Research On Performance Evaluation Of Sales Staff Based On Competency

Looking at the present era of competition, marketing resources fuel competition among enterprises, while marketing activities, is considered as an important means of obtaining and expanding the market, its results can directly determine the survival and competition of the enterprise. Existing salesman’s lack of capacity and loss of the excellent performance, particularly restricting promotion and implementation of Shanghai BT’s business strategy. Efficient operation of enterprises, can ensure a foothold in the increasingly fierce market competition. Grasp the key sales process, can enhance the enterprise’s market share. Regardless of sales of any product, according to plan even sell the excess to the customer’s hands, is the ultimate goal of the enterprise. Thus, sales staff, as a business’s important human capital, indeed plays a crucial role in the development of the enterprise.In this paper, BT is the research object. Research is based on the competency model of BT’s sales staff, to enhance their capabilities and performance, and then to improve the long-term organizational performance. Through comparison of domestic and abroad competency and performance evaluation related theoretical overview, to explain and analyze the concept of competency and general competency model for sales staff. For BT sales staff performance appraisal situation, analyze and summarize the existing problems. Reference the scholars’principles and framework for building competency model, select a representative sample, establish a performance evaluation team, grade for behavioral event interviews and high-level interviews, and in the form of questionnaires, analyzing the elements, establish the BT’s sales staff competency model, using the analytic hierarchy process, performance assessment team gain the 12 competency, identified BT’s sales personnel performance evaluation indicators, the performance index weights for an effective identification and verification, which plays an important role for performance construction of evaluation system. On the basis of the above-mentioned studies, build Shanghai BT competency-based sales staff performance appraisal system.Based on the performance appraisal system, the paper described BT’s sales staff to conduct a tangible study of performance evaluation, the result has been recognized by BT’s middle-level. Therefore, the establishment of competency-based sales staff competency model, the use of tools to manage competency can help sales people to identify gaps and realize their own shortcomings, the reference standard performance indicators can improve individual performance, complete BT’s strategic goals, and ultimately achieve a win-win business and employees.