PROPOSAL FOR COMPENSATING

SALES PERSONNEL

Tooth Paste
Presented To Prof. Abhay Shrivastava
By Akhil Uchil

Sales Team Hierarchy

NS
H(
1)

Regional
sales
manager(4)
Branch sales manager(26)

Area sales manager(52)

Sales executives(104)

Key Responsibilities
National sales manager
Provide

leadership through effective communication of

vision, active coaching and development while
comparing sales results to goals and taking appropriate
action to correct when necessary.
Provide sales management, budget control,
compensation programs and incentive planning.
Ensure effective hiring, orientation, training,
development and retention of sales

Key Responsibilities
Branch Manager

Branch Sales Managers supervise the sales teams daily

performance.
They are responsible for supervising the sales team to
achieve operational targets by providing business plans
Monitoring the performance of the sales team to ensure
the specific portfolios of business performances are met

Key Responsibility
Regional sales manager
Leading

the provincial or district sales manager and

develop sales operation plans with the approval of the
national and global sales managers.
Should be capable of managing the region assigned to
them to ensure proper sales. Responsible for achieving
the client or activation targets of their specified region.
Should have good networking capabilities and be
willing to travel extensively through out their specified
region.

Key Responsibilities
Area sales manager
Maintaining

and increasing sales of the company's products

Reaching the targets and goals set for the area
Establishing, maintaining and expanding the customer base
Servicing the needs of existing customers
Increasing business opportunities through various routes to
market
Setting sales targets for individual reps and team as a whole

Key Responsibility
Sales executive
Identifies

business opportunities by identifying prospects and

evaluating their position in the industry; researching and
analyzing sales options.
Sells products by establishing contact and developing
relationships with prospects; recommending solutions.
Maintains relationships with clients by providing support,
information, and guidance; researching and recommending
new opportunities; recommending profit and service
improvements.
Maintains quality service by establishing and enforcing
organization standards.

Compensation plan for sales team

Organizational
structure

salary

Annual

National sales
head

100,000

12,00,000

Regional manager

70,000

8,40,000

Branch manager

50,000

6,00,000

Area sales
manager

30,000

3,60,000

Sales executive

15,000

1,80,000

Compensation plan for sales team

ALLOWANCES

NSM

RSM

BSM

ASM

SM

HRA

CONVEYANCE

MEDICAL

TRAVELLING

CHILDREN EDU.

INCENTIVE STRUCTURE
If

a SE gets the sales of Rs.3,00,000/- in a

month then the se will get the bonus of 2% on
sales which is Rs. 6000/-

If

a SE gets the sales of Rs. 45,00,000/- in a year

he will get the incentive of 1% on Total Sales

THANK YOU