HZ Company Sales Staff Competency Model And Application

P2P Finance has sprung up in recent years,with the increasingly fierce market competition,the business environment more and more complex.HZ Company in the complex and fierce competition in the sustained and healthy development of corporate profits is essential.To have a profit,first of all there must be sales.Then how to achieve better performance;cultivate more excellent sales staff to become the most important business development.The purpose of this paper is to build the competency model of HZ sales staff,to verify the correlation between sales staff competency and sales performance,and to improve the sales performance of HZ through the application of competency model.Through the interview of behavioral events,the questionnaire was used to obtain 504 competency elements,and the synonyms were merged into 49 competency elements.And 35 feature factors with more than 2 times were selected and 35 competency features were merged with similar content,and 26 competency elements were obtained.A total of 297 valid questionnaires were collected by using the Likert scale to identify the competency characteristics of 26 competency factors.Through the spss22.0 software,the factor analysis of the questionnaire results is carried out,and the competency factor is reduced dimension,and the first edition competency model is obtained.Six factors and 22 competency features are obtained.Through the analytic hierarchy process,the expert group method,invited 21 experts to compare the seven matrix scales to determine the competency of the elements of the weight of the elements.A total of 300 valid questionnaires were collected by questioning the level of competency of sales staff,and 300 valid questionnaires were analyzed.The positive correlation between sales level and sales performance was obtained.300 pieces of documents processed to obtain excellent sales staff competency of the characteristics of the elements of the average value of the survey and the sales staff were compared to find the gap to determine the priority of training.Specific research results are as follows:1、HZ sales staff competency model and the weight,is divided into six factors,22 competencies feature elements.1)knowledge 15.039%:industry experience 4.78%,professional knowledge 4.46%,knowledge width 4.69%,academic level 1.09%;2)skill 30.57%:customer management ability 6.92%,communication ability 8.51%,target management ability 4.45%,interpersonal communication 5.34%,sales skill 5.34%;3)Social role/values 17.10%:Team spirit 6.55%,dare to pay 10.54%;4)self-concept 13.49%:psychological quality 1.40%,positive and optimistic 3.25%,self-management 3.74%,career image 3.52%,challenge breakthrough 1.58%;5)traits 14.68%:hard work 3.99%,perseverance 3.10%,thinking concept 2.30%,professional ethics 5.28%;6)Motivation 9.16%:Seeking desire 3.08%,achievement desire 6.07%.2、Sales staff competency level and sales performance correlation,significant test of 0.000,0.000<0.005,statistically significant.The correlation coefficient r = 0.772,which proves that the sales staff competency level has a significant correlation with the sales performance.3、Excellent sales staff and general sales staff gap and training priority classification,in accordance with the size of the gap are divided into four categories:1)diligent,self-management,goal management,dare to pay,sales skills,customer management;2)professional knowledge,team spirit,professional ethics,perseverance,communication skills,challenge breakthrough;3)psychological quality,professional image,interpersonal,industry experience,knowledge width,positive optimism,achievement desire;4)Desire for knowledge,academic level,thinking.