爱立信薪酬体系

Netsalesperemployee人均净销售额

Netsales净销售额totalno.ofemployees员工总数EmployeecostvsOPEX员工费用/营运费用OPEXrunrate/totalturnover

营运费用/总营业额Employeecost/OPEXrunrate

员工费用/营运费用HowtobuildHRmanagementintobusinessprocess?

如何把HRM建立到业务流程？

HRrewardsystemHR奖励机制Companyfinancialobjectives公司财务目标Humancapitalindex人力资本指数Customersatisfaction客户满意度KeyelementsofHRoperation

人力资源运作的关键要素

组织设置Organizationaldesign\M&A人员配置、人才招聘resourceplanning&staffing薪酬体系C&B设定目标/指标量化Settingobjectives&measurement培训和能力发展Training&competencedevelopment绩效评估和反馈Performanceevaluation&feedbackMotivationcharacteristicsofSuccessfulCompanies成功企业鼓励机制的特点

supportcompanystrategyanddevelopment 协作公司战略和进展

fullyalignwithcompanygoals 不偏离公司目标

eachmotivationactionhasitsspecificobjective 任何一个鼓励机制都有它特定的目的

flexibility,fitintoindividual’sdesires 因人而异MOTIVATION鼓励机制企业运作环境Businessenvironment(industry,globalization,marketcompetitiveness)企业文化Companyculture品牌brand员工的价值Valueofstaff工作，机会，工资，奖金，奖励，股票，国外工作机会，教育，培训，管理风格，工作环境，组织结构，工作效率仁者见仁，智者见智的薪酬体系人力资源管理的灵魂

直接影响公司财务运作人力资源管理中技术/技巧难度最大的部分

管理的平台

最直白的竞争

既灵活又抽象，为我所用C&BProgramManagementCycle

薪酬体系治理流程Organization’sStrategy组织战略HumanResourcesStrategy人力资源战略C&BStrategy薪酬战略ProgramEvaluation体系评估Administration&Implementation操作执行ProgramDesign体系设计Communication&Training沟通与培训FactorstobeconsideredinC&BStrategy薪酬战略的考虑因素CustomerValue客户价值Price价格Quality质量Service服务OrganizationValue组织价值FinancialResult财务结果Org.Performance组织结果EmployeeValue员工价值C&B薪酬Otherreturns其他回报C&BStrategy薪酬战略C&BObjectives薪酬目标Attract吸引Retain保存Motivate鼓励Employees员工Company公司AchieveObjectives到达公司目标KeyElementsofC&B

薪酬福利的关键要素IPE(InternationalPositionEvaluation)System国际职位评估系统C&BPackage薪酬内容PerformanceManagement绩效治理IPE-InternationalPositionEvaluationIPE-国际职位评估系统

-AHumanResourcetoolwhichmeasurestheimpactandcontributionofeachposition一种人力资源的工具，用来衡量每个职位的影响和奉献Salarysurveytobenchmarkcompetitiveness用于工资调查以衡量竞争力Establishsalarylevelandstructure用于建立工资水平及构造Facilitaterecruitment用于聘请Facilitatecareerplanning用于职业进展的打算Promotionandjobrotation用于升职和工作变动时的职位评估Organizationdevelopment用于组织进展时的职位评估

TheFourIPEFactorsIPE的四个要素Factor1:Impact影响力Factor2:Communication沟通Factor3:Innovation创新精神Factor4:Knowledge学问技能

Factor1:Impact影响力Contribution奉献Impact影响力Organization组织大小Sizeoforganization组织大小Influenceonit’sareaofresponsibility/operation对于职责范围内的影响

Factor2:Communication沟通Position’sresponsibilityforcommunicationsbothwithinandoutsidetheorganization职位要求的对内部及外部的沟通Frame架构(内部或外部)Communications沟通Factor3:Innovation创新精神Identify,developandmakeimprovementtonewideas,techniques,procedures,services,orproducts觉察、进展、改进新的想法、技术、程序、效劳或产品Complexity简单性Innovation创新Factor4:Knowledge学问技能Teams团队Breadth宽度Knowledge学问技能Knowledgerequiredinjobtoaccomplishobjectiveandcreatevalue完成工作并增加价值所需的学问技能StepstosetIPESystem设定IPE的步骤Step1Establishworkingcommittee建立工作组Managementteamreviewandapprove管理层审核并批准Step6CalculateIPEscoreandsecondinterviewlinemanager算出IPE分数并与经理第二轮面谈Step5Firstinterviewlinemanager与经理第一轮面谈Step4Reviewjobdescriptionanddesignchecklistquestions回顾工作描述并设计相关问卷Step3UnderstandIPEsystemanddefineroleofeachparty了解IPE系统并规定每一方的职责Step2C&BPackage

薪酬内容competitiveinthemarkettoattract,retainandmotivate保持市场竞争力从而吸引、保存、鼓励员工Compensation薪酬FixedSalary

固定工资VariablePay浮开工资ShortTermincentive短期鼓励奖金SalesIncentive销售奖金Performancebonus绩效奖金Benefits福利SocialInsurance社会保险HousingFund住房公积金Supl.HousingFund补充住房基金Sportsallowance运动补贴Leave&holiday休假Life&MedicalInsurance人寿和医疗保险OverseasTravelInsurance境外旅行保险Transportation交通Mealallowance饭补Others-welfare,rewarding其他...BaseSalary根本工资13MonthsSalary年底双薪OvertimePayment加班工资TravelAllowance出差补贴StockOption股票期权C&BPackageDesigningPrinciples

薪酬设计原则Externallycompetitive外部竞争力Internallyequitable内部公正性CostAffordable&Appropriate本钱承受力及合理性Understandable员工及公司的认同性Efficienttoadminister便于操作ExternallyCompetitive外部竞争力Selectcompetitors.选定竞争对手Selecttheappropriatetypeofsurvey选择适当的市场调查Determinecurrentmarketposition了解目前在市场上的位置SettargetonMarketpositioning设定市场定位目标(e.g.25P,50P,75Por90P)AdjustC&Bpoliciesaccordingly相关薪酬政策调整Whoareourreference?

我们和谁比较？XX的薪酬参照物？OverallVariance总述2023Aprilfixedsalaryis3%and2%higherthan2023Apriland2023Octoberrespectively.2023年4月市场工资比2023年4月和10月分别增长了3%和2%。AtIPE60Level2023Aprilis15%higherthan2023Apriland5%morethan2023October.IPE60的员工，2023年4月市场工资比2023年4月和10月分别增长了15%和5%。

Example1：MarketSurveyDataAnalysis

举例1：市场调查数据分析-MarketMovement市场移动0500001000001500002000002500003000004243444546474849505152535455565758596090P75P50P25PIPEAnnualTotalCash-OneCompany’spositioninthemarket公司在市场上的位置

Example2：MarketSurveyDataAnalysis

举例2：市场调查数据分析InternallyEquitable内部公正性BasePay-SystematicSalaryStructure根本工资--系统的工资构造VariablePay-basedonCo.’sachievement.浮动奖金--与公司业绩挂钩Benefits-secureprogramforeveryemployee福利打算-为每位员工供给保障StockOptions-toretain&motivatekeycontributors股票期权--保存和鼓励关键员工PerformanceManagement-Standardmeasurements绩效治理--统一的衡量标准Internalequityisreflectedinthefollowingareas:内部公正性反映在以下方面：CostAffordable&Appropriate本钱承受力及合理性-FinancialAnalysis费用的治理C&BCostForecast-decidesifit’saffordable薪酬费用预算--打算公司是否有力量支付OPEXForecast-decidesifit’sappropriateandacceptablebyManagement营运本钱与净销售额的比值(OPEX)的预算--打算薪酬是否合理，并能为治理层所承受Understandable

员工及公司的认同性Win-WinPrinciple双赢原则EmployeescreatevalueforCompany员工为公司制造价值Companyprovidesemployeescompetitivecompensationandhelpsemployeestoachieveindividualobjectives.公司为员工供给有竞争性的薪酬并帮助员工实现个人目标。EfficientCommunication有效的沟通Efficienttoadminister便于操作NegativeExample:负面例子：BaseSalarySetting根本工资设定SalaryStructureSetting工资构造的设定Salaryrevision调薪实例1：SalaryStructureSetting

工资构造的设定a b c=Mid-PointProgression中值变化a1-a2 =RangeSpread幅度范围s1-s2 =RangeOverlap范围重叠

050001000015000200002500030000350004000045000IPEGradesa1a2abcdeSalaryPolicyLine工资线cs1s2SalaryPolicyLine工资线marketdata¤tsalariesarereference;以市场数据和现行工资为参考Useregressedtrendline;用回归曲线ConsistentwiththeC&Bstrategyoftheorganization与公司薪酬战略保持全都Midpoint-to-midpointDifferential中值之间的差异5-10%betweengradesforAdm.staff;(IPE43-49)行政人员-每个级别差约5-10%；8-15%betweengradesforprofessionalandmanagement(IPE50-57)专业技术或治理人员-每个级别差约8-15%；30-35%betweengradesforexecutivelevels(IPE58+)高级治理人员-每个级别差约30-35%；RangeSpread幅度范围Narrowrange(30-50%)foradm.staff;窄幅(30-50%)适用于行政人员；Widerrange(40-60%)forprofessionalstaff;稍宽幅度适用于专业技术人员；Widestrange(60%-300%)formanagerial&executivestaff.最宽幅度适用于治理人员RangeOverlap范围重叠Afunctionofmidpointdifferentialsandrangespreads;由中值差异与幅度范围打算Overlapoffivegradesiscommon.五个级别内的重叠为正常Broadbandingmayproducesubstantialoverlap.“宽级”会造成很大的范围重叠。FactorsInfluenceSalaryRevision影响个人工资调整的因素PerformanceRating表现评估得分IndividualPayPositiontoSalaryStructure相比工资构造，个人的工资水平salaryexceedingthemaximum:lumpsum工资超过最高值，付一笔金额，无工资增长salarybeneaththeminimum:specialadjust工资低于最低值，特殊调整CompetenceandMarketValue力量与市场价值CostofLiving物价水平IncentiveSetting奖金设定IncentivevsGuaranteedPay奖金与固定薪酬的比重Incentiveobjectivessetting奖金目标的设定实例2：IncentivevsGuaranteedPay

奖金与固定薪酬的比重-MarketMovement(example)市场移动(举例)100%100%100%100%100%100%10%10%15%23%30%28%0%20%40%60%80%100%120%140%SalesMgr.SalesProf.SalesgeneralstaffMgr.&Prof.GeneralstaffAdmin/Sec.GuaranteedCashVariablePaymentIncentiveObjectivesSetting

奖金目标的设定

-SalesIncentive销售奖金TurnOver(orderbooking,netsales)营业额(定单，净销售额)MarketShare市场份额CashFlow现金流ProductMix产品组合1999TurnOver(orderbooking,netsales)营业额(定单，净销售额)MarketShare市场份额CashFlow现金流ProductMix产品组合20232023MUChinaNetSales(compulsory)中国市场净销售额(必需)MUChinaCashFlow(compulsory)中国市场现金流(必需)CustomerSatisfaction客户满足度...(half-yearevaluation&payment)(半年评估一次)2023Max.4Objectives:最多4个目标OrdersBooked(compulsory)定单量(必需)NetSales(compulsory)净销售额(必需)MarketContribution(formanagers)市场损益(针对经理)ProductMix(strategicproducts&services)产品组合CustomerSatisfaction客户满足度AccountReceivable应收帐款IncentiveObjectivesSetting

奖金目标的设定

-SalesIncentive销售奖金Basedon5businessperspectivesoffinancial,customer,employee,innovation,internalefficiency,Y2K基于财务、客户、员工、创新、效率等5个方面，以及Y2K。25%offinancialobjectives,75%ofKPIswithfinancial&non-financial须至少有25%为财务指标Norestrictionsonnumberofobjectives对目标的设定很多量限制。1999Maximum4objectives最多4个目标Atleast1objectiveisfinancial至少一个是财务目标1objectivefromtheunitinwhichtheemployeeworks有一个员工所在部门的目标1objectivefromtheunitoflinemanagerworks有一个员工经理所在部门的目标Eachorganizationdecideobjectiveweight各组织自己打算各工程标的权重“Grandfather”principlereinforcesobjectivealignment两层经理批准以确保目标的全都性2023IncentiveObjectivesSetting

奖金目标的设定

-STI&PerformanceBonus短期鼓励奖金和绩效奖金Maximum4objectives最多4个目标OverallobjectivesofNetSales/OrdersBooked,MarketContribution,Quality/TQMiscascadeddown;整体目标如净销售额、定单量、市场损益、质量等由上自下设定Oneofmanager’sobjectivesshouldbesharedbysubordinates下属须有一个目标与经理分担。20232023Maximum5objectives最多5个目标MUChinaNetSales(compulsory)中国市场净销售额(必需)MUChinaCashFlow(compulsory)中国市场现金流(必需)Others其他(half-yearevaluation&payment)(半年评估一次)IncentiveObjectivesSetting

奖金目标的设定

-STI&PerformanceBonus短期鼓励奖金和绩效奖金C&BProgramEvaluation薪酬体系评估Impactonorganization’sperformance(CustomersSatisfaction,Profit,externalimage,etc.)对公司业绩的影响(客户满足度，赢利，外部形象，等)Costs费用Employeeturnoverrate员工离职率HumanResourcesEffectiveness人力资本指数PerformanceManagement绩效治理PDDiscussion(Q1)个人进展谈话Reviewjobdescription回忆工作描述SetObjectivesMeasurements设定目标及衡量标准CompetenceProfile技能要求Individualdevelopmentplan个人进展打算DevelopmentActions进展行动(Q1-Q4)Training培训Coaching教练Counseling询问Review审核PerformanceAppraisal(Q4)绩效评估EvaluateObjectiveachievementsAssesspersonalperformancefactors评估目标到达状况，其结果将：Inputfornextyear’sPDDiscussion作为次年个人进展谈话参考Abaseforsalaryrevision作为调薪的根底Abaseforcareeradvancement作为事业进展的根底PDDiscussion个人进展谈话WhenToHavePDDiscussion?何时进展个人进展谈话？Firstquarteroftheyear每年的第一季度6monthsafternewemployeeonboard(Objectivecanbesetonceemployeeonboard)新员工入职后的6个月(目标设定可于员工入职后即完成)Employeestatuschange员工状况变化时Promotion升职Demotion降职Transfer工作调转...Step1 ReviewJobDescription回忆工作描述

Step2 SetObjective/Goals-SMART设定SMART目标

Step3 SetStandardsandMeasurement设定衡量标准

Step4 DiscussCompetenceProfile争论技能要求

Step5 IndividualDevelopmentPlan设定个人进展打算PDDiscussionSteps个人进展谈话步骤SettingObjectives,StandardsandMeasurements目标及衡量标准设定PriorityObjectives/Standards/RatingWeightResponsibilitiesMeasurement(1-5)

30%.20%.15%.DeliverprojectXXXaccording Deliveredby15thofApr02totimeplanandprojectspec. IncreaseCustomer.Satafter deliveringbyover3,8.IndividualOPEXdecreasedby By31stofDec02Kr25.000,-/year. Documentedinthefinancial system,costcenterXXXImplementPerformance MeasuredbyDialog,Dec01:ManagementwithinXXX. Allemployeeshavesetgoals. AllemployeeshavePD-disc. IncreasedEmpowerment indexbyover30%Examples举例:Technical/ProfessionalCompetenceHumanCompetenceBusinessCompetenceIndividualCapacities

Competenciesrelevanttointeractionwithpeople.ManagingPeopleNegotiatingSkill...Competenciesspecificforacertainfunction,roleortask.3GCompetence2.5GCompetence...Competenciesrelatedtotheunderstandingofthebusiness.UnderstandingofTelecomMarket...TheEricssonCompetenceModel爱立信技能模式Examples举例:CompetenceProfile综合技能评定表IndividualDevelopmentPlan个人进展打算ActionsandCourses PlannedTimeCompleteTime

行动/课程 计划时间完成时间

AttendtheLCCcourse June2001May2002Participateintheglobalprojectof…Feb2001Oct.2001ImplementthePMprogramin…departmentMay2001Dec.2001Rotateto…positiontogetfurtherunderstandingofbusinessoperationJan2002May2002Examples举例:DevelopmentActions进展行动Training培训CoachingandFeedback教练、反响Counseling询问Review审核DevelopmentActions进展行动Coaching&Feedback教练、反响GoodCommunicationSkill良好的沟通技巧Coaching教练Coachingisthefollowingupoffeedback,incl.Solvingtheproblemandactionplan.教练是对反响的跟进，包括解决问题及行动打算等。Feedback反响Effectivefeedbackdescribesthebehaviorsunderspecificsituation有效的反响是对于员工具体情境下行为的反响Feedback:TheIDEALState

赐予反响的抱负状态F = Frequent时常

A = Accurate准确

S = Specific明确具体

T = Timely准时

Preferredapproach…

“Yourpresentationthismorningwentwell.Youconveyedveryclearlythesupportingrationale.Infact,theteamagreedwithyourrecommendationandwe’llbemovingahead.OnesuggestionI’dmakeforfuturepresentationsisspendinglesstimeonthealternativesconsidered.Thatwaytheaudienceremainsclearonwhat’sbeingproposed.”

Oneapproach…

“Thatwasagreatjobonthepresentationyoudidlastmonth.Igotafewcommentsabouthowitcouldhavebeenshorter,butoverallyoudidfine.Keepupthegoodwork!”Someexamples例子...PerformanceAppraisal绩效评估Whattobeappraised?评估什么Results&achievements工作结果评估Objectives目标Responsibilities/keyresultsareas职责Performancefactors表现因素评估Attitudeinperforming工作态度Competence力量RatingandWeighting分值与权重TheoverallratingofPerformanceAppraisalshouldderivefrombothratingofobjectives/responsibilitiesandperformancefactors.表现评估的最终结果来自目标/职责及表现因素的评估。Weighting权重：Objectives/Responsibilities=60%目标/职责占60% Performancefactors=40%表现因素占40%Performanceapprais