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At one retail chain where I worked in the distant past, the bonus structure for sales dept people in those stores was based on inventory rolls by type .... if a dept sold $10,000.00 worth of stuff & there was $100,000.00 in stock at that store, then they would be eligible to get a larger % bonus than a dept that sold $10,000.00 worth of stuff & there was $250,000.00 in stock. This inventory valuation was highly inaccurate as demonstrated by each year's physical inventory & was highly subject to mass embezzlement of reporting errors so as to make localized on-hand appear lower than it really was so as to jack up the local bonus percentage. This incentive system basically forced us to have useless inventory records. I always thought a better incentive system would be one that encourages actual sales ... like if the inventory was accurate & a potential customer walks into one store & looks at merchandise & describes what they want & our people know that we have that precise version at another store 50 miles away, they are going to drive that customer there to see it & get the commission, even though the physical sale is at the other store. At Central they are currently struggling with a bonus structure to be paid any employee who brings us a new customer with whom we do $ X amount of business in the first year ... should the rules be different for the folks who work the sales dept? I think that once a customer is assigned some sales rep, and our business with that customer increases dramatically, that sales rep should get some kind of bonus, and subtract from that if some other customer that rep is assigned to has declining business. And the point is well taken that the quality of information at the fingertips of the sales rep is highly dependent on the performance of the computer staff & in fact there is no co-worker whose contributions have zero impact on this. Al Macintyre ©¿© http://www.cen-elec.com MIS Manager Programmer & Computer Janitor +--- | This is the Midrange System Mailing List! | To submit a new message, send your mail to MIDRANGE-L@midrange.com. | To subscribe to this list send email to MIDRANGE-L-SUB@midrange.com. | To unsubscribe from this list send email to MIDRANGE-L-UNSUB@midrange.com. | Questions should be directed to the list owner/operator: david@midrange.com +---
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