Study On The Performance Appraisal System Of Sales Team

With the development of economic internationalization and globalization, the competition among enterprises has become intense. How to motivate the sales team, to become the major companies are first faced with the problem of assessing the sales team. The way to assess performance of the sales team, and get the point of performance appraisal to ultimately achieve the aim of motivating the sales team, has important theoretical and practical significance.Based on previous studies of sales team performance appraisal system, combined with performance appraisal case of two enterprises and sales team performance appraisal status analysis, to become the problems of sales team performance appraisal. To solve these problems, this paper re-designed performance appraisal dimension of the sales team based on the idea of the BSC, and then find out the key performance indicators of the assessment of the sales team, and combined with effectively team performance and Member Performance based on the division of roles of team members,, and the paper proposed ultimately the sales team performance evaluation model based on the roles of the team members. A case study of ZL (Jilin) sales team is conducted to verify the design of the evaluation system. The Innovation of the paper is:First, this paper, based on the idea of the balanced scorecard, combined with the characteristics of its own sales team will collaborate indicators, deferred index, adaptability and efficiency indicators indicators used in the four dimensions of the sales team, and find out which logical relationship, the completion of the sales team performance appraisal dimension build, to overcome the past sales team is only concerned about the drawbacks of quantitative results. Second, based on team roles, were synthesized by the members of the performance team performance, according to the discriminant score as the member’s role in the team, so as to more effectively build a team.