The Optimization Of WK Sales Staff Performance Management System

In modern society, in the increasingly fierce competition among enterprises, human resources as the most valuable asset has been valued by business managers. The implementation of corporate strategy is inseparable from the role of human resource management, performance management as an important part of human resource management for the implementation of corporate strategies play a key role.WK Steel Co., Ltd. is a company WK Group operates steel import and export business and domestic trade, was established in 1997. WK Group is China’s largest iron and steel trade enterprises, mainly to provide the steel trade agents, distributors and value-added services. As WK Steel Co., Ltd. in Qingdao resident steel distribution business window company, how the company WK scientific human resources management, in particular, play a key role in determining the company’s sales staff for scientific development performance, to achieve corporate strategic objectives since to the decisive role.In this paper, the performance satisfaction survey and interviews WK sales staff, the company found that there are difficulties WK sales distribution channels, inventory and return on sales unreasonable phenomena, the causes of these problems and in-depth analysis. Performance management problems, in fact, with the company’s performance management process is imperfect, system is not about science. Therefore, by optimizing the establishment of a science-based performance management system WK corporate strategy is particularly important.This article first to WK sales performance management solutions to optimize research background, purpose, significance discussed and then combined performance and performance evaluation, performance management, performance management, performance management, sales staff reviewed the theory, and then from the company background problems and Causes of sales performance management status, performance management, sales staff of WK performance management problems in depth analysis. Taking all these factors, from four organizational guarantee system, system performance goals, processes, systems and institutional system proposed in line with the company’s strategic development WK sales staff performance management system.BSC by financial level, customer level, the level of business processes and learning and growth perspective four dimensions, combined with KPI Index Library established a sales staff, and the associated weights modified AHP.Meanwhile, on the lower level of regular communication system, personnel adjustment system, performance appraisal system, grievance systems, compensation management system in five areas of the system to improve the system. Finally, the results of the performance evaluation applied to staff salaries, annual salary, position adjustment, improve performance management, career planning and other aspects.In terms of innovation, mainly in complex sales targets for the sales staff, based on a set of indicators to build a system suitable for the entire company sales staff, combined with the company before the problems reflected in the index weights reasonable optimization so that the assessment criteria salespeople more scientific and rational, WK mobilize the enthusiasm of sales personnel. For performance planning, implementation guidance, feedback on assessments lacking links to perfect, relevant secondary process by adding the appropriate performance group supervision. Focus on improving the performance of communication mechanism, establish performance complaint mechanisms, and supporting the implementation of security measures to protect the performance management system to improve the circulation of the corporate strategy fully implemented.In summary, based on theoretical knowledge application performance management, the existence of the WK sales performance management problem analysis, to optimize the design of the index system in line with WK corporate strategy, redesign the index weight for salespeople weight, and finally improve the processes and safeguards performance management, formed a complete set of design optimization of sales performance management solutions. We hope for WK research can enhance the company’s performance management played a role, but also play a reference for the steel trade enterprises optimize other performance management.