Research On The Optimization Of Sales Team Incentive Mechanism Of M Company

M company is a German company with a history of more than 300 years.The company focuses on the research of innovative drugs,new materials and life science and technology.In the field of life sciences,worldwide,M company constantly carries out mergers and acquisitions of target enterprises in accordance with the company’s development strategy,so as to expand the company’s product line and provide customers with more complete analysis solutions.In 2019,M company officially completed the M & A of S company.After the M & A,the adjustment of department structure was unreasonable,resulting in the stagnation of marketing work and the enthusiasm of sales staff.Therefore,how to adjust the structure,optimize the incentive mechanism of the sales team and build an efficient sales team plays a vital role in the development of the company.Starting from his own work practice,the author uses the methods of literature research,case investigation and questionnaire to study under the guidance of incentive theory.Taking the life science sales team of M company as the research object and the incentive mechanism before and after the integration of the company as the research basis,this thesis mainly studies the problems existing in the current incentive mechanism from the three dimensions of salary system,performance appraisal system,promotion and career development,and formulates a new salary policy under the guidance of the development concept of making employees achieve great achievements through the analysis of the problems,Fair assessment system and innovative employee development system.The implementation of the new policy will gradually solve the practical problems of sales incentive after M & A and build a combat sales team,which is not only of great significance to the company,but also of reference value to the optimization of sales incentive mechanism after M & A of the same type of multinational companies.