A Study About Improving The Executive Force Of Salesperson Through Performance Management

Sales management is the key part in enterprise management, and sales force is especially the core part of enterprise human resource management. Much more, the salesperson's executive force directly decides companies'performance. However, the salespersons'executive force is becoming weak and common. So, how to improve the salesperson's executive force is becoming more and more adverted. To improve the salesperson's executive force means a project of systems engineering which deals with sales management's planning, organizing, leading, controlling, and requires all of the company's departments and persons to work together. The thesis mainly discusses how to improve the salesperson's executive force through performance management. Firstly, the concepts of executive force and performance management are explained, to be continued is the history and views of performance management, then the three vital approaches including administrating executive objects, administrating executive process and administrating executive results, are pointed out by analyzing how to improves enterprise executive force through performance management. Thirdly, some examples are listed to show what's the salespersons'weak executive force and the three vital reasons for which are also analyzed together. Finally, the thesis discusses on how to improve the salesperson's executive force through performance management in detail. In the part of administrating executive objects, the thesis explains sequentially who and how to design the executive objects of salesperson. On the basis of analyzing the weakness of the traditional way that design executive objects according to the single sales volume, how to construct KPI system of executive objects is given. In the part of administrating executive process, two respects of salesperson's execution are described which include tracking and appraising salespersons ; In the part of administrating executive results, the thesis emphases on motivating and training salesperson; At last, a few points which need to be paid attention to practice are added.