Study And Design On The Performance Management System Of Salesmen In IT Industry

With rapid increasing of market economy and the bettering of the market mechanism, the competitions between corporations are becoming shaper, and the core of competition is human, so, the human resources functions continue to undergo changes as it seeks to play a more important role. Performance management is the key procedure of the human resource management, salesmen are valuable resources of corporation, how to manage them from performance efficiently, upgrade the salesmen's performance most greatly, is an important field research, corporation will try every means to design a scientific, reasonable and valuable performance management system to make salesmen's behaviors regularity, instruct salesmen's actions, motivate salesmen's enthusiasm and innovation spirits to achieve their goals and cultivate salesmen better performance.The text proceeds with the performance management theory, introduces the meanings and implement methods of object performance management, 360 feedback performance management, BSC performance management and KPI performance management by the numbers, and analyses their respective merits and demerits.On the basis of introducing the definition, types and characters of the salesmen, combines with the trait of IT industry, brings forward the identity of salesmen in IT industry. Analysis the performance management of salesmen in A corporation which engages in IT industry deeply, expound the status of sales work and the abuse of the management to the salesmen, then design a performance management scheme for the A corporation's salesmen, the scheme includes performance plan, performance implement and management, performance assess, the operation processes of each procedure is explored detailedly. Finally, make suggestion to the application of the assess result.In the design, combines with the current situation, spurns the traditional measure which bases on the sales quantity only, establish the assess system which assess the salesmen from work achievement, work competence, work attitude, work potential. Sets down the material assess index, confirm the assess form, make prescribe and explain about assess person and assess flow.Through a deep exploration and analysis, this dissertation investigates the performance management for the salesmen in the enterprise. Hope all the efforts turn out to those struggling in the business battle of survives.