Sm Sales Performance Management

With the rapid development of the knowledge-based economy and globalization, Chinese enterprises are facing new opportunities and challenges. The rapid development of the productivity leads to the change of property right system, which lead to the revolution of management system. In the modern property right system, human resources becomes new capital, in which the sales force is the most valuable resource. How to enhance the management of sales force, upgrade the economic profit becomes the key factor for enterprises to success, and it is an important field need to be developed. The performance management of the sale people is the most important and dominant factor.More and more enterprises begin to pay close attention to performance management, which has been developed continuously and systematically. How to apply such theories into the practice in different enterprises, how to set up a complete scientific tailor-made performance management system are the challenges in front of the enterprises.SM Company is a sales company of one of the world top 500 company. It is located in west China. SM Company set up a set of performance management system for the sales team with application of the theories of performance management.This paper elaborates the theory of performance management, and discussed the significance of apply performance management on the sale team, with the practice of performance management of sales people in SM company, trying to investigate how a modern enterprise to set up tailor-made performance management system through the process of plan, communication, monitoring, evaluation and result implementation etc. The practice of SM Company in implementation of performance management for the sales team is valuable for other company for reference.