新的一年学校人数翻翻，从招生部门的绩效改革开始！
<p style="margin: 0cm 12pt 0.0001pt; line-height: 21pt; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="font-size:10.5pt;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;mso-bidi-font-family:Arial;color:#3E3E3E">基于<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">去年我们带着机构做完教学、教研及师训改革之后</span></strong>（改革方案之前的文章基本都写了），</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Arial","sans-serif";color:#3E3E3E">16</span><span style="font-size:10.5pt;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial;color:#3E3E3E">年秋季的退课率、试听不满意率、秋季到寒假续班率比去年好太多了，寒假人数的自然增长率（几乎没招生、没优惠活动）也非常高</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Arial","sans-serif";color:#3E3E3E">…<o:p></o:p></span></p>
<p style="margin: 0cm 0cm 0.0001pt; line-height: 21pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Arial","sans-serif";
color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 21pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="font-size:10.5pt;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial;color:#3E3E3E">于是<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">我最近一直在思考的工作就从教学转到招生了</span></strong>，目标</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Arial","sans-serif";color:#3E3E3E">2017</span><span style="font-size:10.5pt;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial;color:#3E3E3E">年学校业绩实现大幅度增长，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:Arial;
mso-bidi-font-family:Arial">我想</span></strong></span><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Arial","sans-serif";color:#3E3E3E">2017</span></strong><strong><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial;color:#3E3E3E">年的第一件事就是把招生人员的分工和绩效梳理清楚。</span></strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Arial","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
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<p align="center" style="margin: 0cm 12pt 0.0001pt; text-align: center; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size: 10.5pt; font-family: 宋体; color: rgb(62, 62, 62); text-transform: uppercase; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">全文共计</span></span><span style="max-width: 100%; box-sizing: border-box !important;"></span></strong><strong><span lang="EN-US" style="font-size: 10.5pt; font-family: 'MicroSoft YaHei', serif; color: rgb(0, 116, 191); text-transform: uppercase; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">3600</span><span style="max-width: 100%; box-sizing: border-box !important;"></span></strong><strong><span style="font-size: 10.5pt; font-family: 宋体; color: rgb(62, 62, 62); text-transform: uppercase; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">字，建议阅读时间</span><span style="max-width: 100%; box-sizing: border-box !important;"></span></strong><strong><span lang="EN-US" style="font-size: 10.5pt; font-family: 'MicroSoft YaHei', serif; color: rgb(0, 116, 191); text-transform: uppercase; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">10</span><span style="max-width: 100%; box-sizing: border-box !important;"></span></strong><strong><span style="font-size: 10.5pt; font-family: 宋体; color: rgb(62, 62, 62); text-transform: uppercase; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">分钟</span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 0cm 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Arial","sans-serif";color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">我们的招生部门叫做运营部</span></span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">，承担招生简章设计、地推、线上线下讲座活动、网站、公众号微信群</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">QQ</span><span style="font-size:10.5pt;mso-ascii-font-family:
Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;
color:#3E3E3E">群等的维护、续班支持的工作。</span></span><span lang="EN-US" style="font-family:
"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;"></span></span></p><div align="center"></div><br><p></p><p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E">
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">由于我们去年开设了初中和小学，所以这一个部门需要承担小初高所有的招生工作：<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">小初高业绩一股脑儿全押给了部门负责人，由于业绩指标太笼统，人员又不够，所以导致部门在秋季并没有明确的工作重点，工作效率比较低。</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">我做的第一件事就是拆分了招生部门</span></span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">，成立了小学运营部、初中运营部、高中运营部，暂时都直接向我汇报，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">这样每个部门的工作结果就可以非常聚焦了。</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">第二件事我就开始思考我们招生部门的绩效逻辑，大家跟我一起耐心分析一遍的同时，大家可以好好思考下自己的招生团队适合那种方案。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; text-align: justify; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
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<p style="margin: 0cm 0cm 0.0001pt; text-align: justify; line-height: 18pt; border: none; padding: 0cm; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial;color:black">一、我们招生人员是分到各校区招比较好还是总部统一招生比较好？</span></span></span></strong><span lang="EN-US" style="font-family:"Arial","sans-serif";color:#00589C"><o:p></o:p></span></p>
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<p style="margin: 0cm 0cm 0.0001pt; line-height: 19.2pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">由于<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">新东方采用的是校区制</span></strong>，所以</span><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">新东方一个城市各个校区的招生部门承担的是单个校区（或一片区域几个校区）人数的整体目标。</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">采用校区制最常见的其实是</span></span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">对</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">机构</span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">，市场招生人员采用<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">拉访</span></strong>（拉过路的家长进校）、去小区、学校<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">发单</span></strong>要电话、<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">做活动</span></strong>要电话等方式进行招生，班课机构中新东方、思考乐采取的也是总部统一管理下的校区制，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">校区制以招生灵活、能够充分地发挥校区招生积极性为优势比较适合校区相对分散、依赖线下传统招生手段的机构。</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;"></span></span></p><div align="center"></div><br><p></p><p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E">
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">由于<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">学而思采用中央集权的产品制</span></strong>，所以</span><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">学而思负责招生部门的学科部承担的是整个城市该年级该科目的整体的人数目标。</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">总部招生制以便于统筹协作，可以发挥产品线各自的特点招生为优势比较适合以教学出身的班课机构和线上招生比例比较高的机构。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">我们目前采取的是中央集权的产品制，招生部门不对某个校区负责，而是对小初高各自的产品线负责，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">所以我们采取的是总部统一招生的方案。</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">结论：我们机构采取总部统一招生。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; text-align: justify; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<div style="border-style: none none none solid; border-left-color: rgb(0, 88, 156); border-left-width: 4.5pt; padding: 0cm 0cm 0cm 8pt; margin-left: 12pt; margin-right: 12pt; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">
<p style="margin: 0cm 0cm 0.0001pt; text-align: justify; line-height: 18pt; border: none; padding: 0cm; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial;color:black"><span style="max-width: 100%; box-sizing: border-box !important;">二、招生部门最重要的结果是新生进店咨询量还是新签学员？</span></span></span></span></strong><span lang="EN-US" style="font-family:"Arial","sans-serif";color:#00589C"><o:p></o:p></span></p>
</div>
<p style="margin: 0cm 0cm 0.0001pt; line-height: 19.2pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">本着【<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">该自己承担的自己承担</span></strong>，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">自己努力不了的不归自己负责的绩效设计原则</span></strong>】，我们机构的<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">考核结果应该是进店咨询量。因为家长或学生进店咨询之后，成不成功跟咨询师有很大关系：</span></strong>如果说招生部门把家长招过来了，由于咨询师的问题，导致家长没留住不算招生部门的功劳，对招生来说确实有点亏。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">但此制度适合我们的原因是因为我们目前家长进校区咨询，由于班课学费不高</span></span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">+</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">机构不错的口碑</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">+</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">宽松的试听制度，所以教务成功安排试听的比例在</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">80%</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">以上。</span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">换句话说，家长只要进来，即使意愿不大，我们的咨询师也能让家长带学生去试听一下，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">所以我们愿意额外付出这</span></strong></span><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">20%</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">进店咨询却没成功上课的招生绩效成本。</span></strong></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 19.2pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"></p><div align="center"></div><!--><span
lang=EN-US><span style='mso-element:field-begin;mso-field-lock:yes'></span><span
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">而学大、精锐、优胜出身的纯</span></span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">对</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">机构是</span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">宁可不签，也要签大单，而这个时候如果考核招生部门新生进店咨询量的话，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">招生部门人员可能会为了自己的业绩给咨询师送来很多不可能成功新签的家长，造成机构成本浪费过多，这样可以优先考虑给招生部门设计新签学员的考核结果。</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">结论：我们机构招生结果看新生进店咨询量。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; text-align: justify; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<div style="border-style: none none none solid; border-left-color: rgb(0, 88, 156); border-left-width: 4.5pt; padding: 0cm 0cm 0cm 8pt; margin-left: 12pt; margin-right: 12pt; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">
<p style="margin: 0cm 0cm 0.0001pt; text-align: justify; line-height: 18pt; border: none; padding: 0cm; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial;color:black"><span style="max-width: 100%; box-sizing: border-box !important;">三、奖金应该给招生团队分还是给到每个人？</span></span></span></span></strong><span lang="EN-US" style="font-family:"Arial","sans-serif";color:#00589C"><o:p></o:p></span></p>
</div>
<p style="margin: 0cm 0cm 0.0001pt; line-height: 19.2pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">高思的招生，无论是班课还是</span></span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">对</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">都非常依赖杯赛</span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">（针对小升初进行考试，然后进行诊断，给家长做目标哪个初中的学习规划）<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">和活动</span></strong>，而且招生人员很多是老师兼职，所以<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">他们的招生活动是考核每一个活动（杯赛等）</span></strong>，针对每一个活动<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">考核以下指标</span></strong>：</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">、考核该活动的总人数</span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">2</span></span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">、考核该活动的新生人数</span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">3</span></span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">、考核该活动的转化率</span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">高思班课的招生活动如高斯杯，除了招生部门的组织和参与，还需要老师在学生考试的时候给家长开家长会进行转化，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">所以说活动转化并不单单看招生部门</span></strong>，还要看老师等人的努力。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">所以高思对于招生部门的转化率要求就是达到</span></span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">50%</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">以上即可</span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">然后在此基础上根据高斯杯来的总人数和来的新生人数达到多少拿多少奖金，由招生团队共同分享这个奖金。</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">高思</span></span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">对</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">的每个活动（讲座杯赛等）都有一个明确的负责人，每个活动都会记录下来参加家长的信息和电话，如果当时家长没有报班</span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">（大概率事件在活动现场不能马上报班），<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">但是家长的信息会在活动之后录到系统里。</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><b><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----><span style="max-width: 100%; box-sizing: border-box !important;"></span></span></b><span lang="EN-US" style="font-family:
"Helvetica","sans-serif";color:#3E3E3E"></span><o:p></o:p></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">如果这个家长以后来前台咨询，教务会发现这个家长信息之前已经录过了，</span><span style="max-width: 100%; box-sizing: border-box !important;">那么学校就会认为这个家长是因为当初参加这个活动了解了高思，从而在自己孩子有需求的时候选择高思，从而给这个招生人员记录此笔奖金。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">每个月高思</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span><span style="font-size:10.5pt;mso-ascii-font-family:
Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;
color:#3E3E3E">对</span><span lang="EN-US" style="font-size:10.5pt;font-family:
"Helvetica","sans-serif";color:#3E3E3E">1</span><span style="font-size:10.5pt;
mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:
Helvetica;color:#3E3E3E">的招生人员都会领取最低任务，完不成最低任务的没有奖金。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">高思</span></span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">对</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">这个招生绩效设计得非常赞，科学地区分了因为班课导流过来的</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">对</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">新生和</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">对</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">招生部门过来的新生。</span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">但这个<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">绩效的前提条件是每一个活动都能有人独当一面</span></strong>，由于我们目前招生部门还没有这个能力，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">所以我还是把奖金分给了小初高各自的整个招生团队</span></strong>，由招生团队内部根据主管记为</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1.5</span><span style="font-size:10.5pt;mso-ascii-font-family:
Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;
color:#3E3E3E">人，老师兼职招生部门记为</span><span lang="EN-US" style="font-size:10.5pt;
font-family:"Helvetica","sans-serif";color:#3E3E3E">0.5</span><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">人的原则进行分配。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">这个绩效就是让小初高各自负责招生的负责人带领并激励小团队，如果有滥竽充数的人员，只要给招生团队负责人有换人的权力，招生部门负责人是有动力淘汰糊弄的人员，将团队阵容保持在最佳的。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">结论：我们机构给小型招生团队分配奖金。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; text-align: justify; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<div style="border-style: none none none solid; border-left-color: rgb(0, 88, 156); border-left-width: 4.5pt; padding: 0cm 0cm 0cm 8pt; margin-left: 12pt; margin-right: 12pt; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">
<p style="margin: 0cm 0cm 0.0001pt; text-align: justify; line-height: 18pt; border: none; padding: 0cm; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial;color:black"><span style="max-width: 100%; box-sizing: border-box !important;">四、我们是否给每个新生进店咨询对招生部门进行提成即可？</span></span></span></span></strong><span lang="EN-US" style="font-family:"Arial","sans-serif";color:#00589C"><o:p></o:p></span></p>
</div>
<p style="margin: 0cm 0cm 0.0001pt; line-height: 19.2pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">这个是我们之前绩效的方法，对每个进店咨询的家长给招生人员提成，但是效果非常不好。</span><span style="max-width: 100%; box-sizing: border-box !important;">因为每个月即使什么也不做，咨询量也会有一些，招生部门对于每个月多几个少几个没所谓</span></span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">...</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">所以我需要<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">根据去年进店数据给小升初招生小团队分别设置每月招生目标</span></strong>，并且<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">大幅度拉开奖金差距：</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">比如去年</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">1</span><span style="font-size:10.5pt;mso-ascii-font-family:
Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;
color:#3E3E3E">月高中新生进店量是</span><span lang="EN-US" style="font-size:10.5pt;
font-family:"Helvetica","sans-serif";color:#3E3E3E">120</span><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">人，今年高中营收大目标要增长</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">30%</span><span style="font-size:10.5pt;mso-ascii-font-family:
Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;
color:#3E3E3E">，本月由于赶上寒假，新生进店咨询目标要增长</span><span lang="EN-US" style="font-size:
10.5pt;font-family:"Helvetica","sans-serif";color:#3E3E3E">40%</span><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">那么我们的激励就应该重点在</span></strong></span><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">150</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">人</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">-200</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">人</span></strong><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">：</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"></p><div align="center"></div><!--><span
lang=EN-US><span style='mso-element:field-begin;mso-field-lock:yes'></span><span
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">这就是按照机构健康合理的增长目标，在最优目标之前的节点设置大幅度的增长激励，每个月都激发起招生部门的斗志的绩效设计逻辑。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">结论：机构需要对招生部门设置大幅度的奖金差距。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; text-align: justify; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
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<p style="margin: 0cm 0cm 0.0001pt; text-align: justify; line-height: 18pt; border: none; padding: 0cm; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial;color:black"><span style="max-width: 100%; box-sizing: border-box !important;">五、入口年级招生如何通过绩效设置成为部门工作重点？</span></span></span></span></strong><span lang="EN-US" style="font-family:"Arial","sans-serif";color:#00589C"><o:p></o:p></span></p>
</div>
<p style="margin: 0cm 0cm 0.0001pt; line-height: 19.2pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">北京新东方这次将全部的招生精力砸到了新初一</span></span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
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color:#3E3E3E">50</span><span style="font-size:10.5pt;mso-ascii-font-family:
Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;
color:#3E3E3E">元班的广告。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"><o:p></o:p></span></p>
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">在入口为王的时代，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">我准备把入口年级低价班的招生目标和非入口年级新生进店咨询量拆分开</span></strong>，未来半年我会让招生部门聚焦到入口年级，所以<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">我会降低其它年级新生进店的奖金额度，提高入口年级每个月的任务奖金</span></strong>。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">也就是说一个<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">绩效原则</span></strong>是：【绩效具体数额的每次设计需要根据机构工作重点对员工努力方向起到指导和调节作用。】</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">由于此次入口低价班我准备从春季就开始打，春季每个月我们机构都会新开一期低价班，所以我可以在春季每个月都对招生部门进行招生绩效考核和奖金发放。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">结论：我们机构入口年级低价班招生给招生部门单独设计奖金。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; text-align: justify; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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color:#3E3E3E"></span><o:p></o:p></span></p>
<div style="border-style: none none none solid; border-left-color: rgb(0, 88, 156); border-left-width: 4.5pt; padding: 0cm 0cm 0cm 8pt; margin-left: 12pt; margin-right: 12pt; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">
<p style="margin: 0cm 0cm 0.0001pt; text-align: justify; line-height: 18pt; border: none; padding: 0cm; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial;color:black"><span style="max-width: 100%; box-sizing: border-box !important;">六、关于老学生扩科我们该如何给招生部门计算？</span></span></span></span></strong><span lang="EN-US" style="font-family:"Arial","sans-serif";color:#00589C"><o:p></o:p></span></p>
</div>
<p style="margin: 0cm 0cm 0.0001pt; line-height: 19.2pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">老学员扩科有很多是学生有需求的自然扩科，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">但也有因为我们运营部</span></strong>（招生</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">+</span><span style="font-size:10.5pt;mso-ascii-font-family:
Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;
color:#3E3E3E">续班支持工作都做）<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:
Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica">做的活动而扩科的情况</span></strong>，比如给初一学生做物理讲座推物理预习班，高二（初三）各科一轮复习规划讲座推高二（初三）学生一轮复习扩科，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">这些通过活动和优惠使老学员扩科的情况也应对运营部进行奖励</span></strong>。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">所以我采用的绩效设计跟新生进店咨询逻辑一样：根据去年学生扩科数据，给招生部门设定增长目标，整个团队拿奖金。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">由于扩科需求在学生续班时会最为明显，也是我们运营部最可以使得上劲儿的时间节点，且寒假前和暑假前做效果最好</span></span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">（寒暑假孩子有时间，可以学多科，老师再续到春秋季），<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">所以我一年只会在学生续班时为运营部设计</span></strong></span><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">2</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">到</span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">4</span></strong><strong><span style="font-size:10.5pt;
font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:Helvetica;
mso-bidi-font-family:Helvetica;color:#3E3E3E">次针对小团队的扩科奖金池（每个人从奖金池拿自己的奖金）</span></strong><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">，激励团队在这几个时间节点做好老生扩科工作。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">结论：我们机构老学员扩科单独给招生部门设计奖金。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; text-align: justify; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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color:#3E3E3E"></span><o:p></o:p></span></p>
<div style="border-style: none none none solid; border-left-color: rgb(0, 88, 156); border-left-width: 4.5pt; padding: 0cm 0cm 0cm 8pt; margin-left: 12pt; margin-right: 12pt; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">
<p style="margin: 0cm 0cm 0.0001pt; text-align: justify; line-height: 18pt; border: none; padding: 0cm; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial;color:black"><span style="max-width: 100%; box-sizing: border-box !important;">七、招生目标的压力下，招生部门一直觉得人不够、预算不够怎么办？</span></span></span></span></strong><span lang="EN-US" style="font-family:"Arial","sans-serif";color:#00589C"><o:p></o:p></span></p>
</div>
<p style="margin: 0cm 0cm 0.0001pt; line-height: 19.2pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">首先我们设置的按小团队领取奖金池已经从逻辑上控制了人员，因为小团队在大招生目标的条件下，人员越多分钱的也就越多，所以招生部门的负责人一定会在追求业绩奖金池增加和更多人分奖金两个矛盾之间寻找一个平衡。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">这也意味着我们校长设计业绩奖金池具体数额时一定要考虑到多少业绩适合配多少人最合适，否则招生部门的领导会天天找校长抱怨的（觉得人不够）。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">那么有的校长可能会说了，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">我要不来个简单粗暴的：给你多少钱，你招多少学生，花剩的都是你们团队的！</span></strong>这样他不就知道省钱和多招学生了吗</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">?</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">这样做的最大问题就是这个预算非常不好算</span></span></strong><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">，尤其我们这些机构都是处于快速增长阶段的，每年翻翻儿很正常，如果仅仅根据去年数据做预算非常容易出现偏差，可能会造成实际发出去的工资跟我们预想的不一致。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">由于预算的不可控，这也就违背了绩效设计奖金要可控的原则（校长可以较准确预期员工可以拿到多少钱）。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">既然如此，那我们干脆不考核预算怎么样？</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">我们先看一下<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">招生预算</span></strong>有哪些：</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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color:#3E3E3E"></span><o:p></o:p></span></p>
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</v:shape><span style='mso-element:field-end'></span></span><!--><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
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<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">我们会发现物料支出如果是普通印传单多印点儿少印点儿差别不太大，如果是需要购买较贵的物料可以直接<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">找校长审批</span></strong>，优惠造成的成本也应提前<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">找校长审批</span></strong>，兼职人员地推的工资和人数也应<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">找校长审批。</span></strong></span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">所以我们发现，我们这个成本考核就考核校长就够了，不需要再让招生部门太操心这事，招生部门只需要出一个预算帮助校长更准确的审批就可以。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">结论：我们机构不考核招生部门的招生预算。</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; text-align: justify; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<div style="border-style: none none none solid; border-left-color: rgb(0, 88, 156); border-left-width: 4.5pt; padding: 0cm 0cm 0cm 8pt; margin-left: 12pt; margin-right: 12pt; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;">
<p style="margin: 0cm 0cm 0.0001pt; text-align: justify; line-height: 18pt; border: none; padding: 0cm; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Arial;mso-hansi-font-family:
Arial;mso-bidi-font-family:Arial;color:black"><span style="max-width: 100%; box-sizing: border-box !important;">八、招生部门总是闲着，我批评他们之后，他们还是不知道做什么怎么办？</span></span></span></span></strong><span lang="EN-US" style="font-family:"Arial","sans-serif";color:#00589C"><o:p></o:p></span></p>
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<p style="margin: 0cm 0cm 0.0001pt; line-height: 19.2pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"> </span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">现在正处于教育机构快速迭代的阶段，具有现代管理思想的机构发展速度都非常快，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica">之前的招生经验现在每年均需要进化和迭代，校长一定是要亲自指挥每个月的战斗的，带领团队天天思考家长和学生的需求</span></strong>，具体招生工作的进化我也会在之后根据我的实践结果分享给大家。</span></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">这次我带领我们机构的招生改革，第一件事就是落实了绩效，意思就是在工作压力给到运营部之前，我先把激励讲清楚，让大家接下来干起来有方向、有干劲儿！</span></span></strong><span lang="EN-US" style="font-family:"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
<!----></span><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;mso-ascii-font-family:Helvetica;mso-hansi-font-family:
Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">接下来我便要求我们小初高招生团队的负责人从这个月开始每个月初要找我和</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">CK47</span><span style="font-size:10.5pt;mso-ascii-font-family:
Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;
color:#3E3E3E">领取本月的招生目标，并在全体招生部门的述职会议中汇报上个月整体招生任务的完成情况、奖金发放情况、复盘上个月招生工作问题，汇报下个月的招生工作计划和预算，我和</span><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E">CK47</span><span style="font-size:10.5pt;mso-ascii-font-family:
Helvetica;mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;
color:#3E3E3E">对每个细节进行指导和参与。</span></span><span lang="EN-US" style="font-family:
"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"><br style="max-width: 100%; box-sizing: border-box !important;">
<!----><br>
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color:#3E3E3E"></span><o:p></o:p></span></p>
<p style="margin: 0cm 12pt 0.0001pt; line-height: 18pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt;font-family:宋体;mso-ascii-font-family:Helvetica;
mso-hansi-font-family:Helvetica;mso-bidi-font-family:Helvetica;color:#3E3E3E">结论：在这个招生模式快速迭代的时代，甩手校长是做不好招生的。</span></span></strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:"Helvetica","sans-serif";
color:#3E3E3E"> </span></strong><span lang="EN-US" style="font-family:
"Helvetica","sans-serif";color:#3E3E3E"><o:p></o:p></span></p>
<p style="margin: 0cm 0cm 0.0001pt; line-height: 19.2pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important; background-image: initial; background-attachment: initial; background-size: initial; background-origin: initial; background-clip: initial; background-position: initial; background-repeat: initial;"><span lang="EN-US" style="font-family:"Helvetica","sans-serif";
color:#3E3E3E"> </span></p>
<p style="margin: 0cm 0cm 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size: 10.5pt; font-family: 宋体;"></span></strong></span></p><section style="padding-top: 10px; padding-bottom: 10px; max-width: 100%; border: 1px solid rgb(229, 230, 232); display: inline-block; box-sizing: border-box !important;"><section class="" style="color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; max-width: 100%; display: inline-block; border-left-width: 5px; border-left-style: solid; border-left-color: rgb(0, 116, 191); box-sizing: border-box !important;"><section style="padding-left: 10px; max-width: 100%; display: inline-block; vertical-align: middle; box-sizing: border-box !important;"><strong style="max-width: 100%; box-sizing: border-box !important;">UncleW</strong><strong><span lang="EN-US" style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体"> </span></strong><strong><span style="font-size:10.5pt;font-family:宋体;mso-bidi-font-family:宋体">说</span></strong><span lang="EN-US"><o:p></o:p></span><p></p>
</section></section><section style="max-width: 100%; box-sizing: border-box !important;">
<p style="color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 18pt; margin: 0cm 6pt 0.0001pt; text-align: justify; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><span lang="EN-US"> </span></p>
<p style="color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; margin: 0cm 6pt 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt">总结下，我这一轮招生部门绩效改革设计了<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-bidi-font-family:宋体">【入口年级招生任务奖金】</span></strong><span lang="EN-US">+</span><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-bidi-font-family:
宋体">【非入口年级每月新生进店咨询奖金】</span></strong><span lang="EN-US">+</span><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-bidi-font-family:宋体">【一年<span lang="EN-US">2-4</span>次的老生扩科奖金】</span></strong>三个方面，全部奖金均根据【<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-bidi-font-family:宋体">学校今年学生增长的大任务</span></strong>】而分配到【<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-bidi-font-family:宋体">每个月需要完成新生增长的小任务</span></strong>】设计而成。</span></span><span lang="EN-US"><o:p></o:p></span></p>
<p style="color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; margin: 0cm 6pt 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt"><br style="max-width: 100%; box-sizing: border-box !important;">
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<p style="color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; margin: 0cm 6pt 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt">需要注意的是，招生部门的绩效没有稳定绩效和狼性绩效的选择，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-bidi-font-family:宋体">招生部门要打造成一支铁军，就必须选择狼性绩效的低底薪<span lang="EN-US">+</span>高奖金的模式</span></strong>，高底薪在销售和招生部门必然养懒汉，招生团队的文化培养必须跟整个学校的教师文化培养区分开。</span></span><span lang="EN-US"><o:p></o:p></span></p>
<p style="color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; margin: 0cm 6pt 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span lang="EN-US" style="font-size:10.5pt"><br style="max-width: 100%; box-sizing: border-box !important;">
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<p style="color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; margin: 0cm 6pt 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt">距离<span lang="EN-US">2017</span>年暑假还有半年时间，去年我们入口年级暑假班招生<span lang="EN-US">1800</span>人，今年我的目标是<span lang="EN-US">2500</span>人，<strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-bidi-font-family:宋体">各位校长你们计划今年机构学生数量实现多少比例的增长呢？</span></strong></span></span><span lang="EN-US"><o:p></o:p></span></p><p style="color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; margin: 0cm 6pt 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-bidi-font-family:宋体"><br></span></strong></span></span></p><p style="margin: 0cm 6pt 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><span style="color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-bidi-font-family:宋体">来源：校长运营圈 作者：</span></strong></span></span><font color="#3e3e3e" face="宋体"><span style="line-height: 25.6px;"><b>UncleW</b></span></font></p><p style="margin: 0cm 6pt 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><font color="#3e3e3e" face="宋体"><span style="line-height: 25.6px;"><b>微信公众号：yaohaotixy</b></span></font></p><p style="color: rgb(62, 62, 62); font-family: 'Helvetica Neue', Helvetica, 'Hiragino Sans GB', 'Microsoft YaHei', Arial, sans-serif; font-size: 16px; line-height: 25.6px; margin: 0cm 6pt 0.0001pt; max-width: 100%; min-height: 1em; box-sizing: border-box !important;"><span style="max-width: 100%; box-sizing: border-box !important;"><span style="font-size:10.5pt"><strong style="max-width: 100%; box-sizing: border-box !important;"><span style="font-family:宋体;mso-bidi-font-family:宋体"><br></span></strong></span></span></p>
</section></section>
<p class="MsoNormal"><span lang="EN-US"> </span></p><p></p> 好未来的产品都很切合实际！
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