Study On Performance Appraisal For Sales Department Of HC Company

Sales work is the focus of the management of most enterprises.Sales performance is closely related with the performance of enterprises.It is an important task for performance management of many enterprises to design a set of scientific performance appraisal program for sales department.Sales staffs often face diverse and complex market and work in different ways,their work being full of challenges,so the performance indexes of sales department can only be designed according to responsibilities of sales positions and enterprise business objectives.In the thesis we first discuss the theory relevant to performance appraisal,then investigate the current evaluation system for sales department of HC Company and find out some problems as follows.The goal of sales department is not aligned with the business objectives of HC Company and some assessment methods are not reasonable.Therefore,sales staffs do not have the initiatives in making profit for the enterprise and improving business operation and so on.By analyzing sales responsibilities,we reach the conclusion that it is the duty for sales staff to sell product as much as possible,in a price as high as possible and bring the payment back as soon as possible.Because these performances are usually affected by uncertain factors,it is unreasonable and ineffective in motivating sales staff to evaluate their performance by measuring the selling prices,sales volume and the amount of capital recovery in isolation.Based on the analysis of the sales work responsibilities and enterprise business objectives,to find out the value contributions of sales work for enterprise business objectives.According to the connotation of each value contribution,we put forward some performance indexes such as sales marginal contribution,manufactured inventory,the rate of reflow of sales income and others.In the thesis,according to the different requirements of different positions,we design a new performance appraisal program for all levels of sales department.The new performance appraisal program has stronger goal orientation and applicability.It can not only make the objectives of the sales department highly match with the goal of enterprise,but also meet the requirement of work division of sales team and construction of talents team.