The Research Of Performance Appraisal Scheme Of Sales Management Positions Of M Company Based On The Strategy Compensation

As the recovery of capacity adjustment and market demand in domestic dairyindustry, the competition of dairy industry is becoming more competitive.Thedirections for the development of most dairy companies are to improve enterpriseproductivity, expand the market demand and form scale economy, in which the mostcritical aspect is to expand the market demand. The salesman is the creator of themarket performance and the demand. On the premise of the sales staff’s workenthusiasm, how to estimate work performance accurately, reasonable and timely isnot only related to personal interests, but also to the enterprise strategic targetrealization.The main content of the evaluation of the sales target includes performanceappraisal and compensation system. Performance appraisal achieves the enterprisestrategic objectives by the connections of the staff income and business performance.Meanwhile the performance appraisal and compensation system are closely connectedto each other. Performance appraisal and strategic target can only achieve with thesupport of the reasonable and perfect compensation system.On the basis of above theoretical analysis, this paper chooses the salesmanagement positions of M company as the research object. By introducing the salessystem management status of M company, it highlights the existing problems of thesales system. The competitive strategic compensation standards are obtained throughthe strategic compensation as the design principles, the reasonable assessment ofevery rank position and relative values and the compensation survey. Then theintroduction of Balanced Scorecard Four Dimensions of design concept is introducedto make the performance appraisal become more integrated and comprehensive.Finally, problems are proposed during the implementation of the plan and suggestionsare provided to the other dairy industry during the design of the sales managementperformance appraisal system on the basis of the previous conditions.