Research On The Optimization Of Compensation Scheme For The Sales Staff In TZ Company

TZ Company is the first enterprise of DH Group layout in East China area that specializes in the research,development,production and sales of aquaculture and poultry feed,it incubated a number of DH companies in the surrounding area over the years,and its regional market is gradually shrinking.In recent years,with the intensification of market competition,companies of DH are cross over developing,business performance is difficult to break through,management changes and support from excellent sales talents are urgently needed.But due to the compensation mechanism is too rigid,the company didn’t innovate and adjust as the market changed,there are a series of problems such as low enthusiasm of sales staff,unstable team,and difficult introduction of excellent sales talents.Affected the sustainable growth of sales performance,and decline in profitability seriously.Therefore,it is very urgent for TZ Company to optimize the original compensation plan scientifically and reasonably,and develop more competitive,equitable and incentive compensation schemes.This paper is based on the relevant theories of compensation management combined with domestic and overseas’ research results on compensation design,also on the basis of in-depth interviews,questionnaire surveys and data statistical analysis.It is found that the sales staff in TZ Company are generally not satisfied with the salary scheme,the salary level is not competitive,the salary structure is unreasonable,the internal fairness of the salary distribution is poor,and the promotion and development channel is blocked and so on.Studying the causes,the main problems are the lack of clear compensation strategy,dislocation of management mechanism,decoupling of compensation level from the market,too many compensation levels yet less range,unreasonable performance commission bonus model and other specific problems.Based on this,reached an agreement with the regional business department and the management team of the company,researched the optimization of sales compensation schemes of TZ Company,and propose measures to solve the problems of current compensation scheme are facing.In terms of salary strategy,construct the salary concept based on position value,ability,performance and value contribution,keep abreast of market changes;In terms of salary level,adopt a market-leading strategy for some core positions and excellent sales staff,and adopt a higher follow-up compensation strategy for other positions and personnel;In terms of salary layer,reduce the hierarchy and expands the width,adjust from 21 salary levels to 15 salary levels,and identify corresponding performance standards clearly to ensure that costs are controllable,clear channels and standards for employee development;In terms of salary structure,include the position value contribution and process assessment bonus,and adjust the solid float ratio design to improve the effectiveness of sales and the differentiation of income.Optimize the design mode of performance commission bonus,adjust from 4-layer commission structure to 2-layer structure,add the design of special incentives to widen the income gap and improve the enthusiasm of employees further at the same time.In order to ensure the implementation of the compensation optimization plan,formulated measures of organization,system,culture,etc.In the end,make a summary and outlook,it is believed that this optimization scheme will play a positive role in the development of TZ Company.