Large Freight In China Study On Performance Evaluation Index System Of Enterprise Sales

Research methods used in this study are literature study and case analysis. Based on the research results at home and abroad, with the combination theory method of BSC and KPI, namely, about the four dimensions of BSC:financial, customer, internal processes, learning and innovation as the basis and direction, use KPI to set key indicator, four key performance indicators dimensions are obtained:efficiency and effectiveness, explore new customers, dig and keep old customers. From the direction of driving sales growth, the paper decomposes the four dimensions one by one. Holding the direction of corporate strategy set by BSC, combined with associated sales behavior,30 quantitative indicators are firstly refined. Based on the law of 20/80, the final four key indicators are extracted after progressively refining the preliminary 30 indicators, which initially establish a sales staff performance evaluation system specifically for large freight forwarding companies in China. Meanwhile, the paper set an enterprise example to illustrate specific applications. Hope to provide ideas for a similar enterprise to build an effective sales staff performance evaluation system.