| To go to DEC100, a Sales Rep has to meet or exceed his budget.
Nothing special, 100% of goal. To go to DECathalon, a Sales Rep
has to be in the top 5% of all Sales Reps.
Sales Support goes to DECSupport100 which is held in conjunction
with DEC100, because we really are a part of sales, and if the SSR
carries a budget and makes 100%, then they go. Sales Support also
can go to DECathalon, the sales part of Circle of Excellence. This is
my local nomination from those that went to DECSupport 100.
Larry
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| The information in .1 is bogus; Sales Support is not EIS and has not been
for two years.
The answer to your question is no. I've attached an official
description of the DECSupport100 and TOP_DECSupport100 programs.
Goalsheets (actually, Personal Performance Plans) will be
significantly differerent this year, with quite a bit more emphasis on
subjective criteria and team goals. This is bound to change the
eligibility criteria of the various recognition programs.
We are pleased to announce the FY91 performance recognition programs for
District Sales Support personnel which are described in the attached
material. These programs have been designed with two major objectives in
mind. The first is to motivate your Sales Support personnel to strive
for excellence in their job performance and to reward those who succeed.
The second is to assist you in achieving your business goals by tying the
recognition criteria for each program to your business objectives. To
accomplish this, each program ties recognition to specific, individual
job goals which you assign. By carefully choosing goals for each of your
support personnel, we can ensure that all members of your district team
are working together to achieve a common business goal.
Three major programs are described in the attached material. The first,
Circle of Excellence, continues to be our vehicle for recognizing top
performers in Sales Support as well as in Sales, EIS, and Customer
Services. We should use this program to recognize the exceptional
individuals who set the standards for Sales Support in your district.
Individuals chosen for Circle of Excellence should be models for all to
emulate.
In addition, we have added two new programs which will allow you to
provide broadened recognition for all of your strong performers. These
new programs, DECsupport_100 and TOP_DECsupport, are patterned after the
DEC100 and TOPDEC programs. They allow you to recognize Sales Support
personnel in your district who accomplish the significant job goals which
you set. Each is a new tool which should be used to motivate and reward
your strong performers and to further integrate Sales Support into your
selling team.
For these programs to be effective it is important that your Sales
Support personnel have up-to-date, accurate Performance Planning and
Appraisal Documents. Please work with your Sales Support Unit Managers
to ensure that this has been accomplished. Additional administrative
details of the programs will be provided through your Regional
Performance and Measurement Managers as available. For immediate
questions concerning these programs, you may contact Elden Saathoff @MRO,
(DTN 297-3845).
Regards,
OVERVIEW DECsupport_100 and TOP_DECsupport recognize District
Sales Support Specialists, Consultants, and Unit Managers
who achieve their significant Financial and/or Business
goals for the fiscal year as documented by their
Performance Planning and Appraisal Document.
RECOGNITION Recipients will receive an achievement plaque and
recognition at a joint event with the District's DEC100
and TOPDEC winners. Each recipient may be accompanied by
one guest/spouse.
ELIGIBILITY Sales Support Specialists, Consultants, and Unit Managers
who are assigned to cost centers managed by District
Sales Managers for at least the last 9 months of the
fiscal year are eligible to participate in their
respective program.
Specialists and Consultants whose primary responsibility
is Sales Support but who are assigned to EIS cost centers
may also participate if approved by the District Sales
Manager.
EIS Unit Managers who are responsible for management of
Sales Support Specialists and Consultants may participate
if approved by the District Sales Manager.
All individuals must have a completed Performance
Planning and Appraisal Document approved by the District
Sales Manager to be eligible.
DECsupport_100 Sales Support Specialists and Consultants achieve
RECOGNITION DECsupport_100 recognition based upon one of the
REQUIREMENTS following two criteria. The criteria chosen must be
designated in each individual's Performance Planning and
Appraisal Document:
- Category I Criteria
One or more Financial Goals for a Sales Account(s),
Unit(s), and/or District must be assigned and
designated as a DECsupport_100 requirement(s).
Additionally, one or more goals may be selected from
the Business Goals section of the Performance
Planning and Appraisal document. Individuals assigned
this criteria will automatically achieve
DECsupport_100 recognition if their combination of
designated Financial and Business goals are met.
- Category II Criteria
Many Sales Support personnel provide specialized
support across a broad range of accounts within the
District. The District Sales Manager may decide that
these individuals cannot fairly be held personally
accountable for the success of a specific financial
segment of the District's business.
In these cases, the District Manager must designate
one or more goals from the Business Goals section of
the Performance Planning and Appraisal document as
DECsupport_100 criteria. Individuals in this
category must achieve this goal(s) as a first
requirement for DECsupport_100 recognition.
All individuals who meet this first requirement will
then be eligible for nomination for DECsupport_100
recognition. The District Sales Manager will accept
input from Sales Reps, Sales Unit Managers, Corporate
Account Managers, Sales Support Unit Managers, and
other Sales Support Specialists. From these
nominees, the District Sales Manager may recognize a
percentage not greater than that percentage achieved
by the District Sales force eligible for DEC100.
For example: If 65% of the District's eligible Sales
Representatives achieve DEC100, then up to 65% of the
Sales Support personnel in Category II may be
recognized.
TOP_DECsupport Sales Support Unit Managers achieve TOP_DECsupport based
RECOGNITION upon the following criteria which must be documented in
REQUIREMENTS their individual Performance Planning and Appraisal
Document:
One or more Financial Goals for a Sales Account(s),
Sales Unit(s), and/or the District must be assigned
and designated as a TOP_DECsupport requirement(s).
These Financial Goals may be specific product,
service, and/or total certs goals. Additional goals
from the Business Goals categories of the
Performance Planning and Appraisal document may be
optionally selected.
Sales Support Unit Managers who achieve this
combination of Financial and Business goals
automatically receive TOP_DECsupport recognition.
OVERVIEW The Circle of Excellence program for District Sales
Support personnel recognizes those individuals whose
outstanding achievements have contributed visibly to
Digital's success. It is the highest honor signifying
individual achievement and teamwork which contributes to
Digital's goal of being the #1 Vendor, #1 Investment, and
#1 Employer in its industry.
RECOGNITION Circle of Excellence achievers will receive an achievement
plaque and recognition at a joint event with other Sales
Support, Sales and Service winners. Each
achiever may be accompanied by one guest/spouse.
ELIGIBILITY Sales Support Specialists, Consultants, and Unit Managers
who are assigned to cost centers managed by District Sales
Managers for the complete fiscal year are eligible to
participate in Circle of Excellence.
Each eligible candidate must also have a completed
Performance Planning and Appraisal Document approved by
the District Sales Manager.
In addition, each candidate must remain a Digital employee
through the event at which Circle of Excellence achievers
are recognized.
RECOGNITION SALES SUPPORT SPECIALISTS & CONSULTANTS
REQUIREMENTS
In order to receive Circle of Excellence recognition, a
District Sales Support Specialist or Consultant must
achieve DECsupport_100.
From this group of eligible candidates, the District Sales
Manager may recognize up to a predetermined percentage of
the eligible Sales Support Specialists and Consultants in
the District for Circle of Excellence. For FY91, this
percentage is tentatively planned to be 10%. District
Sales Managers will accept input for nominations from
District Sales Rep, Sales Unit Managers, Corporate Account
Managers, Sales Support Unit Managers and Sales Support
Specialists/Consultants. Recipients should be chosen
based upon their overall contribution to the District's
business success and their performance to their complete
set of Performance Planning goals. District Sales Managers
must submit their District's winners to their Regional
Sales Manager for a final audit of eligibility and
announcement.
RECOGNITION SALES SUPPORT UNIT MANAGERS
REQUIREMENTS
In order to receive Circle of Excellence recognition, a
Sales Support Unit Manager must achieve TOP_DECsupport.
From this group of eligible candidates, the District Sales
Manager may nominate any number of candidates to the
Regional Sales Manager. The Regional Sales Manager may
recognize up to a predetermined percentage of the eligible
Sales Support Unit Managers in the Region for Circle of
Excellence. For FY91, this percentage is tentatively
planned to be 10%.
The Regional Sales Manager should review all nominees with
the Regional Sales Support Manager and chose recipients
based upon their overall contribution to their District's
and Region's business success.
It is expected that any DECsupport_100 or TOP_DECsupport
recipient will have received a 1 or 2 performance rating
on the last performance review or be under consideration
for this level on the upcoming review.
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| ... to imply EIS and Sales Support are still together, I certainly know
it isn't so! However, I don't think the REAL split came until last FY, and
about Q2 at that. That's when all the Sales Support people became direct line
to the Sales DM's, and the SWS/EIS DMs were out of the loop. Until then it
was a matter of "contract" between the two DM's as to who made the decisions
on Sales Support resources. Our District gave the Sales DM 51% power all of
last FY.
BTW, thanks for the info on COE, etc.
|
| FWIW, this is Year 1 also that Customer Services Account Support has
been eligible for DEC100. Criteria are the same as for Sales, 100% or
better, and Customer Services foots the bill for AS reps. We got lucky
this year...all but one of our reps made DEC100! On the other hand,
this is also a DECexcellence Service Delivery District, and because our
AS reps won DEC100, none of us are able to go to DECexcellence...
company policy, can't be rewarded twice! Personally, I dispute whether
this is applicable, as DEC100 rewards financial success, and
DECexcellence rewards customer satisfaction! The two are not mutually
exclusive, but neither are they necessarily joined at the hip, so to
speak!
M.
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