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Last updated on 2024年7月11日

Here's how you can negotiate a performance-based bonus in After-Sales effectively.

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Negotiating a performance-based bonus in the after-sales sector can be a pivotal move in your career. After-sales, which refers to the support and service provided after the initial sale of a product or service, is a crucial area for customer satisfaction and repeat business. A performance-based bonus is an additional compensation that is contingent on meeting or exceeding certain performance criteria. To negotiate such a bonus effectively, you'll need to understand the value you bring to the after-sales process and communicate it convincingly to your employer.

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Géssica Gabriela Carlesso

Coordenador comercial

1 Know Your Worth

Understanding your contribution to the after-sales team is the first step in negotiating a performance-based bonus. Reflect on your customer service skills, problem-solving abilities, and any unique expertise you bring to the table. Are you instrumental in retaining customers or upselling services? Quantify your achievements, like customer satisfaction scores or revenue generated from repeat business, as these concrete figures can be powerful leverage in discussions about performance incentives.

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Géssica Gabriela Carlesso

Coordenador comercial
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Para pedir um b?nus você deve falar a língua que seu Gestor entende: Números. Para isso, uma boa dica é calcular o seu ROI na opera??o. ROI é um termo utilizado para mensurar o retorno sobre um investimento. O investimento seria seu salário e benefícios, enquanto retorno é o resultado do seu trabalho. Veja o exemplo: Salário: R$ 5.000 Resultado: Clientes fizeram recompra, resultando em R$ 20.000 Para calcular seu ROI fa?a (Resultado - Investimento) / Investimento 20.000 - 5.000 = 15.000 15.000 / 5.000 = 3 Portanto o seu ROI é 3. Com estes números você será capaz de comprovar que seu trabalho é rentável e merece uma bonifica??o.

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2 Set Goals

Before entering negotiations, establish clear, achievable goals that align with your company's objectives. This might involve increasing customer retention rates or reducing response times for after-sales inquiries. By setting goals that benefit both you and your employer, you demonstrate a shared interest in the company's success. This approach can make it easier for your employer to see the value in providing you with a performance-based bonus as a means to drive business results.

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Géssica Gabriela Carlesso

Coordenador comercial
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Metas s?o a chave para o sucesso de qualquer opera??o. Para isso, uma boa dica é utilizar OKRs (Objetivos e Resultados-chave). Acompanhar suas métricas e enviar periodicamente ao seu gestor (semanal ou quinzenal) também é uma forma de demonstrar o desemprenho e ajustar sua a??es o alcance das metas.

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3 Prepare Evidence

When you're ready to negotiate, come armed with evidence of your past successes and how they've contributed to the company's after-sales performance. Document instances where your efforts went above and beyond, leading to increased customer satisfaction or operational efficiency. Having tangible examples of your contributions will strengthen your case for why a performance-based bonus is not only deserved but also beneficial for the company.

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Géssica Gabriela Carlesso

Coordenador comercial
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Aqui uma dica importante é estudar o significado das métricas e provas que você levará ao seu gestor. O que significa dizer que o Churn diminuiu ou que o Ticket Médio aumentou? N?o basta apenas trazer dados, é preciso contextualizar e explicar a importancia das suas métricas.

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4 Propose Structure

Propose a clear and fair structure for your performance-based bonus. This should include specific targets that need to be met and a transparent calculation method for the bonus amount. Ensure that the targets are realistic and measurable, and that the bonus is proportionate to the level of achievement. A well-thought-out proposal shows that you've considered the company's perspective and are serious about making a mutually beneficial agreement.

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Géssica Gabriela Carlesso

Coordenador comercial
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Uma das formas de fazer isso é fazer benchmark com outras empresas e entender a estrutura de bonifica??o delas. Isso pode lhe trazer insights mais assertivos e mais confian?a ao apresentar sua proposta.

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5 Communicate Clearly

Clear communication is key in any negotiation. Express your points concisely and confidently without being confrontational. Listen to your employer's perspective and be willing to adjust your proposal if necessary. It's important to maintain a professional demeanor and keep the conversation focused on how a performance-based bonus can be a win-win for both parties.

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Géssica Gabriela Carlesso

Coordenador comercial
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Uma dica que pode lhe ajudar é conectar suas metas e o resultado que você irá trazer com as metas da empresa. Se com uma estrutura de bonifica??o, você se compromete a atingir a meta X, deixe claro ao seu gestor como essa meta impacta as metas da empresa de forma global. As suas chances de sucesso ser?o maiores!

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6 Follow Up

After your negotiation meeting, be sure to follow up with a summary of what was discussed and any agreements that were made. This not only shows your professionalism but also ensures that there is a record of the conversation. If your proposal for a performance-based bonus wasn't accepted immediately, don't be discouraged. Ask for feedback and what steps you could take to revisit the discussion in the future.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can negotiate a performance-based bonus in After-Sales effectively.

1

2

3

4

5

6

7

1 Know Your Worth

2 Set Goals

3 Prepare Evidence

4 Propose Structure

5 Communicate Clearly

6 Follow Up

7 Here’s what else to consider

Aftersales

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Here's how you can negotiate a performance-based bonus in After-Sales effectively.

1

2

3

4

5

6

7

1 Know Your Worth

2 Set Goals

3 Prepare Evidence

4 Propose Structure

5 Communicate Clearly

6 Follow Up

7 Here’s what else to consider

Aftersales

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