuvieron las ventas el año pasado. En esos dos dígitos de crecimiento que prometiste para este. Y en cómo le harías si te deja ese vendedor. O peor aún, si se va con tu competencia.

Pagar poco desmotiva a cualquier vendedor. Pero pagar más no ayuda. Las comisiones ni siquiera están entre los 3 principales incentivos que motivan a un vendedor. ¿Cómo le haces?

En Oracle enfrentamos este problema a diario y hemos visto todos los errores posibles a la hora de motivar a un equipo de ventas. Queremos compartir contigo lo que hemos aprendido. Aquí conocerás:

- Cuáles son los errores más comunes en un plan de incentivos para ventas.
- Qué comportamientos desgastan a tus top performers.
- Qué tener en cuenta a la hora de ajustar tu plan de incentivos.

Veröffentlicht in: Vertrieb
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Cómo diseñar un robusto plan de incentivos

  1. 1. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   ¿Por  qué  te  abandonan  tus  mejores   vendedores?   La  ciencia  detrás  de  crear  una  organización  de  ventas  de  alto  rendimiento   Ivan  Hassig     Gerente  de  Producto  CX  para  Ord  LAD     Customer’s   Logo     Here  
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  4. 4.   ¡Pregunta  a  tus  vendedores  que  les  impide  vender  más!     1     ¡Realiza  una  proyección  de  ventas  ideando  que  dos  o   tres  vendedores  logran  la  misma  cuota  que  tu  major   vendedor!   2     Comunica  claramente  el  interés  que  Menes  en  tu  equipo  para   que  crezcan  personalmente     3     ¡Recuerda  las  cosas  que  te  moMvaban  y  las  que  no  cuando   iniciaste  en  el  mundo  de  las  ventas!     4  
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  9. 9. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   HOW  TO  RESOLVE  THIS  CHALLENGES   Management   Coaching  $   M1   M2   M3  
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  20. 20. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   What  is  ?  
  21. 21. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Modern  SPM  in  the  Cloud   22   Sales  OnBoarding   Sales  Training   Management   Territory  Management   ObjecOves  Quota   Management   Sales  IncenOves   Coaching  Systems   Sales  Appraisals   GamificaOon                   IntegraOon     AnalyOcs     Social       #1  
  22. 22. Better Manage Better Motivate Better Mentor
  23. 23. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Sales  Performance  Management   24   MANAGE     MOTIVATE     MENTOR     MENTOR   MANAGE   MOTIVATE   performance   behavior   best  pracOces  
  24. 24. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   25   MANAGE    performance   Mateo  Lopez   Sales  Manager   Onboard  New  Reps   Assign  Territories   Allocate  Quotas  
  25. 25. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   26   Product  DemonstraOon  
  26. 26. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   27   MOTIVATE    behavior   Mateo  Lopez   Sales  Manager   Monitor  Performance   Drive  Desired  Behavior   Games  and  Rewards  
  27. 27. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   28   Product  Demonstra1on  
  28. 28. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   29   MENTOR    best  pracOces   Mateo  Lopez   Sales  Manager   IdenOfy  Coaching  OpportuniOes   Advise  Reps   Improve  Performance  
  29. 29. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   30   Product  Demonstra1on  
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  31. 31. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   RESULTADOS   • Segmentación  de  prospectos   • Programación  de    acMvidades  de  ventas   • Campañas  de  correos  directos  a  prospectos   PROSPECTACIÓN  Y  PROGRAMACIÓN  DE   VISITAS   • Administración  de  agendas   • AutomaMzación  del  proceso  de  ventas   • Reportes  operaMvos  para  los  representantes  de  ventas   • Mobilidad:  online  /  offline  /  tablets   ADMINISTRACIÓN  DEL  CICLO  DE  VENTAS   • KPIs  del  equipo  de  ventas   • Reportes  complejos   • Creación  de  reportes  simples  y  complejos   REPORTES  Y  ANALISIS  
  32. 32. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Oracle  ConfidenMal  –  Internal/Restricted/Highly  Restricted   33   Select  Oracle  SPM  Customers    
  33. 33. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   Read   blogs.oracle.com/CX   Watch   youtube.com/OracleCX   Follow   twitter.com/OracleCX   Join   facebook.com/Oracle Customer Experience   Learn   oracle.com/CX   MORE  INFORMATION  
  34. 34. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   35  
  35. 35. Copyright  ©  2014  Oracle  and/or  its  affiliates.  All  rights  reserved.    |   36   Name: Ivan Hassig Email: ivan.hassig@oracle.com Role: CX Product Manager

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