Research Company S Marketing Staff Performance Management System Improvement

With the competitive market-oriented Chinese enterprises, Human Resources has been the core competitiveness of enterprises, and its standardization and scientific directly impacts on the sustainable development of enterprises and to obtain a competitive advantage. Performance Management, which is the core of establishment of a modern Human Resource Management system, plays an important role in achieving corporate strategic goals. Sales force, as the most important implementers of corporate marketing activities, is the forefront soldiers to face the customers, markets and competitors in the company, and its performance is directly related to the success or failure of the enterprise. Therefore, It is of great significance to make a good sales force performance management.This thesis adopts the combination research approaches of theory and practice. By following the principle of’define the problem’,’analyze the problem’and’solve the problem’, we investigate sales force performance management of S company. The thesis first introduces the theory of performance management, including performance, performance evaluation, performance management and the usual methods of performance management. Then it points out the problems through the analysis of S company sales force performance management status question. By using the theory of performance management and combining with the actual situation of the S company, this thesis use the MBO and KPI method to improve the S Corporation different positions of sales force target allocation, performance indicators and weights, to adjust performance appraisal approach, to establish performance communication and feedback mechanisms, to improve the use of performance evaluation results, to propose the protection measures of the new performance management system.This thesis hopes to learn from research on performance management theory at domestic and abroad, and learn from practical experience to improve the performance of the S company’s sales force performance management system, in order to enhance the competitiveness of enterprises and employees.