Conference ilbbak::us_sales_service

187.0. "COE Question" by ESOA11::BRAMHALL () Thu Mar 04 1993 11:29

    Does this mean that if you have been at DEC for less than five years
    your not eligable or is 5/6 a ratio?



                  I N T E R O F F I C E   M E M O R A N D U M

                                        Date:     04-Mar-1993 08:58am EST
                                        From:     Russ Gullotti @MRO
                                                  V.P.,U.S.AREA AT A1 at SALES at MRO
                                        Dept:     U.S. Area
                                        Tel No:   

TO: See Below

Subject: CIRCLE OF EXCELLENCE ELIGIBILITY CRITERIA                              

       We continue to evaluate the way in which we motivate, reward, and 
       recognize field individuals who win significant business for 
       Digital.  As we do this, we need to also ensure our recognition 
       programs are designed to have an impact on our return to 
       profitability.
       
       In conjunction with this direction, we have revised the eligibility 
       criteria for CIRCLE OF EXCELLENCE to be more in line with the 
       leading industry directions in rewarding significant over 
       achievement, consistency, and winning and managing the delivery of 
       customer business.
       
       The 1993 U.S. CIRCLE OF EXCELLENCE event will be held at the GRAND 
       HYATT WAILEA, MAUI, HAWAII.   The event will take place between 
       September 26 and October 6.
       
       The corporation is committed to the CIRCLE OF EXCELLENCE program and 
       looks for your support as we continue with this significant 
       recognition program designed to motivate and drive significant 
       performance.
       
       On the following page you will find the revised FY93 eligibility 
       criteria. 
    
                         COE FY93 ELIGIBILITY CRITERIA
     
     
     Direct Sales - Performance        	10% of DEC100 Winners       
     
>     Direct Sales - Consistency        Must achieve DEC100 5 out 
     				       	of previous 6 years of DEC100
     				       	eligibility.
     
     
     Account Group Sales Support       	5% of DEC100 Winners
     
     
     MCS Management			District Managers and
     					Business Managers having
     					direct profit responsibilities.
     
     					A District Manager who wins 
     					"MCS Excellence" will win COE.
     					(this means meeting both a
     					customer survey and a business/
     					margin $ goal). The top DMs will
     					be selected.
     
     					A Business Manager who meets
     					directly assigned financial
     					performance metrics (revenue,
     					expenses, margin) will win COE.
     
     MCS Portfolio 			Any other manager or employee
     					who works directly with 
     					customers and has formally set
     					financial and customer 
     					satisfaction goals can be 
     				        nominated.
     
     Professional Services		Any manager achieving business
       					goals (revenue, expense, 
     					profitability) will be eligible 
     					for selection. Any PS employee 
     					directly contributing to revenue 
     					generation & to success of PS.
     
             					 
     Staff positions, at US and Portfolio, are not eligible to win or be 
     nominated for COE in FY93.
     
     "Sales" includes representatives and managers for Account, Specialty 
     and Services selling.