Assignment No: 5 BUSN 383 B Theme: KPIs -> Salesperson Evaluation, Appraisal, Training, Compensation, Incentives and Rewards. Objective: Specific Organization, HR Budget criteria, Intrinsic and Extrinsic motivational factors linking them with incentives, performance criteria (KPIs), recruitment, orientation and training process, training need assessment, sales compensation structure at various levels and types of organization, sales appraisal process, areas/types/ techniques of training soft skills, technical skills etc, trainer choices. Action Plan/ Steps: - Pick a sales position in an organization/ industry - Sales objectives (KPIs) (5 KPIs Technical/ functional) - KPI wise skills required (3 to 5 skills for each KPIs) - Appraisal process and evaluation - Training need assessment for the year (At least 4-5 areas of training) - Training plan/process (standard/ customized - thinking out of the box, going an extra mile) - Compensation structure - Recruitment ad (Job Title, Job description, position requirement, min qualification, work experience, relocation etc)

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