A Study On Incentives Optimization Design For Sales Staff In XG Group Company

With the rapid development of information technology, the business environmentbecomes more uncertainty. The significance of sales staff has been rising, who act as a bridgebetween consumers and the company. In the face of fierce market competition, companybuilding competitive advantage lies in the ability to attract and retain customers. Mostcompanies need to rely on the current sales staff to achieve the performance targets andstrategic objectives, the sales staff become to be the key which can decide whether thesustained and healthy growth, because it’s a bridge between consumers and businesses. So itbecomes to a major challenge for HR that whether to have a motivated sales staff can controlthe market and how to inspire their potential fully to work.The paper based on the literature, applied the basic principles of the content-type theory,the process driving theory and the basic principles of behavior modification theory, firstanalyzed the content and characteristics of iron and steel industry sales, laid out the researchideas; secondly, introduced the company’s current sales incentives from the compensation,benefits, performance appraisal and career management, in order to understand the effect andproblems of this measures, designed the motivate sales staff satisfaction surveys, pointed outthe problems between in the sales staff incentive on the basis of questionnaire survey results,including remuneration incentive unattractive, single incentives and incentive programs andlong-term effects of the lack of hierarch; then analyzed the causes of those problems anddesigned XG company sales staff incentive scheme specifically, including direct incentive paycombined with fixed salary and performance-related pay, indirect incentive pay combinedwith welfare programs and buffet welfare projects, sales staff career development, training,honors and participation incentives. In order to ensure the implementation of XG company’ssales staff incentive programs smoothly, the paper also put some appropriate securitycombined performance appraisal, management systems, leadership team and corporateculture.Sales staff motivating is not only been an important task for human resource management,but also the corporate marketing manager must be considered an important issue. In this paper,the author thought though optimizing the design of the XG sales staff incentive programs,enhance the enthusiasm and creativity of marketing staff, increase the XG Company’s marketshare steadily, and ultimately achieve its strategic objectives. In addition, the conclusion inthis article can provided the theory instruction for other iron and steel enterprise managers,help them to better carry out sales staff motivate.