M Company’s Performance Motivation System Design Based On IBM Signature Selling Methodology

In recent years, China’s medical equipment industry market has been growinghuger and faster, competition across the domestic market is becoming fiercer whileforeign companies increasingly focus on middle and low-end market. Facing thesituation with opportunities and challenges, how to improve sales effectiveness andcreate more values for customers by sales transformation and sales managementsystem optimizing, has become a very important issue for China’s domestic medicalequipment companies. The sales transformation must start with the company’s strategy,and to identify key business areas, then to optimize the sales processes. Improving andoptimizing the sales organization and performance motivation system will becomemore important and difficult in this sales transformation.In this paper, I choose the sales staff of the M company, China’s largest domesticmanufacturers of medical equipment as a research object. Based on IBM signatureselling methodology and theories of performance management, I analyzed variousproblems about designing and implementing of M company’s performance motivationsystem in “Sales Eminence” project, M company and IBM’s jointly promoting salestransformation project, by focusing on the areas such as change managementpreparation, sales review, and sales competency development, to find the bestsolutions. Finally establish the more effective method of designing andimplementation of M company’s performance motivation system by researching thechange management, sales opportunity management and sales review during theproject pilot period.This paper uses literature review, case studies, survey, interviews and othermethods. Through the research of optimizing the performance goals of line managerand sales staff, optimizing the application of the performance results and optimizingthe compensation motivation mechanism between product/market/customercharacteristics. This paper will study an effective way for China’s domestic medicalequipment companies to establish its own performance motivation system based oninternational selling methodology.