HomeMy WebLinkAboutIR 9975 INFORMAL REPORT TO CITY COUNCIL MEMBERS No. 9975
To the Mayor and Members of the City Council December 13, 2016
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*a SUBJECT: PUBLIC EVENTS DEPARTMENT SALES AWARD PLAN
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The Public Events Department, which includes the Fort Worth Convention Center (FWCC) and
the Will Rogers Memorial Center (WRMC), collaborated with the Human Resources Department
to develop a Sales Award Plan. The Sales Award Plan seeks to facilitate the attraction, retention,
motivation and reward of a high-performing sales team, which in turn, will increase revenues to
the City, such as hotel occupancy taxes, sales taxes and operating revenues. The goal is to
attract and retain a high-quality sales team to maximize use of our facilities, drive revenue
increases and maximize the economic impact of conventions and equestrian shows for Fort
Worth.
Public Events and HR partnered to develop this pilot program to reward staff for specific
performance goals. The team researched similar programs in other cities, attended educational
seminars and workshops, developed clear guidelines and established specific goals to be met
before the awards are earned. The performance based sales award plan is consistent with
awards for sales positions in Convention & Visitors Bureaus and hotels. The Plan was reviewed
by Law, Performance Management Office and the City Manager's Office and funding for the
program is included in the FY2017 budget.
Eligibility is limited to non-executive, high-level sales positions with quantifiable sales objectives
at the FWCC and WRMC. The team currently includes: two Senior Sales & Event Managers,
three Sales & Events Managers and two Sales Associates.
The Plan consists of a Team Award based on an annual revenue target and an Individual Award
based on individual revenue goals for the assigned market segments. Public Events and Human
Resources collaborated on the appropriate team and individual goals and the goals are
established at the beginning of the fiscal year.
The Team Award will be a flat dollar amount established by the Director of Public Events as
authorized in the approved budget and applicable to all qualified plan participants. The team
award for FY2017 is $2,750 per qualified employee. To qualify for the team award, the
department must first achieve the overall stretch revenue goal, and each division (FWCC and
WRMC must meet their respective revenue goals. Participants must also meet at least 90% of
their annual individual sales goal to qualify for the team award.
Once the Team Goal and Division Goal has been met, employees become eligible for the
Individual Award. The Individual Award is a percentage of the plan participant's base salary
based on the achievement of the annual sales performance goal. If eligible, the individual award
ranges from 5% to 7.5% of salary at the date of payout based on the following chart:
ISSUED BY THE CITY MANAGER FORT WORTH, TEXAS
INFORMAL REPORT TO CITY COUNCIL MEMBERS No. 9975
To the Mayor and Members of the City Council December 13, 2016
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*a SUBJECT: PUBLIC EVENTS DEPARTMENT SALES AWARD PLAN
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Goal Attainment %of Target Award Earned Percent of Base Salary
<90% 0% 0
90-99.9% 90% 4.5%
100-109.9% 100% 5.0%
110-119.% 110% 5.5%
120-129.9% 120% 6.0%
130-139.9% 130% 6.5%
140-149.9% 140% 7.0%
>150% 150% 7.5%
Each plan participant will acknowledge the established goals by signing an Employee
Acknowledgement.
If the department, team and all 100% individual goals are met, the cost in FY2017 is expected to
be approximately $43,000. Achievement of these goals would also translate into an estimated
$1 ,503,000 in additional revenue to the FY2017 budget. The sales award is not pensionable and
the program may not be grieved or appealed.
If you have any questions, please contact Brian Dickerson, Human Resources.
David Cooke
City Manager
ISSUED BY THE CITY MANAGER FORT WORTH, TEXAS