Sale Staff Incentive Structure Optimization For Company A Based On Compensation System

The fierce market competition roots in the talent competition, and enterprises of small and medium-sized face huge brain drain problem. Every department requests new employees, and apply for the cleaning of existed employees at the same time. Among the reasons for this phenomenon, shortcomings on the staff salary incentive are a very important aspect, and the frequent alternation of sales personnel reflects the problem. In the varying market, how to retain talent and arouse the enthusiasm of sale staff becomes increasingly important and urgent. Since the sales staff is one of the most important creators of the benefit of a company, to design more reasonable salary stimulation mechanism for the sales team can ensure the stability and growth of both the company and staff, which is also a critical measure to make the enterprise stronger and bigger. Therefore, research on salary incentive mechanism for the enterprise sales personnel is of important significance and theoretical value.Behavioral psychology theory is the theoretical basis of this study, and therefore the basic theory, Maslow’s hierarchy of needs, Herzberg two-factor theory, Fromm’s expectancy theory and Adams equity theory, is briefly introduced. A joint venture company, A, is taken as an example and investigated. This paper briefly introduces the situation of the enterprise, especially the sales personnel and pay system. Through questionnaire survey and the enterprise’s internal staff interview way, obtain the first-hand survey data on the enterprise salary system from the sales staff. Based on the analysis of the data, the A company’s current problems regarding sales personnel salary incentive mechanism are uncovered. So do the deep causes. In order to deal with these problems in enterprise sales personnel salary incentive mechanism, several countermeasures and suggestions are provided.Innovation of this article reflects in the following two aspects:1) The implementation of questionnaire and informal interview to obtain the draft research data from the sales staff of a specific enterprise - an joint venture.2) Focus on the sales personnel salary incentive mechanism, proposes a series of improvement measures and suggestions.This paper adopts the method of literature research and case analysis, analyze corporate sales staff salary system combined with A enterprise, and research the sales staff incentive mechanism and its existing problems, and output the measures of improving the sales staff compensation mechanism from various side, as some suggestions of solution the common problem of sales staff salary incentive.