X-FACTOR September 2011
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Transcript of X-FACTOR September 2011
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X-FACTOR 2011-2012
Incentive for Field Force
September 2011
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Objective
To incentivize the Field Force on successfullydriving the S&D priorities for the month & on
achieving targeted objectives
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PARAMETERS & WEIGHTAGES
URBAN - Split RURAL / COMMON WEIGHTAGE
Overall Secondary Sales
Value
Overall Secondary Sales
Value
50%
SSM Incentive Earnings Secondary sales of Rural
Focus Brands(4 for Sep)
30%
Pool Incentive for AH
Urban Value Plan
Pool Incentive for AH
Rural Value Plan
20%
The Weightage on Overall Secondary Value Sales will be further split by segment
for the different types of SOS
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Overall Secondary Sales Value (Urban &
Rural).Weightages
HPC HC FEM FOODS ETHICAL
HPC SO100%
HC SO100%
Common SO70% 10% 10% 10%
Foods SO100%
OPM & ESR100%
SO INCENTIVE
FEM SO, SPO, SR & SP will continue to get incentive as announcedearlier.
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Overall Secondary Sales ValueGrid (Urban
& Rural)..
95-97.49% 97.5%-99.99% 100%-101.99% > 101.99%
ALL SOs 1 2 3 4
Secondary Value Sales Plan for September 2011.
For succeeding quarter the same is not cumulated.Measured through Drishti. For non Drishti stockists the Reach value sales is measured.
COMMON Target Ach %age Score Weightage Final Score
HC+HPC 100 98 98% 2 70% 1.4
Foods 100 102 102% 4 10% 0.4
FEM 100 99 99% 2 10% 0.2
Ethical 100 100 100% 3 10% 0.3
Total 2.3
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SSM Incentive Earnings Grid (Urban only)
60% of Max
earning
70% of Max
earning
80% of Max
earning
90% of max
earning
URBAN SOs 1 2 3 4
The Potential Earnings of the all Drishti stockists SSMs under the SO is measured.
E.g.In case of Delhi , if an SO has 10 SSMs under him , then the total potential
earning of these SSMs is Rs . 40000/- for the month.
If the actual amount earned by the SSMs is Rs 34,000/- in Sep 2011 then the %age ofearning to potential is 85% which means the SO earns 3 points
Delhi being metro , potential pegged at
Rs.4000 per SSM per month
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Secondary Sales of Rural Focus Brands(Rural) for Common SOs only
95-97.49% 97.5%-99.99% 100%-101.99% > 101.99%
Common SOs/Rural 1 2 3 4
One HC , One HPC , One FEM, One Ethical , One Foods as Focus Brands/Category
Secondary sales Value target cumulative for the basket for all FB in Sep 2011.
Measured through Drishti. For non Drishti stockists the Reach value sales is measured.
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AH Value Pool Target- Urban & Rural
EG If the AH ValueTarget for Sep 2011 is 200 lacs , and if the
ACHIEVEMENT is 210 lacs then the achievement % is 105% then every
Urban SO will get 4 points
95-97.49% 97.5%-99.99% 100%-101.99% > 101.99%
URBAN & RURAL 1 2 3 4
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Final Score ~ Urban
Urban SO Individual
Parameter Score
Weightage Final Score
Value Sales 2.3 50% 1.15
SSM Earnings 3.0 30% 0.90
AH Pool Target 4.0 20% 0.80
Total 2.85
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Final Score ~ Rural
Urban SO Individual
Parameter Score
Weightage Final Score
Value Sales 2.3 50% 1.15
FB Sales Target 3.0 30% 0.90
AH Pool Target 4.0 20% 0.80
Total 2.85
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Critical information flow
All the SO Targets to add up to TM target andsimilarly TM target should add up to AHtarget. Finally AH target to add up to Regional
quarter plan.
SAP for primary achievement.
The targets to reach Mr.Praveen Anand by the10th of Sep 2011.
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Bonus or Penalty
Elements Measure Bonus is a %
add-on on
the actualearning.
Measure Penalty is a %
deduction on the
actual earning.
Cheque Bouncing < 0.5% of Net
Ssales Value
5% > 0.75% of Net
Sales Value
10%
The Bonus & Penalty percentage is applicable on the total amount
actually earned
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TM~X Factor
TM earns an incentive equal to the averageearning of the team (post bonus or penalty) ormore as follows:
Team Earning TM Earning expressed as
times of SO earning.
100 % 1.50 times
90% 1.25 times
85% and below 1.00 times
100% Team earning means : If a TM has 3 SOs then his 100% team
earning means that X-Factor earning by his team is Rs.45000
(Rs.15000*3)
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Thanks