Research On Performance Evaluation System Of Sales Staff In HP Company

HP which is the world’s top 500 companies in the United States has Seventy-seven years of history.As a staff work of more than 10 years in HP,I deeply understood the famous HP Way.At the same time,as a 1st line sales formerly and the active 1st line sales manager,I’m very interested in the performance evaluation system which is most of experienced and use in daily management work.And I have my own views and judgments for this performance evaluation system in the meantime.This paper proceeds with the related theory of modern business management,the performance evaluation and the performance management,in-depth studies the recent years’ performance evaluation system in HP PSG.In this paper,the object roles of research and analysis are the 1st line sales staff and the 1st line sales manager.By reviewing the different stages of the development of the HP in China,it describes the corresponding content and method of the performance evaluation.The performance evaluation content focus on two parts,one is the target indicators management of the results management oriented,and the other is the business opportunity(funnel)management of the process management oriented.And the assessment method is from the initial simple "goal setting",to the current comprehensive "key performance indicator" plus "balanced score card".The content and methods of the current performance evaluation system are analyzed in detail.Then using the questionnaire survey way to find out the advantage and the shortage in the areas of performance evaluation indicators,assessment methods,assessment time cycle,evaluation results,results and feedback in HP PSG.Meanwhile the subjective recommendations and prospects are given for the existing problems in the performance evaluation by the own experience of daily operation and management.Through this research and analysis,we can learn more deeply about the company’s management intention and understand the essence of HP Way.It is from angle of the 1st line manager hope and contribute for the company management team to further improve the existing performance evaluation system which should be more effective and more fair,more can improve the enthusiasm of the staff,the better the company and the staff work and development together.Also hope HP PSG as much as possible to create a perfect sales team and achieve a more impressive performance in future.