Study On Sales Team Performance Management Improvement Based On Expectancy Theory

Performance Management has been a hot topic in business management circles."How to establish an effective performance management system" was listed as the Top1often management problems that troubled Chinese enterprise. The sales team, as the pioneer,is essential for the survival and development of the company. Since the financial crisiserupted in2008, in China, enterprises in the industrial market, who have received varyingdegrees of combat. How to cultivate, develop, retain the outstanding sales personnel andhow to keep high performance of sales team, for each company, is a formidable challenge.This paper takes M company as an example, which faced the problems like increasingresignation rate and decreasing customer satisfaction and total sales went down. Byinterview and questionnaire, the paper analyzed the present situation of sales teamperformance management in M company, and found three reasons underlying the problems;then using the expectation theory, performance management and other HR theories andtools, putted forward specific improvement and implementation plan for the sales teamperformance management system. In order to improve the competitiveness of M companysales team and a modest contribution to the study of sales team performance managementof China.Of course, due to limitations of work experience and academic level, there are manydeficiencies in this paper, the criticism and corrections from experts are highly appreciated.