Research And Education Redesign XW Sales Staff Performance Appraisal

With the deepening of economic globalization, China’s private education and training incentives facing market competition at home and abroad, the focus of private education and training market competition gradually transformed into competitive salespeople, XW Education Group is based vocational education, higher education and adult education and skills training for the core business. In recent years, with the rapid development of the company’s sales team is also expanding rapidly, but under the existing performance appraisal system, the sales staff performance appraisal system is limited to sales performance assessment, this assessment program can not be implemented effectively manage the sales staff and incentives, we can not mobilize the enthusiasm of the sales staff, therefore, how to establish a scientific and rational and effective performance appraisal system to improve the level of performance of sales staff in order to achieve a sustainable competitive advantage of the enterprise, the company is currently an urgent need to solve the problem. The main contents of this paper include the following aspects: First, summarized the existing domestic and international performance appraisal theory and results, summarized the role of performance appraisal, the theory of common methods and the importance of performance appraisal and performance appraisal. Second, the status quo XW Education Group sales staff performance appraisal and problems were analyzed. XW education company found the original performance appraisal system a lot of problems: corporate strategic goals and performance appraisal system is out of line, not to establish a sound evaluation index system, no comprehensive assessment content, assessment process is not open,the assessment results are not entirely linked to remuneration, no take full advantage of the performance results, etc., and analyzes the reasons for their problems. The discovery and analysis of the reasons for the problem, based on the use of optimized its performance appraisal system based on the Balanced Scorecard(BSC) method of key performance indicators(KPI): clear the company’s organizational structure,departments and job responsibilities, then by department and job responsibilities, from a financial, customer, internal operations, learning and development to corporate strategic goals in four dimensions by layer decomposition of various specific indicators and evaluation index system are balanced composition,reset the key performance indicators; applying a weighting factor table method to determine the right performance indicators calculated for each weight value. Finally, the sales staff performance appraisal of the implementation steps, assessment processes, complaint, examination results of the assessment of sales staff salary adjustments and duties falling-rising and vocational training to make specific design and sales staff also proposed the implementation of a new performance appraisal countermeasures to ensure the smooth operation of the new performance appraisal scheme. This paper presents the performance appraisal program to further develop the company’s sales staff performance appraisal good work has practical guidance, education and training to promote private sector performance appraisal with some reference and reference value.