📘 Sales Incentive & Recognition Framework — Merciglobal Cloud ERP
1. Objective
To define a transparent, performance-driven incentive structure that motivates the sales team, aligns their goals with business outcomes, and supports consistent revenue growth for Merciglobal Cloud ERP.
2. Scope
Applicable to:
- Sales Executives
- Sales Managers
- Across all regions and verticals
- Inbound and outbound ERP sales
3. Compensation Structure
| Role | Fixed Salary (₹) | Revenue Target (₹/month) | Incentive Rate | Monthly Earning Potential (₹) |
|---|---|---|---|---|
| Sales Executive | ₹30,000 – ₹45,000 | ₹15 Lakhs | 4% per closure | ₹100,000 – ₹115,000+ |
| Sales Manager | ₹50,000 – ₹90,000 | ₹15 – 45 Lakhs (Team) | 2.5% of team closures | ₹102,000 – ₹2,50,000+ |
🎯 The higher the closure rate, the greater the earning potential.
4. Incentive Calculation
A. Sales Executive
- Earns 4% of every deal closed
- Incentive is calculated post-client payment confirmation
B. Sales Manager
- Earns 2.5% of total team revenue (above minimum threshold)
- Must ensure team-wide performance, compliance, and reporting
5. Example Incentive Payouts
| Deal Size | Executive Incentive (2%) | Manager Incentive (1.5%) |
|---|---|---|
| ₹5,00,000 | ₹20,000 | ₹15,000 |
| ₹10,00,000 | ₹40,000 | ₹30,000 |
6. Importance of Incentives in Sales
"Salary ensures presence. Incentives ensure performance."
From a salesperson’s perspective, incentives are more than just financial rewards — they represent recognition, motivation, and personal growth:
🔹 Why Salespeople Value Incentives:
- 💡 Recognition for Results: Sales is target-driven. Incentives act as real-time acknowledgment for achieving and exceeding targets.
- 🚀 Personal Motivation: Incentives keep motivation high, especially during long or complex ERP sales cycles. They turn effort into tangible rewards.
- 📈 Unlimited Earning Potential: Unlike a fixed salary, incentives scale with performance. The more one closes, the more one earns.
- 🔁 Fairness and Transparency: A clear incentive structure builds trust in the system. Salespeople feel rewarded based on merit, not favoritism.
- 🎓 Skill Development Payoff: Salespeople who improve objection handling, negotiation, and closing techniques get immediate, visible benefits.
From the field to the final signature — every effort deserves a reward that reflects its impact.
Incentives help sales professionals:
- Stay focused on goals
- Push harder during slow months
- Compete healthily among peers
- Build a lucrative career path within Merciglobal Cloud ERP
💬 “My income reflects my effort. The more I close, the faster I grow.” — Sales Executive at Merciglobal
Incentives are a scalable, outcome-linked investment for the business and a growth path for the salesperson.
7. Incentive Eligibility Conditions
- Must be actively employed during the incentive cycle
- Should complete a minimum of 3 active working weeks in the month
- Incentives will not be processed during notice period unless approved by HR and Management
- Probationary employees become eligible post-confirmation unless otherwise specified
- All entries must be updated in CRM with supporting documents (proposal, invoice, client confirmation)
8. Incentive Disbursement Policy
- Incentives paid monthly along with salary (post-verification)
- Incentives are released only upon client payment receipt (not proposal acceptance)
- All payout data must be verified via Merciglobal CRM
- Manipulated or incomplete entries will result in disqualification of that month's incentive
9. Quarterly Bonus Structure
💎 High performers deserve more.
Bonus Triggers:
- Target achievements in a month = 1% additional bonus.
10. Incentive Review Cycle
- This incentive framework will be reviewed every 6 months by HR and Leadership Team
- Adjustments will be made based on market conditions, business targets, and sales feedback
11. Performance Grades & Recognition
| Grade | Achievement | Recognition |
|---|---|---|
| A+ | 100%+ Target | Incentive + Certificate + Bonus Gift |
| A | 90% – 99% | Incentive + Applause Recognition |
| B | 70% – 89% | Incentive Only |
| C | 50% – 69% | Needs Improvement Plan |
| D | Below 50% | Performance Review by HR + No Incentive |
12. Annual Recognition Programs
- 🏆 Top Performer of the Quarter
- 🥇 Annual Sales Champion
- 🚀 Fastest Deal Closure Award
- 💡 Client Trust Builder Award
All recognitions are awarded during annual team meet.
13. Compliance
-
No incentive will be processed without:
-
CRM Deal Entry
- Proper documentation (proposal, invoice, payment)
- Misreporting, inflated numbers, or side arrangements will result in disciplinary action
14. Strategic Benefit to Merciglobal
This framework helps:
- Align payouts with business outcomes
- Encourage high-impact sales behavior
- Support monthly revenue goals
- Attract and retain top-performing talent
- Create a high-morale, high-energy sales environment