Research On Project Sales System Construction Of Internet Industry Division Of IS Group

Because of the rapid development of the Internet industry,the traditional business model in the past has also experienced great transformation.The original functional organizational structure,independent operation of business processes,and self-centered management mechanism of each business function can no longer be suitable for the current changeable market environment.The characteristics of rapid iteration in the Internet industry and changes in business models have promoted the widespread application of project-based management.Although many companies have implemented the project-based management model internally and achieved certain results,because different industries or enterprises have different requirements for project-based management,meanwhile the difficulty and methods of implementing project-based management in different business areas are also different,it makes difficult for project management to have a mature system that can be replicated in the enterprise.At present,the successful cases and experiences of domestic project management promotion mainly come from the engineering construction industry or the IT industry.For manufacturing enterprises,the promotion of project management is not very extensive.There are very few companies that use the method of project management to the sales activities of enterprises to establish a project-based sales system.From the perspective of customer demand,manufacturing enterprises refer to the realization of value creation by delivering specific products or services to customers.This process is sales which is very similar to the characteristics of project management.In a word,the management quality of the sales projects determines the core competitiveness of manufacturing enterprises.Especially for customers in the Internet industry,the uncertainty of their needs and the diversification of products have created a more complex sales environment for manufacturing companies than traditional sales model.Therefore,how to establish an efficient and coordinated project-based sales system,stimulate the vitality of sales staff,has become an urgent problem to be solved by manufacturing enterprises that designate Internet enterprises as customers.This paper takes the Internet Department of IS Group as the research object.It based on a series of theoretical foundations such as project management,process management and organizational change management,and draws on the best practices of domestic and foreign benchmarking companies.This paper studies the construction of the project-based sales system for the Internet Department.Firstly,by analyzing the changes in the internal and external environment of the Internet Department and customer needs,the background of the construction of the project-based sales system is expounded,and the urgency and significance of the construction of the project-based sales system are clarified.Secondly,in view of the current situation of sales business management of the Internet Department,combined with the strategic goals to be achieved by the Internet Department,an evaluation model of the organizational capacity of the Internet Department is constructed.Through a sample survey of employee representatives and interviews with senior executives,the current situation of the industry department is investigated.The key pain points and weak capabilities of sales business management are reached a consensus on the dimensions and direction of the change points that is further clarified the necessity of building a project-based sales system.Thirdly,based on the theory and literature review of the construction of project-based sales system,combined with the best practice of implementing project-based sales management system,redesign the sales business management process to different layers.The business process has been transformed from "segment-to-segment" to a customer-centric "end-to-end" business process.The organizational structure of the Internet Department has been optimized.The original functional organizational structure has been transformed into a matrix-based organizational structure and the "triangular organization" organizational operation has been introduced.This solution also builds a project incentive mechanism based on the two evaluation dimensions of sales project process and results that link the contribution and income of sales staff with their performance in the project.All these measures build a synthetic system from the three dimensions which are business process,organizational structure and incentive mechanism.Finally,in order to ensure that the above reform plan can be steadily promoted and generally recognized by the Internet Department,the main resistance and risks that may exist in the process of reform are analyzed.The corresponding measures and safeguard measures for risks are put forward in order to promote the project-based sales that make sure the system construction was successfully implemented in the Internet Department.