Each month the sales manager uploads actual sales figures, and the system automatically calculates scores based on the sales–versus–target result and the product’s weighted importance. Sales representatives manage their personal performance objectives in collaboration with their managers.
The system automatically calculates an overall score for each employee, based on their sales and objectives results, and this overall score determines the employee’s performance bonus payment. This ensures that employees’ incentive payments faithfully reflect their in–the–field performance.
Objectives and performance results are confidential, visible only to the representative and his or her reporting chain. A manager can see her team’s objectives, but not those of any other team.
The system is used by about 400 sales representatives, both in the field and in the office. Representatives can update their data anywhere and anytime, even in remote areas where there is no mobile telephone coverage.
The sales manager has a more fully–featured program that allows her to do back–office maintenance, including assigning sales targets, loading monthly sales figures, running reports, defining territories, and so on.
Reports can be exported to Microsoft Excel or Word.