Research On Optimization Of Sales Performance Management In N Pharmaceutical Company

Since the 1980s,China has been in great need of development after the reform and opening up.Due to the constraints of historical conditions,current residents’savings,per capita income and other factors,China lacked the necessary funds to invest in the construction of the pharmaceutical industry.At that time,the Chinese government and local governments introduced a series of preferential measures for foreign investment to introduce foreign-funded pharmaceutical enterprises into China.Coupled with the attraction of the vast market demand in China,some multinational pharmaceutical enterprises set up joint ventures in China one after another and later set up offices,factories and research and development institutions in China.Over the past 30 years since entering China,foreign pharmaceutical enterprises have achieved rapid growth.But in recent years,with the further promotion of China’s medical reform policy,multinational pharmaceutical enterprises are facing severe challenges.How to overcome"acclimatization"and realize the enterprise strategic goal in the changeable Chinese medicine market policy?Performance management is the key to achieve the strategic goals of enterprises.On the basis of reviewing relevant literature on performance management,this paper first studied and analyzed the performance management system of N pharmaceutical company,and found that although N pharmaceutical company had introduced performance management system to support the achievement of enterprise strategy,some management problems were gradually exposed:such as frequent personnel flow,part of the sales staff ability was not up to post requirement,sales staff working enthusiasm decreased.This paper analyzed the main problems existing in the sales performance management system of N company.On this basis,this paper laid emphasis on the further optimization of N pharmaceutical company sales performance management system by using the performance management theory.(1)Formulate sales strategic objectives based on the long-term strategic objectives of the enterprise,and build a performance management indicator system based on BSC and KPI;(2)Strengthening performance process management.Include improve the efficiency of performance appraisal feedback,use performance appraisal results scientifically and improve the efficiency of sales management;(3)Improve the responsibilities of sales positions,attach importance to professional knowledge and personnel management training and strengthen the construction of corporate culture,etc.Improve the operational efficiency of the organization,and provide guarantee for the operation of the performance management system.It was expected that the optimized performance management system can help N pharmaceutical company better achieve strategic objectives and promote the sustainable development of the enterprise.Innovation point of this paper was:with foreign companies N company as an example,comprehensively analyzed the company’s sales performance management of the status quo.Based on the theory of performance management and the background of the new medical reform policy,this paper analyzed the problems and causes of the sales performance management system of N company.Targeted performance management optimization plan and specific suggestions of N company were put forward,which was conducive to further improving the management system of the enterprise and improving the strategic execution of employees.