Research On The Optimization Strategy Of Sales Staff Incentive System In G Pharmaceutical Company

The domestic pharmaceutical industry has experienced rapid growth for many years,both multinational and domestic enterprises are facing increasingly fierce competition.In a highly competitive environment,the incentive model for high growth and high bonus for sales staff has promoted the company business has grown rapidly on the one hand,but at the same time,many uncontrollable risks have also arisen.To this end,relevant national departments have also formulated relevant behavioral rules for pharmaceutical sales staff to prevent non-compliance.G Pharmaceutical Company is the first domestic company to cancel sales Pharmaceutical companies that have evaluated their personal indicators have been exploring the incentive system under the new business model for many years.In this paper,the status and problems of its sales staff incentive system are analyzed in detail to solve the situation without indicators.Under the incentive dilemma is the focus,comprehensively discuss the optimization strategy and implementation plan of its incentive system.Based on the related theories of incentives and the analysis of the current situation of company G,the article finds that the biggest impact of incentives after the cancellation of indicators is on the performance management system and the compensation system.The performance management system mainly has goals that are not focused,not implemented properly,and the evaluation data,problems such as accuracy,lack of openness and transparency.These problems in the performance management system have greatly reduced the internal driving force of sales employees,and there are also problems with the lack of obvious incentives and insufficient fairness in the compensation system of external incentives.Incentives in the compensation incentive system the problem that the strongest sales bonus is not linked to the performance evaluation system also affects the realization of the overall incentive effect.At the same time,there are certain problems in career management and organizational culture.According to the existing problems of the company's incentive system the company's incentive system is optimized in combination with related incentive theories.The optimization of the performance management system focuses on ensuring the rationality of goal setting and the establishment of performance snapshots.The optimization of the compensation system focuses on the business reach the correlation between bonus and performance evaluation,adjust the bonus base setting method,adjust the personal performance bonus evaluation method,increase the recognition and recognition plan.At the same time,propose corresponding optimization measures for career management and organizational culture.Finally,the company's incentive system the implementation of the optimization strategy puts forward the precautions of the implementation steps in the early,middle and late stages,and provides implementation guarantee from the four dimensions of organization,system,technology and training.The article puts forward the corresponding optimization plan and implementation guarantee for the case study of the sales staff incentive system of G pharmaceutical company for reference in the industry.