PC World trials commission reform

Dixons-owned PC World, the computer retailer, is testing a new staff commission scheme designed to reward team rather than individual performance.

Individual sales commission has resulted in accusations of hard-sell tactics, particularly in the light of the warranties controversy.

PC World marketing director Steve Campbell said the retailer wants to stamp out such perceptions and is seeking to woo shoppers with higher standards of service.

He said that the change in approach should ensure a consistent level of service throughout the retailer's 126 stores, rather than staff being predominantly focused on the sale of higher-value products.

Under the trial, bonus payments are made on a store-by-store basis - dependent on the performance of the outlet - rather than on the sales achieved by individuals.

Campbell said: 'It is in four stores now, but if you were to go around the company in April, you would find it in about 50 per cent of stores.' New stores will also adopt the system.

A spokesman for Dixons Group said that the scheme remains a test and that there would be detailed consultation with staff before any roll-out.

He said Dixons was committed to ensuring that staff are rewarded for both individual and collective performance.

- Fears that furniture retailer MFI will cut staff commission rates and enforce longer working hours have led to a flood of membership enquiries to storeworkers' union Usdaw.