8/7/2008 10:41:00 AM
3 trials new commission structure based on sales margins
3 is trialling a new commission structure in its stores based on individual sales margins instead of volume-based targets.
For the past month, 73 of 3’s 277 direct stores have ditched volume-based commission payments in favour of sales that generate the most margin.
The idea is to move away from staff giving away the most expensive phones, such as Nokia N95s, and try to encourage salespeople to offer more low-cost phones where appropriate.
3’s director of retail, Ian Parpworth, said: ‘This is an effective way of rewarding the right sales behaviour in our stores to ensure the best customer experience.’
The trial began on 1 July, with two regions in the north, one in the south east and one in the west taking part.
A spokeswoman for 3 said that another 28 stores will join the trial this month, with feedback from store staff to be collated before an assessment is made on the success of the trial.