| T.R | Title | User | Personal
Name | Date | Lines |
|---|
| 2466.1 | Better than Food Stamps? | AUSTIN::UNLAND | Digitus Impudicus | Thu Apr 15 1993 19:38 | 5 |
| re: .0 and cash incentives ...
Is this another one of those $250 things?
Geoff
|
| 2466.2 | | SWAM2::MCCARTHY_LA | Texas Supply Chainsaw Massacre | Thu Apr 15 1993 20:23 | 5 |
| re: .1;
> Is this another one of those $250 things?
You mean the, ahem, "virtual" cash incentive? :-/
|
| 2466.3 | Dream on! | LACGID::BIAZZO | How low can we go? | Thu Apr 15 1993 21:33 | 8 |
| Today we have most of our product offerings in place and many are
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
as good as any on the market. What we need now is confidence in
^^^^^^^^^^^^^^^^^^^^^^^^^^^^^
Oh really? I think if this were true we wouldn't have such a shortfall.
|
| 2466.4 | | SNOC01::NICHOLLS | Problem? ring 1-800-382-5968 | Thu Apr 15 1993 22:42 | 5 |
| > Today we have most of our product offerings in place and many are
> as good as any on the market.
Surely to sell these products they need to be better than others on the
market. Being just as good is not good enough...
|
| 2466.5 | Good enough is best-'better' depends | ANNECY::HOTCHKISS | | Fri Apr 16 1993 07:21 | 14 |
| Don't really agree-if we have any rpoduct which is red hot and
better/cheaper than competition,it is like a red rag to a bull and
competitors will do their best to be better asap.If a product is
marginally better,then efforts might be lower.Bottom line is that being
better is not the issue-our products are excellent in my humble view
and will be constantly challenged and overtaken and we will respond.
IF everybody always bought the best product,wouldn't we all be driving
Rolls Royces?No,we don't,not because we can't afford it but simply
because RR target certain customer groups.This is something that we
appear to be lousy at-whenever I mention it to marketing folk over
here,it's like I came from another planet.I did actually-I used to work
for Intel and they didn't seem to have a problem with the concept....
Next one for the soapbox?
|
| 2466.6 | | PEKKA::peura | Pekka Peura | Fri Apr 16 1993 11:55 | 11 |
| re: .1
> re: .0 and cash incentives ...
>
> Is this another one of those $250 things?
>
> Geoff
This is real money. Sales reps get 2% of their Q4 revenue, if they
are over 100 % their budget, and 1% if they are below budget.
|
| 2466.7 | Not a Q4 only incentive in all Euro countries! | IW::WARING | Simplicity sells | Fri Apr 16 1993 12:55 | 12 |
| 2466.8 | 1% for missing budget | CSLALL::WEWING | | Fri Apr 16 1993 13:45 | 4 |
| sales reps get 1% of revenue, even if the MISS budget.
that's an incentive!?
willie
|
| 2466.9 | Fat chance ;-) | IW::WARING | Simplicity sells | Fri Apr 16 1993 16:08 | 3 |
| Hmmm, and i'm responsible for delivering $89.9M NOR by end Q4... ;-)
- Ian W.
|
| 2466.10 | This is US plan ! | ODIXIE::PERRAULT | | Fri Apr 16 1993 19:04 | 15 |
| Wow, $12+ K for making your number? All I can say is DEC really
knows how to dis-incent its' US sales force. We get $0, for making
our budget. But we do get to keep working 70hour weeks, no training
or expenses, and now perform the function of two since all the layoffs.
In fact we'll be the lucky ones to get the worst TFSO after hanging in
all this time.
Makes me excited for FY94 when we get to participate in a 10% pay CUT
and then have the opportunity to get it back. What a commission plan!
Just for laughs, in order for the US sales people to make $12K over
salary, we would need on average to do 150+ % of budget. Seems alittle
off base.
But, good luck !
|
| 2466.11 | We need salespeople up top | POCUS::BOESCHEN | | Fri Apr 16 1993 20:21 | 7 |
| I agree with .10. The US sales mgt team has no idea how to motivate
us sales folk in the US.
However, being a salesman for my entire career, I incent myself to
reaching the minimum level of 100%.
Good luck to all my fellow peddlars!
|
| 2466.12 | Somebody's listening. | HOCUS::BOESCHEN | | Sat Apr 17 1993 10:16 | 4 |
| They just announced in the US the 1% kicker for anything you
sell & invoice in Q4. I guess I spoke to soon. (re.11)
I'll be at my customers for the rest of the year!
|
| 2466.13 | | HAAG::HAAG | Rode hard. Put up wet. | Sat Apr 17 1993 18:04 | 2 |
| i'm not even going to mention what those of us who directly support the
sales people get. everyone pretty muchs knows the answer.
|
| 2466.14 | | TENAYA::RAH | loitering with intent | Sun Apr 18 1993 06:48 | 2 |
|
it comes on thursday, or am i missing something?
|
| 2466.15 | | HAAG::HAAG | Rode hard. Put up wet. | Sun Apr 18 1993 22:51 | 7 |
| robert
if the weekly paycheck should satisfy me, it should also be adequate
compensation for my brothers/sisters who carry the sales bag. there
seems to be many from top to bottom who think that that is not the
case. i don't ask special favors. just fair treatment. that should be
expected. not something one has to campaign for, as it is today.
|
| 2466.16 | ??? | OZROCK::FARAGO | FY94 HW$6B SW$4B Serv$7B | Mon Apr 19 1993 05:35 | 5 |
| re .12 I'll be at my customers for the rest of the year!
Why aren't you there normally?
only 1/2 :-)
|
| 2466.17 | q4 quick revenue only | KIPPIS::LOD | Just Do It ...! | Mon Apr 19 1993 09:43 | 6 |
| The euro/finnish plan is also sell-deliver-invoice = revenue in Q4.
Everything that has been sold/booked in Q3 or before that generate
revenue in Q4 does not count.
- tomi
|
| 2466.18 | | HOCUS::OHARA | | Mon Apr 19 1993 11:50 | 6 |
| >> The euro/finnish plan is also sell-deliver-invoice = revenue in Q4.
>> Everything that has been sold/booked in Q3 or before that generate
>> revenue in Q4 does not count.
Ditto the US plan.
|
| 2466.19 | | GRANMA::MWANNEMACHER | Being a Daddy=The best job | Mon Apr 19 1993 13:15 | 7 |
|
Right Gene, us support folks aren't worth squat, we are a dime a dozen
and should be lucky to have our jobs. BUt you know this by now.
Mike
|
| 2466.20 | | SDSVAX::SWEENEY | Patrick Sweeney in New York | Mon Apr 19 1993 14:20 | 22 |
| My guess is that this is a repeat of last year's scam. What's within
the control of the sales rep is to induce a customer to present to
Digital a purchase order. This is alternatively called "selling" or
"certing".
What happens after that event is out of the control of the sales rep.
Namely the process of "revenue", "delivery" and "invoicing" depends on
what's in the warehouse and how efficient is the process of moving
products from warehouse to customer.
As for services, typically they are invoiced as they are delivered.
I wish I could recall Jack Smith's wording. From my incomplete recall
it was "Although the sales force met the certs goal, it didn't meet the
revenue goal because so many of the orders could not be filled in the
time available."
It's hard not to be cynical about all this. What should be "incented"
is consistent performance, not the mad Q4 rush:
A lot of customers know from experience that what Digital resists in
terms of making a deal in April or May, Digital will take in June.
|
| 2466.21 | reply to a reply..... | POCUS::BOESCHEN | | Mon Apr 19 1993 14:39 | 6 |
| re .16- As most salepeople at DEC know, we spend most of our time
dealing with the internal sales-prevention people.
re .20- When customers can delay purchasing from a vendor until
the last month of that vendors year, they know they will
get the best possible deal. This is not an uncommon practice.
|
| 2466.22 | | TOMK::KRUPINSKI | Slave of the Democratic Party | Mon Apr 19 1993 14:59 | 12 |
| > re .16- As most salepeople at DEC know, we spend most of our time
> dealing with the internal sales-prevention people.
What has changed so that you don't need to do this now? - If you
had to do this the rest of the year, why not now? Or conversely,
if you can ignore this now, why not ignore it the rest of the year?
Tom_K
PS Hard questions, I know, and I'm not picking on you - I just want to
know...
|
| 2466.23 | | GRANMA::MWANNEMACHER | Being a Daddy=The best job | Mon Apr 19 1993 15:25 | 11 |
|
And you insinuate that the rest of us try and make it hard/impossible
to do business, this is pure bull and I imagine that if you looked into
it a little you would find out that it isn't the people in the wasy
rather the P's&P's that we are tasked to obey in doing our jobs.
Mike (who has had many an order come through unprocessable)
|
| 2466.24 | Desperate men take desperate action | CGOOA::DTHOMPSON | Don, of Don's ACT | Mon Apr 19 1993 17:22 | 21 |
| What a wonderful place! Where else can you make a deal - i.e. accept a
budget - not follow through on your part and then get a better deal as
a result.
I guess Digital's ideal salesperson would work quietly with his
customers and make some internal friends (sharing the cash might do it)
so that all sales could be made the third week of June and everything
would ship by air the fourth week. Product would, of course, be hidden
somewhere for him as he called it in (rather than putting through legit
orders) to whoever he was paying on the inside.
This hero would further help manufacturing planning.
And besides - that stupid comment on product quality really ticks me
off. If the company sold stuff properly we wouldn't be in such a
slump.
Maybe 'Neutron Eddy' will fix this nonsense!
Don
|
| 2466.25 | | 29215::RWARRENFELTZ | | Wed Apr 21 1993 17:18 | 10 |
| I've seen the games played both ways. At a central processing
facility with it's undertone of make sure it matches the P&P exactly,
the CYA naturallt takes over and slows up order processing for 11
months of the fiscal year. In June, ALMOST anything goes that can be
certed if a manager is willing to sign off, and worry about the
problems it causes in the next fiscal year. On the other hand, being
in a remote sales office this past 15 months, orders are processed so
much easier without the unnatural roadblocks & obstacles that are
placed in a central processing facility. The things that would be put
on "hold" are worked through YEAR ROUND!
|
| 2466.26 | | 35261::ROGERS | | Wed Apr 21 1993 23:25 | 5 |
| re: .24
"If this company sold stuff properly we wouldn't be in such a slump."
No problems in any other area of the company?
|
| 2466.27 | Everybody else is perfect! | TPSYS::BUTCHART | TNSG/Software Performance | Thu Apr 22 1993 11:58 | 13 |
| re .26
>>No problems in any other area of the company?
Of course not! (Oooooh boy, that must have made my nose grow a foot!)
Having started in Digital's internal information systems group quite a
while ago, and worked in software engineering for quite a while too,
I'd have to say that the company has produced quite a few poorly
conceived, badly executed, and confusing or contradictory software
products.
/Butch
|