Research On The Optimization Of Salary System For Sales Staff In Z Enterprise

In the past 40 years of reform and opening up,private enterprises have occupied half of the national economy and become the main part of the socialist market economy.And also the number of small and medium-sized enterprises accounts for more.Sales staff are the vanguards of private enterprises to develop market,complete capital transformation,build enterprise brand and establish enterprise image.At the same time,the sales staff are in possession of the enterprise's customer information,the market resources and the interpersonal connected relationships.So to a certain extent,the sales staff hold the enterprise's market lifeline.So salary incentive system is the core mechanism that determines the enthusiasm,efficiency and effect of sales staff.Whether the sales force is stable and loyal,the enterprise can retain sales talent or not,are all affected by the salary incentive system.First of all,this paper sets forth the background and significance of the topic,and introduces the research ideas and methods;and then to definite the theoretical basis and establish the mutual demand analysis framework between the enterprise and the sales staff.It takes a small and medium-sized private enterprise as the research object,dynamically analyzes the factors such as salary system setting,salary incentive performance and sales staff dynamics through the analysis of the current system and the interview with the sales staff.Then it points out four problems in the compensation system of sales staff,such as unreasonable structure,unstable system,single incentive means and rigid incentive system.By the deeply analysis and discussion,it is found that the enterprise does not pay more attention to the sales human resources,the incentive system is too complex and the operation is poor,and also the negative incentive is too excessive,which resulted in a loss of sales talent.Finally,the paper puts forward the optimization objectives,ideas,and the plans from six aspects such as management level and performance evaluation,so as to provide the theoretical basis for the enterprise.So that it can help the enterprises better retain the sales backbone and talents,improve market share and promote the sustainable development.At the same time,this paper makes a theoretical supplement in the research of the optimal design of compensation incentive,and provides a theoretical reference and lesson for other similar enterprises.