Одним из тормозов развития компании является неправильная финансовая мотивация.

Менеджерам выгодно убедить Собственника, что им надо платить за встречи, лиды, звонки, личный план продаж и т.п.

Но Собственник всегда должен помнить: Бонус – это часть прибыли, распределённая на персонал!

Задача Собственника – создать систему материального стимулирования, привязанную к достижению плановых показателей, влияющих на прибыль или капитализацию.

Командная (проектная) мотивация – это объединение усилий групп сотрудников, совокупно влияющих на прибыль и привязка их к конечному результату. Фактически, командная мотивация — это объединение целей Собственника и персонала, так как они замотивированы на прибыль (выполнить план продаж; план производства) или на результат, капитализирующий бизнес (открыть новый магазин; внедрить CRM).

Переход от индивидуальной мотивации к проектной – это переход на новый уровень развития компании. Смена мотивации в 99% проходит очень болезненно, так как «старички», работающие от индивидуальных показателей, не хотят зависеть от коллег.

При индивидуальной мотивации Собственник консолидирует индивидуальные усилия и сам формирует результат.

При командной мотивации коллектив определяет «слабое звено», так как результат команды (бонус) зависит от каждого участника.

Но не всегда есть смысл отказываться от индивидуальных показателей.

Индивидуальный показатели работают, если нужно разово простимулировать промежуточный результат (определить бонус за заключение договора или подписания акта заказчиком к определенной дате). Так же индивидуально можно оплачивать сдельную работу (сборщики, курьеры и т.п).

Система мотивации – это индивидуальный выбор Собственника.

По личному опыту отлично работает следующая система формирующая доход сотрудника:

  • жесткий оклад (согласно трудового договора);
  • мягкий оклад (премия за выполнение функциональных обязанностей);
  • бонус (выплата за выполнение финансовых показателей).

Собственник самостоятельно определяет размер бонуса, исходя из двух условий:

  • доход сотрудника должен быть рыночным;
  • размер бонуса – это решение Собственника. Лучше назначить конкретные суммы за результат, а не проценты от оборота, прибыли (все начнут считать, а не работать).

Мотивация всегда разрабатывается индивидуально.

А какая у тебя мотивация (индивидуальная или командная)?

Рубрики: МОТИВАЦИЯ

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