Optimization Design Of The Sales Personnel Compensation System In Hunan Dongjiang Lake Fishery Company

With the development of social economy, the development status of agricultural enterprises has attracted great attention. The sales personnel are the main group to create profits for company. The development and the expansion of the agricultural enterprises cannot do without a fruitful sales team. The way to establish a set of scientific and reasonable sales personnel salary system to help agricultural enterprises in building an efficient and aggressive sales team is agricultural enterprises’ main focus.But, in our country most agricultural enterprises human resources management concept is relatively backward,lead to sales personnel salary management subjectinity is stronger. This paper takes Hunan Dongjiang Lake fishery company sales department as the research object, discussing the optimization design of the salary system of sales personnel.To begin with, this paper elaborates related theories on agricultural enterprises,compensation, compensation system,sales personnel salary design. Then, introducing the enterprises’ basic situation. Through the analysis of the current sales personnel compensation system combined with a questionnaire survey and interview results, this paper summarizes the existing issues in salary system of the company, i.e., compensation strategy is not conducive to enterprise strategy implementation, position salary design is not scientific, the calculating ways of sales’ performance is fail to reveal market’s characteristics, the performance evaluation index is simple, team performance incentives is missing and the welfare programs is not complete. In order to solve these problems, the company adjusts the salary structure of the sales staff, survey and positioning the salary, analyzes the position and evaluates the job which makes the wage is scientific. The position salary is divided into different salary grades according to the ability quality evaluation results, it transforms from one position gets one salary to one position gets multiple salaries, increases the salary’s incentive effect to employees and also reflects the differences between employees. The adjustment of calculating performance effectively solves the problem of the unfairness in internal pay. Design performance appraisal program, in the form of pay for performance reflect sales personnel full contribution to the company. In the new sales personnel salary system, the sales’ salary is related to thier position grades and performances. Meanwhile, the new system increases the number of welfare projects which greatly enhances the salary incentive effect.The research processes and outcomes of this paper not only gives Hunan Dongjiang Lake fishery company a relatively scientific and reasonable design in sales personnel salary system, but also gives similar enterprises reference value to optimize thier sales personnel salary system.