The Countermeasures Research Of The Performance Assessment System For NOKIA Field Force

The current situation of the increasingly fierce competition in mobile industrywas caused by its evolvement to the appearance like Fast Moving Consumer Goods.Quickly occupying the terminal market and the fast-growing of sales revenuebecomes the development trend of the mobile phone manufacturers. Hence, they mustexpand their marketing coverage rapidly and build the powerful sales team, especiallyfor the3&4tier cities, and of course enhance it in the1&2tier cities continuously.The more district they covers, the more important sales team members would be. So,the performance assessment for them will be no doubt vital. The unitary assessment ofsales revenue is unable to suit for all the sales team member. Then, it is necessary tocombine the performance assessment of sales and the enterprises strategy morescientifically and closely.The research background of the article is the performance assessment of NokiaField Force, and deeply studied and analyzed the some problems of its currentsituation and existence, such as the ignorance of the performance assessment for thewhole team, the lack of the team leader’s function reflection during the salesassessment, the underlined standard of qualitative index, the application stenosis ofthe performance assessment result etc. Meanwhile, it summarized the insufficient andimprovement of Field Force’s performance assessment, and to build the perfectperformance assessment system, and find out the new thinking way suitable for NokiaField Force. Besides, the article analyzed Nokia’s strategy transformation,decomposed the key tasks of sales district, borrowed the thinking of KPI, BSC, and360evaluation, improved the group performance assessment KPI, SalesRepresentative’s performance assessment KPI, Promoter’s performance assessmentKPI, and the further application of0-4scoring method so that District GeneralManager, City Manager, Sales Representative could do the weight judgment for it. Inorder to reaching the greatest achievement, Sales Representative and promoter’sperformance assessment should be combined into the whole team performanceassessment, and so the personal and team performance assessment will become theorganic entirety.The improved performance assessment system could resolve some problemsNokia’s sales team encountered during the performance assessment, and it has manybenefits for improving the enterprises performance, the enhancement of employees’efficiency. The innovation of thesis rested in the comprehensive application of KPI,BSC, and360etc. and formed the new assessment thinking for Nokia field force. Theshortcoming of thesis lied with the souring information of the related KPI and itsweight, the incomplete of the data, the limited person for transfer, and the relatedindex needs the further improvement in practice.