Optimization Design Of Incentive System For Sales Staff In Company Y

With the global economic integration and the rapid development of China’s economy,the FMCG industry is increasingly on the rise and has a broad market prospect.With relatively low barriers to entry into the FMCG industry,marketing and branding have become the key to gaining a high market share for FMCG enterprises.Human resources,as a unique core resource of enterprises,apply innovative theories and practices of human resource management to sales management,establish a scientific and complete incentive system,and have a more prominent strategic position and core value in enterprise management.Company Y is a state-owned enterprise,with products mainly covering two major sectors:mineral water and wine.After organizational transformation and development,the management of Company Y gradually recognized the important role of incentives in sales management.The existing incentive system for sales staff is difficult to systematically solve and improve the current situation of low enthusiasm and lack of motivation of the sales team.It is mainly reflected in the following three aspects.Firstly,the material incentives are not in line with the needs of employees,especially the lack of competitive advantage in salary incentives.Secondly,extrinsic incentive is dominant,but intrinsic incentive is insufficient,so it is difficult to form a sustainable internal drive.Finally,the incentive form focuses on short-term benefits,but lacks long-term incentives,and the systematic planning is insufficient.These outstanding problems make the sales staff incentive system can not better support the realization of the strategic goal of marketing development in the next three years,and become a management deficiency affecting the high-quality development of Company Y.This thesis takes the sales staff of Company Y as the research object,based on motivation theory and relevant literature research results,and uses literature analysis,questionnaire survey,and interview methods to investigate and analyze the specific problems and causes of sales staff incentive system in Company Y.By utilizing the total reward theory model,based on the staff motivation needs,the optimal design of the sales staff motivation system is developed from four aspects:salary incentives,growth and development,performance management,and job design.Through organizational,institutional,and resource dimensions,measures are taken to promote the efficient implementation of the incentive system optimization plan and ensure that the optimization plan achieves the expected results.Help Company Y solve personnel motivation issues in sales business development.This thesis takes the total reward theory as the overall perspective,establishes a connection between the various components of total reward and the incentive design of sales staff,and combines the actual incentive needs of employees to develop targeted and systematic optimization design plans to ensure the comprehensive,systematic and operational nature of the incentive system.It has certain research value and strong practical significance.The formulation of an optimization plan for the sales staff incentive system has introduced advanced incentive management ideas and methodologies for Company Y,laying the theoretical foundation for solving sales staff incentive problems.The incentive system can better stimulate the work enthusiasm and potential of sales staff,enhance their internal drive and engagement,and shape a unique core competitiveness of enterprise human resources.The systematic and comprehensive characteristics of incentive optimization schemes provide valuable reference and guidance for similar enterprises in the industry to design incentive systems.