Avi Arya breaks down how to structure incentive programs that pay teams 1 lakh to 6 lakh rupees. He covers profit sharing, bonus structures, and goal setting to motivate sales and operations teams in agencies.
How to create the right incentives so that you don't need to go to the office. Your sales team delivers targets and your operation teams make sure that no client is ever unhappy or leaves. If you are an agency founder or a coach in your company. You need to follow the Internet mogul's incentive system. And you will see things change drastically. Watch this video till the very end. For the last 15 years I've been running an agency with about 100 people in the company. It's a lot of manpower. To be able to continuously hold that manpower bill. Those expenses every month for the last 15 years has taught me one crucial lesson. Your team should feel as excited and motivated as you when you have a new win. If a new client is coming in, it should not be oh my God. Up to Kaam Bhargi Meera. No. Share a profit percentage with everybody in your sales team. And share an additional profit percentage with all the operation people who save those clients. Till the very end. Here's the formula that I use. I sit with all my 14, 15 project managers and I tell them I'll give you 10 to 15,000 rupees per year to be able to take care of one project that gets renewed. So if it's a 12 month contract and it gets renewed for another 12 months you get 10 to 15,000 per project. And if every project manager is handling 10 projects they get a 1 1/2 to 2 lakh rupee yearly bonus. Apart from all their salaries and other incentives, it's a huge win for everybody. They don't want the client to leave because they see that 10,15,000 rupee tag on that works beautifully. Try it in your agency. Second, for the salespeople we have something called the Unstoppable 60. Which is a program that I created for my sales team. Over and above the salary. I give them a 1x2x and a 3x possibility. Which means if they want to make. If they're getting 1 lakh rupees they can make 1 lakh additional. If they're making one, they can make 2 lakh additional or 3 lakh additional or just on incentive. I tell them your incentive should be so big that it's 2 to 3x of what your salary is. And you should go to. That should go to the bank for your savings, your mutual fund, whatever you do. And it's a 1 lakh rupees with which you run your house and your hobbies and everything. In a few years that compounding will make you a rich person. Now how do you do it we divide the clients into three parts. C, B and A. C are retainers of anywhere from one to two lakh rupees. B are retainers from two to three lakh rupees. And A is retainers of three lakhs to five lakhs and six lakh rupees per month. Now to be able to do this, a salesperson needs to think beyond his comfort zone. He may not have made so much money or being able to deal with such big clients. He's not done it. So it's your job as an agency founder or a coach or a business entrepreneur to be able to help them see big. How will you help them see big? People only want to know what's in it for me. So what we do is we create a dream vision board for each salesperson. One salesperson told me, sir, in the next five years, I want to create my own small 10 crore rupee guest house, motel, hotel in a small city. I said, if you want to make 10 crore rupees, you need 20% down, then the bank will give you money. He said yes. I said that 20% down is 2 crore rupees. He said yes. I said, now let's divide 2 crore rupees by four years. That's about 50 lakhs a year. So for 50 lakhs a year you need additional approximately 4 lakh rupees in incentive. He said yes. To be able to create that four lakh rupees, I reverse engineered that with every deal that he gets. And I showed him if he goes to A, he's able to do this in two years. If he sells only B clients for me, he'll do it in three years. And if he does C clients, he'll be able to do this in four. Four years. Everybody wants to go from job to entrepreneurship and make his hotel or whatever your dream is faster. So he is now focused on doing the A faster than anybody else. And that's how an entrepreneur makes their dream mapped with the dream of the sales people. This is a short video on how we create incentives for the operations team and the sales team. If you want to know more about how an agency of 100 people works and how you can take people to the next level. Follow this Series Comment I'll give you all the incentive programs, PDFs and everything that I've created for my team. You can use it for your team. Thank you very much for watching. And I'm on a mission to create 1,000 agency founders to go from where they are, lose the low paying, no paying, toxic clients and go towards peace and profits. Download the PDF and start making peace and profits a reality in your life. SA.
