Research On Optimization Of Performance Management Of Sales Staff In SC Company

Performance management has always been the focus of management science research,the focus of enterprise management,and the difficulty of human resource management.With the continuous development of market and economy,enterprises are facing more and more complex internal and external environment.SC company is an industrial products sales company.Under the flat organizational structure,after rapid development for 30 years,it has begun to occur some problems such as "sales growth rate declining,sales staff enthusiasm decreasing and staff turnover rate increasing " in recent years.On the basis of organizing network survey on salesman,this paper uses the method of quantity statistics,case analysis and comparative analysis to analyze and finally find that the main reasons for the above problems in SC company is because of "the lack of management concept,system defect and the lack of motivation" in the performance management of sales personnel.Around the most unsatisfied indicator which the SC company sales staff concerned,such as the construction of performance indicators system,performance management implementation of process control,the application of performance results,employee growth and development and other issues,on the basis of people-oriented management concept,incentive theory and related theories of performance management,this paper puts forward the performance management optimization strategy of the sales staff in SC company is: on the basis of the existing KPI system,import "people-oriented" concept of performance management,optimize feedforward control,strengthen the process control and feedback control,through the optimization of the concept of performance management and the system of the three main stages to enhance motivation and further solve the problems encountered in the performance management of SC sales personnel,finally to improve the performance management level.Through the research of the optimization of sales staff performance management strategy of SC company,this paper brings some inspirations to the performance management of similar enterprises : The performance management method based on KPI assessment should combine the enterprise performance indicator system with the personal development and self-realization needs of employees,and build a performance indicator system suitable for sales personnel to reflect personal value,in order to improve the incentive force,better stimulate the potential of sales staff;In the field of industrial products,the enterprise should change the laissez-faire management mode that only focuses on financial results rather than process;strengthen process management and guidance;strive to promote the common growth of employees and enterprises through expanding the application of performance appraisal result.In this way,the similar enterprise can effectively improve the performance management level of sales personnel and give play to the enthusiasm of sales personnel better,finally further enhance the core competitiveness of the enterprise and lay a solid foundation for the realization of corporate strategic goals.