Showing posts with label sales compensation. Show all posts
Showing posts with label sales compensation. Show all posts

Thursday, February 28, 2013

Performance Management Systems


Performance Management is a concept that has long been used since its inception by Dr. Aubrey Daniels in 1970s. Though the concept was widely accepted in 1980s for its numerous benefits, it is still one of the most used phenomena in managing the workforce today.

Performance Management refers to all those activities undertaken to ensure that goals are met effectively and efficiently by aligning the organization’s resources, systems and workforce. The goals could be departmental, organization wide, for employees or even for a specific process. Organizations tend to use various Performance Management Systems (PMS) to meet their strategic objectives.

PMS and its Elements
PMS is basically a tool with the help of which organizations can implement strategy, communicate goals to employees, track individual performances and send feedback. PMS has a cyclical nature. No matter what Performance Management System an organization is utilizing, each PMS should have the following elements:
·         Recruiting the right people for the right job
·         Communicating and sharing the strategic objectives of the Organization
·         PMS should set goals and KPIs (Key Performance Indicators) for each employee in order to pursue the strategic organizational goals:

  • ·         Aligning employee’s goal with that of the organization
  • ·         Tracking workforce performance and sharing reviews
  • ·         Rating the employee’s performance on a performance scale
  • ·         Establish formal and informal ways to recognize the efforts of the workforce
  • ·         Provide continuous feedback
  • ·         Provide opportunities for career development
  • ·         Should be user-friendly


Types of Performance Management Systems:
There are several formal methods of Performance Management:

Management by Objectives (MBO): A term put forward by the Guru “Peter Drucker”, it is all about defining objectives in consultation with the management and employees. The idea is to make everyone aware and understand what needs to be done and how. It is best used in an organization that has formal methods of practices in place and where employees are highly motivated to achieve the end result.

360-Degree Feedback: It is recognized as the best practice for managing performance. In this sort of appraisal, a 360-degree feedback is obtained. This is to say that an employee receives feedback not just from the manager but also from all around the organization. All business stakeholers contribute in the appraisal process. This method is best used when one has the time, effort and money at hand.

Self-Assessment: As the name implies, in this type of performance management, an individual assesses his own performance concerning the goals set.

Competency Based Assessments: The two most important components of competency are assessed in this type. These components are skills and abilities. However, in some jobs, it is quite hard to assess these, as the outcome cannot be measured.  Hence, this method is best to use when competency can be quantified.
Other widely used types of PMS include Ranking, Forced Distribution, Behaviorally Anchored Rating Scale and Graphic rating Scale.

Benefits of PMS
For obvious reasons, PMS has a number of benefits. Some of these benefits include growth in sales hence resulting in financial gains, reducing costs, simplifying communication between management and employees, workforce has a clear idea what needs to be done, no ambiguities are involved, employees are motivated and there is better management control and feedback process,

Hence, PMS makes an organization proactive and helps in accomplishing excellence - read more here

Wednesday, January 23, 2013

Why Is Compensation Management Vital For A Company’s Growth?


Just like Jack Welch put it, if you select the right candidates and provide them the opportunity to explore their skills and support them with rewards and compensations, you would almost not need to manage such a team, and we can’t help but agree with him. Most of us have heard of ‘compensation management’ and it refers to the reward that a company decides for its employees for putting in their hard work and time, not to mention that it also works like a motivation to the employees to keep up the good job. Thus, it forms a very integral part of an organization and the proper management of compensation is important to maintain a good work-employee relation by providing the monetary as well as non-monetary perks.

The management of compensation or reward for the employees is essential for the existence and future growth of the company, and this can be affected by several factors including the economic scenario of organization, available resources and the business objectives. In order to be successful, companies need to pay due attention to this aspect of business and strikes a proper balance to ensure that the employees are happy with the compensation they receive and it works as a motivation factor for them.

Determining the right compensation package is the job of the human resource managers and besides deciding the real pay they should also provide incentives or rewards for those who perform outstandingly. Compensation and incentives should be viewed upon as an investment that you make to motivate and get great results from your employees.  Furthermore, when you have a great pay and incentive scheme, this also works like an effective tool to attract the top performers from other companies to work in your organization. Another amazing benefit comes in the form of employee retention as rewards for good work will keep them motivated and loyal to your organization.

In the past few years, the human resource market has evolved considerably and rising competitiveness has turned compensation planning really tricky for companies. With the increasing demands of the employees and the multinational companies offering fat pay packages to individuals, managing compensation has become more complicated than it used to be previously. Thus the human resource managers and experts need to come together and create a suitable compensation planning for the staff ranging from the front line workers to the highly qualified employees.

To create the best type of compensation management plan, companies should take into account the increasing needs of the employees while at the same time considering the profitability and competitiveness of the company. When you want your organization to function smoothly and have a bunch of happy and satisfied employees wanting to give their best to each project, we recommend that you start thinking about managing the compensation from today!