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