Optimization Research On The Performance Management System Of Sales Personnel In YL Company

Performance management refers to a continuous cyclic process that all managers and staff at all levels jointly participate in performance planning,performance assisting communication,performance examination and evaluation,performance result application and performance target improvement to achieve organization goal.The purpose of performance management is to continually improve the performance of individual,department and organization.Due to the special role that sales plays in business operation and development,sales personnel performance management appears to be particularly important to a healthy and fast development of enterprise.From the perspective of the development history of numerous successful enterprises,to establish a set of scientific and reasonable sales personnel performance management system and to implement seriously in practice is the basic approach to accomplish this work.This paper takes sales personnel performance management of YL company as the object of the research.Firstly it discusses the background and significance of the research on sales personnel performance management,summarizes and concludes the researches on performance management and sales personnel performance management by some experts and scholars at home and abroad in recent years.It also briefly explains the theoretical foundation and several common performance management modes of sales personnel performance management,and then analyzes the factors which influence sales personnel performance and performance management.Centering on performance management system,in the ways like interview and questionnaire this paper carries out a research on the sales personnel of YL company and analyzes.Based on this,it explores the deficiencies and shortages of sales personnel performance management system.Aiming at the existing problems,combining the relatively common performance management theories and methods at present,the paper presents some suggestions to the optimizing and adjustment of sales personnel performance management system of YL company in the following aspects:Firstly,adjust performance management mode.Make some modifications to the single and simple KPI(Key Performance Indicators)performance management mode;and introduce a performance management mode combining both BSC(Balanced Score Card)and KPI(Key Performance Indicators).Secondly,optimize performance indicator system.On the basis of existing financial index system,combining with the actual situation of management,introduce a large amount of non-financial indexes into performance indicator system and adjusts the weight of each index.Thirdly,optimize the implementation process of performance management.Make some adjustments to the formulation processes of performance plan and indicator and the cycle of performance assessment.Meanwhile,present the idea to carry out performance management in sales area classification based on the actual situation of different sales areas.Fourthly,present safeguard measures of the implementation of performance management from the perspective of contributing sales personnel performance management to achieve better effect.