Performance Appraisal Improvement Research On Salesforce In J Company

With the rapid development of the global economy in 21^st century,international companies have become more and more focused on huge market and development opportunities in China.For Fast Moving Consumer Goods industry,coexistence with potential opportunities is the increasing fierce competition among enterprises,with new product launch and internet technologies.In such an environment,companies are actively looking for ways to improve organizational performance.Sales as a part of product value chain,its importance is self-evident.How to ensure the high-performance output of sales people,which requires the enterprise to carry out a perfect performance appraisal,in order to seize the opportunity to succeed in the competition and achieve greater sustainable development in the future.Good performance appraisal can improve the enthusiasm and motivation of salesforce.Therefore,focusing on improving the performance appraisal of salesforce has become a new normal for companies to focus on.This paper studies and summarizes the performance appraisal and sales incentive theory of domestic and foreign scholars over the years,combined with my practical working experience.Through the study of J Company's sales performance appraisal status,this paper analyzes the existing problems of J Company's sales performance appraisal and provides the improvement plan.J Company is in the stage of strategic transformation at present,its organizational structure and headcount are variable,and its operation and system are imperfect.How to abandon the traditional appraisal of focusing on short-term financial indicators,and combine performance appraisal design,development,implementation,management and evaluation,sales incentives,and other theories to establish a set of scientific,efficient,and reasonable performance appraisal program,is the research focus of this paper.Cascade the performance objectives from the company's strategy level by level,optimize the task performance indicators,and increase the behavior performance indicators,so as to maximize the accuracy and effectiveness of performance appraisal;more scientifically and comprehensively motivate the sales people,optimize the performance appraisal and incentive scheme,and help the sales people to improve themselves during the process.The improved performance appraisal can maximize the potential and ability of salesforce,achieve employee performance improvement,and ultimately maximize organizational performance,help to achieve the strategic objectives of the enterprise,and seize the market position.