Study On Competency Model Building And Application Of Sales Personnel In A Company

A Company is an enterprise integrating research and development,production and sales of medical devices.In the trend of industrial development,its business scale and market share are constantly expanding.However,with the rapid development of business in recent years,in response to the continuous change of market environment and customer demand,the company to try to promote the strategic transformation,so as to better adapt to the external environment,in this process,the sales team in growing and become very unstable at the same time,the capacity and quality of sales staff can’t meet the needs of the development of enterprises.Therefore,in order to solve the sales staff management problems faced by enterprises in the expansion,this paper introduces the competency model into the sales staff human resource management of enterprises to help enterprises build a high-quality sales team that can well adapt to the development of the company.This paper mainly studies the construction and application of A company’s sales personnel competency model.First of all,the paper introduces the important role of sales personnel in the company’s management,and analyzes the current situation of human resources of A company’s sales team.Secondly,this paper uses Behavioral Event Interview(BEI)to construct the competency model of sales personnel,and uses AHP to calculate the weight of competency elements.Then,this paper applies the competency model in recruitment,training and performance appraisal.Finally,this paper expounds the significance of introducing the competency model into the human resource management of sales personnel,which can promote the transformation of recruitment management from post-management to pre-management and reduce the risk and cost of employment;Ensure that training and development are aligned with the organization’s values and business strategy;Make the performance appraisal give consideration to both the process and the result,and realize the comprehensive and sustainable development of sales staff.The regular evaluation of sales personnel through the competency model can ensure that they successfully realize their career planning,and ensure that the sales force constantly adapt to the development of the company.Sales staff management system based on competency model building in the process of application in this paper,can help A company accurately and efficiently find the right sales talent,and provide targeted training to the excellent talents who have same values.Besides,through more effective and reasonable performance system and personalized career planning,the company can retain outstanding talents and enhance the core competitiveness of the enterprise.