Depending on the business stage you are in. If the track you are in is an incremental market, then your main active force should focus on the expansion and development of new executive list customers, and sales should devote yourself to the battlefield of new customers, rather than thinking about keeping the old ones. Customers make money; if the executive list track you are in is a stock market, then you can consider letting sales dominate the renewal fee, and csm will cooperate well, because in terms of sales ability alone, the probability of sales winning orders is still higher.
Regarding the fourth point, what should be the ratio of basic salary, performance and commission? We need to know what these items mean executive list to employees. Basic salary is a guarantee and a sense of security. The higher the basic salary, the higher the sense of security; It is a requirement, the higher the performance, the higher the executive list requirement; the commission is a reward, which is to directly share the performance results. The higher the commission, the greater the reward effect, and the more wolf-like the team is. After clarifying this, you basically .
Know how to design the proportion. If you want to improve the stability of the team, the proportion of the basic salary must be executive list commissioned, at least 70%; At least 50% or more. Generally speaking, for the csm responsible for both service operation and contract renewal, the ratio of basic salary, performance, and commission is designed to be 6:2:2 or 6:3:1, which is relatively appropriate, which not only gives a certain sense of security, It executive list also allows the team to maintain a certain wolf nature. In particular, this point can be improved. If an indicator is determined, such as the response to customer problems in the WeChat group, but it cannot be improved through effective actions, it is only a monitoring indicator.