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    Airtel TargetsandEvaluation

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    Rashi Vajani
    The document discusses evaluation criteria and compensation structures. It notes that evaluations have both quantitative measures based on target achievement as well as qualitative measures assessing leadership competencies. Sales incentive programs provide 10-20% of salary based on quarterly targets. Appraisals occur twice yearly, with higher positions weighted more towards leadership qualities than quantitative results. Targets are set annually, quarterly, and monthly, focusing on client retention, expansion, and market opportunities.

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    Airtel TargetsandEvaluation

    Uploaded by

    Rashi Vajani
    21 views2 pages
    The document discusses evaluation criteria and compensation structures. It notes that evaluations have both quantitative measures based on target achievement as well as qualitative measures assessing leadership competencies. Sales incentive programs provide 10-20% of salary based on quarterly targets. Appraisals occur twice yearly, with higher positions weighted more towards leadership qualities than quantitative results. Targets are set annually, quarterly, and monthly, focusing on client retention, expansion, and market opportunities.

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    Airtel_TargetsandEvaluation.pptx

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    The document discusses evaluation criteria and compensation structures. It notes that evaluations have both quantitative measures based on target achievement as well as qualitative measures assessing leadership competencies. Sales incentive programs provide 10-20% of salary based on quarterly targets. Appraisals occur twice yearly, with higher positions weighted more towards leadership qualities than quantitative results. Targets are set annually, quarterly, and monthly, focusing on client retention, expansion, and market opportunities.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    21 views2 pages

    Airtel TargetsandEvaluation

    Uploaded by

    Rashi Vajani
    The document discusses evaluation criteria and compensation structures. It notes that evaluations have both quantitative measures based on target achievement as well as qualitative measures assessing leadership competencies. Sales incentive programs provide 10-20% of salary based on quarterly targets. Appraisals occur twice yearly, with higher positions weighted more towards leadership qualities than quantitative results. Targets are set annually, quarterly, and monthly, focusing on client retention, expansion, and market opportunities.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 2

    Evaluation and Compensation

    Evaluation Criteria

    Quantitative measures Qualitative measures

    Achievement this year V/S Leadership Competencies:


    Targets set at the start of the
    year Entrepreneurial mindset
    Execution excellence
    Customer centric
    Team performance
    Collaboration with other functions

    The final evaluation is a mix of both qualitative and quantitative parameters


    Sales incentive programs (SIPs) are quarterly programs for the sales team based on target vs achievement. It is 10-20% of the total salary.
    Appraisals happen twice in a year : once during mid year ( only a discussion ) and the end year discussions happen
    Higher up the hierarchy, leadership competencies are given more weightage in evaluation
    Targets And Quotas

    Annual Operating targets Quarterly operating targets Monthly operating targets

    Target Setting
    Serving existing clients Target new clients Competitor and market
    ( Penetration ) ( Expansion ) analysis
    Selling more products to Expansion and incremental
    existing clients ( 10-20%) Possibility of acquiring new clients
    growth by targeting new clients.
    and improving relations in upcoming RFPs, do market
    Benefitting and recovering a
    through account managers intelligence activities and see
    certain percentage of the total
    who have regular weekly trends
    investment this year
    calls

    Airtel provides Formal bidding If Airtel wins the Dedicated account


    Telecom contractare
     Targets ends forachieved Airtel
    also
    does site checks
    by getting more clients through informal channels
    quotation for productof process
    communication ( done
    like by
    referrals) manager for
    and looks into the contract they do
    either 
    Government or
    B2B clients are majorly depends through relationship building and– services
    either Airtel approaches theclient
    clientwith RFPs
    or the client approaches for its telecom continuous
    technicalities
    offered
    Formal bidding all theAirtel
    necessary services
    Dedicatedbuilding
    account
    privateorganisations
    More importance is given to services offered rather than price Airtel provides
    due to limited
    in Request from of
    for players. Two types telecoms
    accounts : Premiumsetup If Airtel wins the
    and standard accounts relationship
    Telecom contract ends for Airtel does site checks process done by manager for
    quotation for product
    proposal contract they do
    either Government or and looks into the continuous
    and services offered client with RFPs all the necessary
    private organisations technicalities from telecoms relationship building
     Targets are also achieved by getting more clients through informal in Request for setup
    channels of communication ( like referrals)
     B2B clients are majorly depends through relationship building – proposal
    either Airtel approaches the client or the client approaches Airtel for its telecom services
     More importance is given to services offered rather than price due to limited players. Two types of accounts : Premium and standard accounts

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