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Shri Harini Media Ltd. Business Development Incentive Plan Policy

This document outlines the business development incentive plan policy for Shri Harini Media Ltd. It applies to full-time employees in the school and corporate sales team. The policy aims to provide competitive incentives to motivate employees and align their contributions to company success. Guidelines for employees include managing sales documents and targets, maintaining relationships with clients, and publishing periodic performance reports. The incentive structure calculates incentives as a percentage of actual subscription revenues based on price tiers and number of parents. Accountability roles and the procedures for processing incentives are also defined.

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Gayathri Ethiraj
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169 views

Shri Harini Media Ltd. Business Development Incentive Plan Policy

This document outlines the business development incentive plan policy for Shri Harini Media Ltd. It applies to full-time employees in the school and corporate sales team. The policy aims to provide competitive incentives to motivate employees and align their contributions to company success. Guidelines for employees include managing sales documents and targets, maintaining relationships with clients, and publishing periodic performance reports. The incentive structure calculates incentives as a percentage of actual subscription revenues based on price tiers and number of parents. Accountability roles and the procedures for processing incentives are also defined.

Uploaded by

Gayathri Ethiraj
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Shri Harini Media Ltd.

Business Development Incentive


Plan Policy

Dec 2016

Policy Name: BD Incentive Plan Effective Date: 01/12/2016


Policy Number: HR002 Edition: One
1. Scope:
This policy and procedure applies to all Full Time employees in the School and Corporate
Sales Team of Shri Harini Media Ltd. This policy replaces the existing Incentive/PLI policy
st
with effect from 1 Dec. 2016.This policy is liable to be revised anytime at the discretion
of management.

2. Policy
It is the policy of Shri Harini Media Ltd. to provide competitive incentives to motivate its
employees to do their best and align their contributions to help us in achieving success.
Incentive plan policy will be implemented systematically on equitable and merit basis.

3. Guidelines
The BD team should aim to
3.1 Manage sales credentials, pitch documents, etc.
3.2 Set input goals and monitor performance
3.3 Manage the sales funnel
3.4 Visit key clients such as school chains
3.5 Have additional revenue targets and manage special clients
3.6 Maintain a good working relationship with school principals/correspondents etc.
3.7 Publish periodic realized MIS on realized targets vs. achievements etc.
3.8 Follow up with client for collections

Policy Name: BD Incentive Plan Effective Date: 01/12/2016


Policy Number: HR002 Edition: One
4. Incentive Structure
Table 1: Incentives (will be paid out after collection of dues)

Actual Price of Subscription for 1 parent X Percentage for the price band X Actual No of Parents X Factor
for the No of Parents Band + (1% X Customisation Cost)

For
Chellamey
For Ezines   For PC Print   Print  
Percentag Percentag Percentag
Price e Price e Price e
less than less than
150 0.0% less than 550 0.0% 460 0.0%
150 1.0% 550 - 600 1.0% 460 - 510 1.0%
511 &
151-250 1.5% 601 - 650 2.0% above 2.0%
251-350 2.0% 651 & above 2.5%
351 &
above 2.5%

No of Parents  
Number Factor
less than 1000 1
1001-2000 1.25
2001-4000 1.35
4001 - 6000 1.5
6001 - 10000 1.65
10001 - 15000 1.75
15001 - 20000 2
greater than
20001 2.15

Example
Policy Name: BD Incentive Plan Effective Date: 01/12/2016
Policy Number: HR002 Edition: One
BVM
No of parents 1254
Per Parent
Price 220
Total 275880
For Santhosh
Incentive 5172.75
Revenue % 2%

Primrose
No of Parents 600
Per Parent
Price 250
Customisatio
n 50000
Total 200000
Cut off is not met. However for
For Sundeep calculations
Incentive 2750
Revenue % 1%

MVM
No of Parents 7500
Per Parent
Price 330
Total 2475000
Incentive 81675
Revenue % 3%

Pon Vidyashram
No of Parents 7500
Per Parent
Price 150
Total 1125000
Incentive 18562.5
Revenue % 2%

The gates for fixed salary band is as


follows

Policy Name: BD Incentive Plan Effective Date: 01/12/2016


Policy Number: HR002 Edition: One
From INR To INR Cut off

Upto 5,50,000.00 2,25,000.00

5,50,001.00 6,50,000.00 2,75,000.00

6,50,001.00 7,50,000.00 3,25,000.00

7,50,001.00 8,50,000.00 3,60,000.00

Above 8,50,001.00 5,00,000.00

ParentCircle Selling Price


Single Copy Retail Sales     Rs 60
Annual Subscription          Rs 670 (Discount of 7%, i.e. Rs 50 is applied)
Bulk Schools Subscriptions   Cannot go below Rs 550
   
Chellamey  
Single Copy Retail Sales     Rs 50
Annual Subscription          Rs 550 (Discount of 8%, i.e. Rs 50 is applied)
Bulk Schools Subscriptions   Cannot go below Rs 460
   
Ezines – ParentCircle & Chellamey  
Rs 450 (Discount of 18% applied on the annual subscription rate of Rs
Annual Subscription         
550)
Bulk Schools Subscriptions   Cannot go below Rs 220

Policy Name: BD Incentive Plan Effective Date: 01/12/2016


Policy Number: HR002 Edition: One
Table 2: Rates

ParentCircle Selling Price


Single Copy Retail Sales     Rs 60
Annual Subscription          Rs 670 (Discount of 7%, i.e. Rs 50 is applied)
Bulk Schools Subscriptions   Cannot go below Rs 550
   
Chellamey  
Single Copy Retail Sales     Rs 50
Annual Subscription          Rs 550 (Discount of 8%, i.e. Rs 50 is applied)
Bulk Schools Subscriptions   Cannot go below Rs 460
   
Ezines – ParentCircle & Chellamey  
Annual Subscription          Rs 450 (Discount of 18% applied on the annual subscription rate of Rs 550)
Bulk Schools Subscriptions   Cannot go below Rs 220

5. Accountability

5.1 Head, Business Development is accountable for:


5.1.1 Setting the team’s performance measure/s and the related incentives
scales.

5.2 Mangers are accountable for:


5.2.1 Setting their performance measure/s and the related incentives
scales.
5.2.2 Setting their team members performance measure/s and the related
incentives scales.

5.3 Finance team is accountable for:


5.4.1 Checking and cross verifying the order and collection status.

5.4 Human Resources are accountable for:


5.4.1 Ensuring the compliance of this policy.
5.4.2 Ensuring that incentives reflect in the requisite payroll.

6.Procedure

Policy Name: BD Incentive Plan Effective Date: 01/12/2016


Policy Number: HR002 Edition: One
th
The 30 of each month is cutoff date for processing incentive percentages. Once the
collection is complete, incentives for a given month will be paid along with the following
month’s payroll. The Zonal Head is responsible for updating both Finance and Human
Resources of the sales figures, date of collection and incentive percentages.

Policy Name: BD Incentive Plan Effective Date: 01/12/2016


Policy Number: HR002 Edition: One

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