How Can I Restructure Incentives to Motivate Both Sales and Back-Office Teams?

Dear All,

I need suggestions from your side to develop the incentive structure for my organization. I joined this company last October. We are in the dealership business. Before December 07, there was no formal structure for incentives. I have developed one for all our branches.

Currently, I provide a certain amount for each vehicle sold to the sales advisors. Now, I want to restructure it and also motivate my back-office staff. Please guide me on formulating the incentive structure for the same.

Thank you,
Devansh

Incentive plans are to be implemented as per the needs and guidelines of the organization.

It is organization-specific, so no one can brief you about the incentive plan of your organization.

Decide the amount to be offered per unit sale (should be more than the current offer). Divide it into steps; do not offer the whole amount in initial level achievements. Make the offer attractive for later stages, etc. Announcement of achievement should be communicated to all, with special wishes to the achievers. Special achievement should be awarded/rewarded in a gathering. Just think over it, and you will be able to design a good, effective system. With these points gathered, approach colleagues for further suggestions; this will make your system more acceptable.

Best of luck.