Efficient Terminal Team-building Study

Numerous analysis and practical experiences have shown that a good incentive mechanism and a good organizational form of a team are of great significance for the raise of the corporate performance. But most of the existing studies often focuse on the Top Management Team, which is composed by middle and top managers of the enterprise, few studies has been done on teams at the grassroots level that made up by workers at the production line, such as sales teams and production teams. Based on the truth that teams at the grassroots level attribute a lot to the implementation of corporate strategy and the realization of enterprise value on the terminal market, this paper focuses on the analysis of these teams. Firstly, the team classification is redefined based on existing researches. Then a four-dimensional theoretical model is made to help creating high-performance terminal teams. And the model is verified by the case of the establishment of Haier sales teams. This paper suggests that teams in an enterprise can be divided into top management teams, middle teams and terminal teams. The four-dimensional theoretical model can effectively guide the practice of enterprises, and high-performance team can only been created based on the four dimensions which are customers, team members, the team itself and the enterprise that the team belongs to. In addition, the implicit incentive mechanism which characterized by the honors incentive award, competition within the team and supervision within the team are of great significance in the development of high-performance teams as well as the explicit incentive mechanism.