B Company Sales Performance Management Research

As the development of the market economic and the arrival of information age,in this global competition time, more and more enterprises identified the human resource management as the first element of enterprise management. Performance management, as the core of the human resource management, also has caused enterprises attention. Enterprises should constantly improve their growth ability and management methods, in order to improve performance and to improve competitive ability. Performance management is the core control tools, which effectively help the enterprise to realize strategic objectives. B company's existing performance appraisal system cannot fully meet the development the existing needs of B company, the current performance management system to a large extent affected the enthusiasm of B company sales staff, so it must be resolved.Based on the problem faced by B company's sales performance management, This paper designs B company sales performance management improvement plan. First, based on literature research methods and survey methods, the problem faced by B company's sales performance management were studied: A single performance appraisal indicators, Bonus income and personal salary binding together, Performance management failed to take into account the company's development plan and annual goals and performance management did not achieve the unity of the team performance and individual performance, etc, then to analyze the causes of those problems:company management blind pursuit of performance,Company's management did not attach enough importance to sales personnel and performance evaluation index design is not science, etc. Secondly, based on the management by objectives theory and balanced scorecard, this paper research and redesign of B company's sales performance management index system, finally, based on the analytic hierarchy process to empowerment of B company performance management indicators, then determine the new performance management system of company B, redesigned performance evaluation methods and scoring criteria. In this paper, perfect sales staff performance management can contribute to the development of human resources in Company B, while able to improve and develop the company's overall management level, to Company B of great practical effect.The first chapter is the introduction; the second chapter describes the performance management and incentive theory; the third chapter is the performance management situation of B company, and analysis the problems during the sales performance management. The fourth chapter is design B sales staff performance management program; the fifth chapter is the implementation of the sales staff performance management program planning; and finally the conclusion, innovations and prospects.