升了職就不可分下屬的佣

中 原 的 營 業 主 任 多 由 營 業 員 級 別 升 上 來 ， 當 他 們 剛 開 始 做 主 任 時 ， 總 有 一 段 時 間 感 到 不 適 應 。 最 容 易 令 他 們 感 到 不 如 意 的 ， 是 每 宗 交 易 中 他 們 分 得 的 佣 金 比 例 少 了 。 譬 如 在 一 宗 交 易 中 營 業 員 分 百 分 之 十 五 ， 主 任 可 能 只 分 得 百 分 之 五 。 這 本 來 沒 有 什 麼 不 合 理 ， 我 原 先 的 構 思 是 ， 只 要 這 個 主 任 能 管 三 個 營 業 員 ， 每 個 抽 百 分 之 五 ， 加 起 來 也 有 百 分 之 十 五 ， 與 營 業 員 的 收 入 已 一 樣 ， 如 果 他 有 六 個 下 屬 ， 收 入 就 可 以 有 營 業 員 的 一 倍 。 一 般 主 任 管 五 至 十 個 營 業 員 ， 他 們 的 平 均 收 入 一 定 比 營 業 員 的 平 均 收 入 高 。 
然 而 ， 初 升 職 的 營 業 主 任 依 然 常 有 怨 言 ， 尤 其 是 下 屬 中 新 人 較 多 的 組 別 。 他 們 會 有 一 種 感 覺 ， 沒 有 理 由 在 某 一 單 交 易 中 ， 他 們 的 收 入 會 比 那 個 新 人 少 ， 因 為 新 入 職 的 營 業 員 既 沒 有 客 人 ， 促 成 交 易 的 技 巧 又 幼 嫩 ， 之 所 以 仍 有 成 交 幾 乎 全 靠 主 任 出 手 相 助 。 在 新 升 的 主 任 的 角 度 來 看 ， 客 是 他 的 舊 客 ， 盤 亦 是 他 以 前 接 回 來 的 ， 只 是 因 為 他 升 了 職 ， 才 不 得 不 把 這 個 客 人 交 給 下 屬 處 理 ， 結 果 由 於 下 屬 尚 未 成 熟 ， 他 又 不 得 不 一 手 一 腳 去 助 下 屬 促 成 這 單 交 易 。 如 果 單 看 這 單 交 易 ， 主 任 的 功 勞 可 能 真 的 比 下 屬 高 ， 故 有 時 會 有 主 任 提 出 ， 在 那 些 他 功 勞 較 多 的 交 易 中 ， 應 讓 他 以 營 業 員 的 佣 金 比 例 分 佣 ， 而 不 是 按 營 業 主 任 的 比 例 分 。 
公 司 內 確 有 人 曾 接 受 這 樣 的 論 點 ， 認 為 新 的 營 業 員 根 本 不 用 分 佣 給 他 們 ， 反 而 可 讓 營 業 主 任 按 營 業 員 的 分 佣 比 例 分 佣 ， 這 樣 公 司 起 碼 可 省 回 一 份 主 任 的 佣 金 。 
我 不 贊 成 這 種 職 責 不 清 的 處 理 手 法 。 我 認 為 升 了 做 主 任 就 要 負 起 主 任 的 職 責 ， 全 心 全 意 去 幫 自 己 的 下 屬 促 成 交 易 ， 怎 可 以 這 樣 斤 斤 計 較 ， 要 按 營 業 員 分 佣 比 例 分 佣 的 ， 降 職 落 去 做 營 業 員 好 了 。 否 則 公 司 也 可 以 與 主 任 計 較 ， 某 些 成 交 可 能 是 成 熟 的 下 屬 一 手 一 腳 促 成 的 ， 主 任 只 是 在 下 屬 的 成 交 報 告 上 簽 過 一 個 名 ， 難 道 這 個 簽 名 就 值 得 分 這 麼 多 的 錢 ？ 
我 會 告 訴 這 些 新 升 的 主 任 ： 「 升 高 了 一 級 ， 就 要 從 更 高 的 層 面 去 看 問 題 ， 不 能 只 著 眼 於 一 單 半 單 的 成 交 ， 而 要 著 眼 於 如 何 提 高 全 組 的 戰 鬥 力 。 協 助 新 人 早 些 開 單 ， 可 增 強 新 人 的 工 作 信 心 ， 調 動 他 們 的 工 作 積 極 性 ， 增 加 他 們 的 經 驗 ， 令 他 們 可 以 早 日 獨 立 工 作 ， 為 你 們 去 賺 錢 。 趁 他 們 不 懂 的 時 候 ， 你 們 多 點 去 幫 他 們 ， 他 們 就 會 把 你 們 視 作 帶 他 們 出 道 的 老 師 ， 將 來 會 尊 重 你 們 ， 感 恩 圖 報 ， 否 則 他 們 一 成 熟 ， 很 快 就 會 傾 向 反 你 艇 ， 把 你 取 而 代 之 ， 你 們 的 位 置 一 定 坐 不 穩 。 」 
我 相 信 ， 一 旦 讓 主 任 可 以 分 享 部 分 營 業 員 的 佣 金 ， 一 定 會 引 起 營 業 員 的 猜 忌 ， 擔 心 主 任 會 借 權 勢 分 薄 他 們 的 收 入 ， 因 而 把 主 任 視 作 他 們 的 競 爭 對 手 ， 而 不 是 視 作 可 以 信 賴 的 上 司 ， 不 肯 向 上 司 匯 報 工 作 進 程 ， 令 主 任 的 職 能 無 從 發 揮 。 所 以 我 一 直 堅 持 ， 一 升 上 營 業 主 任 ， 就 必 須 按 主 任 的 報 酬 方 式 分 佣 。