C Company’s Business Staff Performance Appraisal Scheme Optimization Design

In 2014 the continued downturn in the economic situation and the increasingly tough competition in the industry environment, C company as the world’s top 500 group under the sales company, is facing with the pressure of competition, the competition between enterprises is more and more fierce. For the sale of the company, to remain invincible in the competition, you need to build a modern sales team, inspire them to the mission of the company and the sales enthusiasm, to maximize their performance, so that in the fierce market competition. The performance appraisal scheme as the reliable basis of compensation distribution, is a key link in the human resource management of the company, establish a set of effective, suitable performance appraisal system is particularly important for the future development of the company.This paper takes the C company business staff performance appraisal as the research object, by reading a lot of literature, in-depth study of motivation theory, the theory of performance appraisal and performance management theory, which lays a theoretical foundation for later study. On the basis of the theory, and through data collection, interviews, questionnaire survey, case analysis and other methods, in-depth understanding of the C company’s business staff performance appraisal situation, existing problems, all kinds of problems and optimize the design and implementation process of the performance appraisal system in the in-depth analysis, from the sales process monitoring and business personnel training point of view, the method of management by objectives, 360 degree assessment method, the key performance index(KPI), AHP method of performance appraisal, and put forward the corresponding optimal design, research and training mechanism of the construction of the channel occupation of the business staff assessment and ability. The spirit did not miss any opportunity, we must explore new business management mode, must ensure that the central idea to enhance the performance, the team must implement the core culture, adhere to the annual budget as the core, to the product line as the main line, in order to enhance the customer sales as the focus, to develop high-end customers and stable customer sales direction, in order to achieve the balance of production and sales as the goal, with the advantage of the integration of regional resources, play the role of matrix management, continue to build a competitive modern marketing team, to ensure efficient, to establish a scientific, reasonable salary performance assessment supporting system, to explore the method of performance incentive system more efficient design and implementation of sales staff.KPI(Key Performance Indicator) is the key indicators of performance appraisal; through the design of the key performance indicators, the strategic target of the company to the layers of decomposition, the whole sales team’s performance is divided into two levels: the overall team performance and individual performance of business personnel, calculate the weight of each of the key performance index by AHP, finally obtains the complete the evaluation system. At the same time in order to ensure that the performance appraisal scheme optimization can be successfully implemented, to avoid violation of strategic objectives and assessment indicators of the company, and the company managers will set free according to the subjective evaluation index, the company’s leadership, full participation, incentive system, strengthen the enterprise culture and other security measures.Finally, this paper summarizes the whole research, and puts forward the existing problems and prospects for the future research.