Building an effective system of material incentives for human resources in trade organizations

Abstract

The paper discusses ways of solving the problem of ensuring the outstripping growth of the trading efficiency in relation to the growth of the remuneration of sales personnel. The main link in the structure of a trading enterprise, which solves the issues of increasing the sales volume, is the commercial department, which includes various specialists to promote the sale of goods. The study of the general problem of material incentives for sales personnel revealed several criteria ensuring the optimality of the material incentive system. To ensure the effectiveness of the system of material incentives, the list of indicators for evaluating the work of personnel must fully comply with the indicators of an enterprise as a whole. One of the problems is to ensure the objectivity of the system of material incentives for sales personnel when establishing the baseline values of performance indicators of managers, for exceeding which bonuses are paid. Since all the performance indicators of the sales personnel are quantitatively assessed, all the parameters of the system of material incentives for managers are summarized in an Excel table. The Excel table automatically calculates the payroll when the basic and actual values of the indicators of the performance of managers are entered. The procedure for uploading the data on the actual results of managers from an accounting computer program into a formalized system of material incentives was implemented, i.e., system reporting data are generated automatically. The developed system of material incentives for the sales personnel was introduced into the activities of regional distributors of the food market in the South of Russia. It ensured the outstripping growth in the effectiveness of trading activities of organizations compared with the growth in the remuneration of the sales personnel