67
as customer satisfaction, cannot play a part.
Within 53% of the sector (5 out of the 19 in-
stitutions surveyed) social, ethical and green
values are also taken into account for the pay-
ment of a variable salary.
The challenge for the future will be to ensure
that the sales strategy within the financial in-
stitutions will no longer result in excesses.
>
Ethical enterprise
72.7%
63.3%
22.8%
53.4%
54.3%
0 10 20 30 40 50 60 70 80 90 100
Social, environmental and
ethical criteria
Marketing objectives
Gross income
Customer satisfaction
Pro t & Loss (P&L)
CRITERIA FOR CALCULATING VARIABLE PAY
Survey bank members May 2012 – (SOURCE: FEBELFIN)
Variable remuneration is mainly
based on financial results, followed
by customer satisfaction. The gross
salary of the employee may also be the
decisive factor, just like marketing-
oriented targets.