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      人力實訓:獎金計劃不能激勵員工

      來源:環球網校 發布時間:2019-05-28 17:21:27 點擊量: 分享:

      我是按照績效考核獲得提成和獎金的一個大粉絲。我相信這樣的計劃能夠激勵人們成功和超越。話雖這么說,但我注意到很多的獎金計劃并沒有起到這樣的作用。事實上,大多數的獎金計劃都是在做無用功,因為設定績效考核制度的經理人們沒有遵循以下八條簡單的規則:

      規則1:讓我看到錢。以旅游為獎金的計劃如商務會議、圖標等華而不實的東西或者禮品證書作為激勵員工的計劃,這些招數在激勵員工上就如馬糞一樣。如果你不能想出辦法讓現金和硬幣流入你員工的手里,你最好不要費力氣了。你并不是在愚弄別人。如果你想要業績,就要為此付款。

      規則2:保持計劃簡單。理想的情況下,獎金計劃應該可以用一個單句來表達,因此它可以深入到員工的內心深處,作為他們每日行為的“試金石”。不幸的是,我看到的獎勵計劃太復雜,很難用一個單句來表達。這種情況下,員工們容易忽略這件事情,因為需要太多的經歷來想計劃中的“我下一步做什么”。

      規則3:制定可以實現的計劃。一些經理們制定“拉伸目標”,這些目標如此高以至于他們從不希望員工會實現這些目標。當然,這種想法是想通過獎勵計劃獲利,讓員工表現得更好還不用付給員工更多的錢。然而,員工們知道無法實現的目標是謊言的一種形式,那些想愚弄他們的經理人們簡直就是白癡。而且這正是激勵機制的反面。

      規則4:將計劃與個人目標聯系起來。如果一個人的行動與達成目標直接相關例如當銷售代表達到一定銷售額后就可以獲得的獎金只能激烈某個人或者某些人。相反,使用如果當公司盈利的時候,員工就會獲得獎金的方法是很愚蠢的。因為執行的人是這個盈利部分很微小的一部分,員工根本就不會關心。

      規則5:獎勵個人貢獻。在一個小組密切合作達成某個目標的情況下,以小組為基礎的獎金可能比較合適。然而,大多數情況下,給小組獎金的方式只是邀請那些懶蟲們退后,而讓那些頑強工作的人做所有的工作。這會制造憤恨和不滿情緒,最終頑強工作的人會離開公司,而懶人們會留下。

      規則6:及時支付獎金。如果你想通過獎金來激勵行為,你應該希望接收者感覺到行為和獎金之間的聯系。每個月給員工發獎金,甚至可以以周為單位,也可以在活動確定勝出一方后馬上發放。最糟糕的情況是員工忘記為什么獲得獎金,尤其是忽略了上邊提到的規則2的公司。當然,晚發總比不發好……

      規則7:保持計劃穩定。你對獎勵計劃或者傭金計劃改變得越多,它們就越是難以起作用,尤其是獎金作為周結果或者月度工作成果的情況。我曾經看過的一個案例是,一個銷售代表開了一個大賬戶,期望獲得巨額的獎金,結果是就在這筆交易要結束的時候獎勵計劃改變了。這是激怒最佳業績者的最好配方!

      規則8:對獲得獎勵的人進行宣傳。獎金當然要涉及到金錢,如果你不能確保其他人都知道一個員工贏得了獎金,那么你會花費更多的錢獲得更差的表現。不用說,這一條當然適用于你遵守了以上提到的七條后。那樣,其他員工才會知道別人值得獲得這個獎勵,認為這個獎懲機制很合適,而最重要的是他們也開始努力去贏得獎金。

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