Hey guys,

I am doing business development here in China and thinking about implementing an incentive system for our sales people. Does anyone have experiences how to bring motivation to chinese staff in terms of incentives?
I am thinking about setting a sales target, if this one is reached 10-30 % additional payment of the yearly salary. Maybe someone can give me some input how to set something up ...

Regards and thanks in advance

Could work if the additional payment is more than the commission they would get by transferring the sale to another competing company...

Money, plain and simple red bills of MONEY

1.i think you should set up company culture system at first ,encourage them to do something and forbide
them to do sth.
2.How could make workers work for you with heart and soul is another topic .As TIC said ,money is one of good ways,at the same time you should take them as good friends .
A.Once they reach the sales target ,you could invite them for dinner together or KTV ,or hold a trip .
B.you could offer some titles,who could sell most ,the one will be 'sales manager' for example.

Carry a stun gun!

Ask them if they were in your shoes what would they do to increase motivation. Put it back on to them.

Let us know what their reaction to that is.

Kinda depends on their age as well, maybe they settle for a company sponsererd ktv night and/or dinner every month, where the best salesmen/women get honored/get face for their hard work. Might set you down 1000 rmb a month, but hey, their increased sales probably mean an increase in your comissions too right? You got to spend some to make some.

If they arent the ktv going kinda people, then money is always good. Cash in hand at the end of each week/month/quarter. No promises and waiting for months,cash in hand!

I think it would be more advisable to have a comprehensive incentive plan in place within your company rather than making such incentives available to only a few people. A comprehensive incentive plan as stipulated in corporate bylaws or Employee Handbook will help to cultivate a positive corporate culture since such incentives are open to any employee.

You may further consider utilizing an equity option plan or profit sharing plan as additional incentive mechanism to motivate your employees. Of course, different incentives shall be designed for different level employees.

You may PM me for details in that regard.

Chinese style:

Offer a promotion between two people and let them compete for a month - one gets promoted, the other fired.

Offer a one month contract only. If they fail to make quota, they're gone.

Make everything an emergency and give them only one hour's notice to make a mandatory meeting on the other side of the city.

Hint that so-and-so is not performing and someone in the office will have to be cut.

Dump an extra task to be completed at the end of shift. Then you'll see work.

Take a weekly hour meeting to lecture on productivity.

Shinbone wrote:Chinese style:

Offer a promotion between two people and let them compete for a month - one gets promoted, the other fired.

Offer a one month contract only. If they fail to make quota, they're gone.

Make everything an emergency and give them only one hour's notice to make a mandatory meeting on the other side of the city.

Hint that so-and-so is not performing and someone in the office will have to be cut.

Dump an extra task to be completed at the end of shift. Then you'll see work.

Take a weekly hour meeting to lecture on productivity.

Brilliant.

I really dig your posts, hombre.

mucho obliged, amigo.

Release a memo:

The flogging will continue until morale improves!

Threaten to send them to Japan or Libya.

did you ever see glengarry glen ross, a david mamet movie about a bunch of scumbag real estate sales losers, great film, amazing cast...anyways the sales manager (a young alec baldwin) announces a sales incentive\contest to all the salesmen.

1st prize: a Cadillac
2nd prize: a set of steak knives
3rd prize: yer fired!

i need to see that film again...

haha.....I think just before that Alec Baldwin pulls out his 'balls of steel' doesn't he?! You can go a long way with balls of steel!

Just do it "culturally" Mao style...

Take the whole company on an awards ceremony field trip to Aunhui. Then have a nice BBQ and the lead sales people get to watch everyone else dig their own grave before being executed by firing squad.

Raises moral!

TaxBeagle wrote:haha.....I think just before that Alec Baldwin pulls out his 'balls of steel' doesn't he?! You can go a long way with balls of steel!

haha! i'd forgotten that bit. that's it, i'm downloading tonight...