Research On Optimization Tactics Of Sales Staff Motivition Policies In BR Company

In today's medical industry,the competition is extremely fierce,the research on talent performance management and incentive system is difficult,and there are few experts in the professional field,which is a key issue that needs attention.Through the management of talents,enterprises can make full use of the existing resources of the enterprise,and the talents of employees can be fully utilized,thereby improving the competitiveness of enterprises in the society and achieving the development goals of the enterprise.The incentive system is an important part of enterprise talent management.Therefore,how to use incentive policies to play the positive role of talents and improve performance is related to the survival and development of enterprises.In this context,this paper takes BR company as an example to study the incentive problem of sales staff.BR mainly sells hemodialysis machines and related consumables for dialysis,and the sales department is an important part of the company.BR's sales performance has achieved a 17.5 percent increase averagely every year from 2005 to 2017,but in the past three years,the growth rate of sales has slowed significantly.This paper adoted case study method to conduct researh.Quantitative data and qualitative data are acquired through field observation,interviews and questionnaires.It describes the current situation of the company's sales staff incentive system,and finds the company's lack of spiritual incentives and compensation in sales staff incentives.The incentive effect is not obvious,there are sales personnel's personal development and promotion problems,and the sales personnel performance management system are not perfect.Based on the above analysis,this paper proposes an optimization strategy for the sales staff incentive system.In terms of external incentives,we propose to design a more complete and reasonable salary structure,share a variety of incentives,get rid of the original experience management routines,implement a scientific salary management system,enhance the position of outstanding sales staff,improve the development of sales personnel,and improve performance evaluation system improvement strategy.In terms of internal incentives,we propose incentive mechanisms to improve our strategies,encourage employees to work enthusiasm and potential,set an example,affirm and praise employees' good behaviors,refine spiritual incentives,respect employees,and maintain continuous communication.For new employees with lower satisfaction,more detailed and practical training content should be developed,and the training content will be subdivided into each year according to the acceptance level of employees' ability.Doing training can help employees.The research conclusion has certain reference significance for the optimization of incentive system for sales personnel of medical device enterprises.