Research On The Performance Evaluation Of Sales Staff Based On The Competency Model

With the continuous development of the knowledge economy era, market competition becomes increasingly fierce. The competition between enterprises is the competition of the market resources, while as a means of getting and expanding the market, the marketing activities is the important links of the survival and competition for enterprise, is also an important factor of success for enterprise. Enterprise as the main body of the market competition, high efficiency is the survival and foundation of the enterprise. In order to survive, companies should get a certain market share.To raise the market share, company e must deal withr the marketing chain. A company no matter what produce any kind of product, its ultimate aim is to sell products to consumer. Therefore, sales should be the core of enterprises.The sales staff is the important human capital for enterprises, which plays an important role for the development of enterprises. To make a scientific, objective and impartial evaluation of whether the ability of the enterprise sales staff, quality and sales management performance directly affects the enterprise sales staff’s subjective initiative into full play, which will ultimately affect the business performance and development. Therefore, it is of great theoretical and practical significance to strengthen the enterprises sales staff competence evaluation index system and evaluation method research, also to enrich the theory of modern enterprise management and evaluation mechanism, to enhance corporate sales staff competency. Competency Model-based performance evaluation is a beter way to meet the organization’s strategic objectives and effective tools that can improve organizational performance expectations. The establishment of the competency model of the sales staff, and to explore effective sales staff performance evaluation mechanism, has great theoretical and practical significance to the development of enterprises.On the basis of reviewing and comparative analysising of domestic and international performance evaluation theories, this article and on the basis of comparative analysis of competency concept and model is described, in view of the enterprise sales staff performance evaluation of some existing problems, adviceing import the competency concept, establisheing the competency model based on the sales staff performance evaluation system is very necessary and feasible. The papers drawed on experts and scholars to build the principles and framework for the competency model, behavioral event interview by the sales staff, combined with the job requirements of a number of enterprises on the sales staff, build the sales staff competency model, and validated through a questionnaire survey of the build the sales staff competency model, building a sales’s competency model-based performance evaluation system. The paper uses the performance evaluation system performance evaluation of empirical research on the company’s sales staff of the M, the result has been recognized by the customs officers. In this paper, a useful exploration of the sales staff performance evaluation system, to be good for the enhancement of the compentence level on the performance evaluation of sales staff.