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Regulation Designing About The Sales Team Building In Company A

Posted on:2005-11-07Degree:MasterType:Thesis
Country:ChinaCandidate:X Q SunFull Text:PDF
GTID:2156360152967780Subject:Business Administration
Abstract/Summary:PDF Full Text Request
While the whole Industry was growing very fast, from the survey, we found that A company's turnover was going down. The salesmen didn't cooperated with each other, and had no enthusiasm on works. The author analyzed the department using Mckinsey's 7S model. And found there were problems within the department both on physical structure and management. Human resource policies in the sales department need to be redesigned. These lead salesmen cared about themselves, and the department lacks competitive competency as a whole. Some of them are the most important factors, which influence productivity significantly. According to what have been found about the department, the author brought forward the resolution of the performance appraisal system redesign. While canceled the old regulation, in which the sales persons will get rewards tied to the sales revenue only, the author establish new one called 3:7 appraisal. In this method, not only sales revenue is considered, but also any elements that influence performance. Many factors related to teamwork are taken into thought to establish performance evaluation criteria. In this way, it motivates not only each salesman to improve his or her sale capability, but also the core competitive competence of the whole sales department. Also, the author focuses on the establishment of training program for salesperson so as to retain the excellent salespersons successfully and keep stability of the sales team in certain degree. We are fully confident that the reformation of the old system will reenforce teamwork and will bring better performance.
Keywords/Search Tags:Sales team Building, Performance evaluation, Regulation Design
PDF Full Text Request
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