The Research Of Salary Optimization Of Sales Staff In The L Company

Sales personnel are the core staff of the company,the salary of sales staff determines the competitiveness of the enterprise,and whether the remuneration is reasonable often determines the sales personnel's retention.L company is an engineering machinery co.,LTD.Sales staff management is very important to L company.In recent years,L company has experienced a rising number of sales staff turnover,which has had a great impact on the performance of L company,resulting in great loss in performance.Therefore,the diagnosis and optimization of the salary of sales personnel of L company is the main problem that can effectively reduce the loss of sales personnel of L company and improve the performance of the company.This paper takes the salary of L company as the research object of empirical analysis,mainly from five aspects.Firstly,summarize the theory of sales staff's compensation theory by inquiring relevant books and literatures,and summarize the basic concepts.Secondly,analyzed the L company sales staff salary survey,the current increase year by year,L company sales staff turnover rate is analyzed,as a breakthrough point to understand the present L company's sales personnel salary;Thirdly,the salary of sales staff of L company was investigated and analyzed to find out the problems existing in the salary of sales staff of L company and to analyze the reasons.Fourthly,optimize the salary of sales personnel of L company,and put forward the optimization plan of sales personnel compensation of L company;Fifth,we put forward the guarantee measures for the compensation of sales personnel of L company from the aspects of organization guarantee,system guarantee,technical guarantee,human and financial security.The main conclusions are as follows:(1)L company sales personnel salary,including basic salary and benefits,in terms of compensation structures L company has a traditional compensation,lack of incentive and innovation,the types of welfare also is less,it is difficult to have incentive effect;(2)L company sales staff satisfaction is extremely low,the existing problems including lack of compensation of market research,sales staff basic salary design is not reasonable,the sales did not reflect product difference,lack of basic salary in the reaction of the performance appraisal,salary welfare policy too simple and lack of long-term,investigate its reason is that L company in formulating sales personnel's compensation is a lack of strategic thinking,not perfect,and performance appraisal system of compensation,compensation is not combined with employee's ability to value,and human resources workers lack of professionalism,and these are the cause of L company sales staff compensation problems;Based compensation(3)L company to do the appropriate,including raising the proportion of floating wages,increase the character bonuses,performance appraisal increase in pay,using different product value commission ratio and excess commission commission plan,and increase the birthday welfare,tourism benefits,education benefits such as individual welfare as well as to the sales staff's family members for physical and spiritual sympathy of welfare policy,etc.;(4)L shall pay attention to the implementation of the optimized remuneration at the top level,set up a management team,and define the responsibilities of sales personnel at all levels;The training system and communication feedback mechanism should be established for the system guarantee.In the construction of company culture of L company,it should also be integrated into a good cultural atmosphere.Finally,the implementation of the new system requires a certain amount of capital as the implementation guarantee,and L company should prepare for the budget.In this paper,the salary of sales staff of L company in linyi city is used as the research object.Through investigation and analysis and interview,the salary issue is analyzed and the optimization plan is formulated,which is the innovation of this article.