| Sales staff are the main guarantee of business performance of enterprises.However,due to many factors such as increased market competition,labour market supply,unstable income and excessive work pressure,sales staff often suffer from low career loyalty and high turnover rates,making them an unavoidable problem for companies in terms of human resource management.Career management is an important tool to attract and motivate sales staff.In today’s complex and ever-changing education market environment,TCTM,as a company that mainly focuses on youth education brands,with a core teaching content of artificial intelligence programming,intelligent robotics programming and informatics Olympiad programming as its curriculum system,is facing a severe test.On the one hand,TCTM has grown rapidly in recent years and its sales force has become increasingly large,but human resource management,especially career management,has not been able to keep up with the company’s development speed,resulting in a lack of enthusiasm and development momentum for sales staff after joining the company.On the other hand,the number of vacancies in the sales force has increased and the problem of staff turnover has become increasingly serious,which has seriously hindered the further development of TCTM.Therefore,it is necessary to explore the career management of the company’s sales staff to provide a theoretical basis and practical support for solving the growth problems of both individuals and the company.In this thesis,the competency model theory is applied,and questionnaires,literature searches and interviews are used to conduct an in-depth research and analysis of TCTM’ s field sales staff.Based on domestic and international career management research results,the current situation and difficulties of career management of TCTM’ s sales staff were sorted out and assessed.It was found that TCTM’ s sales staff faced various challenges,including a lack of self-recognition and orientation,ambiguous career plans,single performance goals,and a corporate culture that places too much emphasis on business performance at the expense of employee growth.The company’s sales force competency model was then developed from both corporate and individual perspectives,and specific suggestions for improvement in career management for TCTM’ s sales force were made based on the model,including providing career counselling based on the results of the competency assessment,providing appropriate training,and refining the design of career development paths for the sales force.This study is expected to improve the career management of TCTM sales staff,so as to effectively promote the continuous growth of sales staff,enhance their work engagement and ultimately improve personal and organization performance;it also serves as a reference for similar companies in the education industry. |
