The Research On Building Performance Management System For Sales People Of B Pharmaceutical Company

Since China’s reform and opening up, great changes have taken place in Chinese medicine industry, in the process of the continuous improvement of the medical system, China’s pharmaceutical industry developing rapidly, medicine, gross value of industrial output average annual growth rate of 17%. B pharmaceutical enterprise in recent years, the rate of complaints sales staff continue to rise, the employees’ work enthusiasm, the decrease in the number of new customers, often do not pay the phenomenon of the work report, work behavior is relatively loose, the rising rate of outflow etc. B pharmaceutical enterprise sales staff in the pursuit of sales at the same time, formed in the daily work of liberal, poor discipline, master consciousness weak, indifference to the company cost saving, etc., will eventually lead to the products of the company total costs increase, lower profits, unable to achieve company goal. Therefore, in order to increase sales, improve sales staff’s work enthusiasm and initiative, enterprises need to further increase the depth and breadth of sales staff performance management, build a sales staff performance management system.This article adopt the method of questionnaire, analysis B pharmaceutical company sales staff on the problems existing in the performance management status quo, explore the enterprise in the structure, the shortage of the system and the supporting factors, and then suit the remedy to the case, from the process of performance management, help to enhance the sales performance, strong operability of pharmaceutical enterprise sales staff performance management system. The main viewpoints and conclusions of the research are: 1. Emphasize the performance plan,according to the sales staff job responsibilities, working content and working methods,formulate work close to the realistic performance goals; From the overall development of the enterprise strategy, sales work actual situation, the job description for sales employees as the performance standards for enterprise and customer’s requirements. 2. B pharmaceutical enterprise sales personnel performance management performance indicators is too single, financial index weights is too large.Optimization measures: adopt the analysis method of the balanced scorecard(BSC) is a comprehensive enterprise strategic layout, integrated sales department job responsibilities and experts to build sales department key performance index system,and using analytic hierarchy process(ahp) to determine the weight of each index. 3.The performance appraisal method is relatively simple, the inspection dimension is less, fairness and impartiality in the process of assessment and reflect is not strong,the examination of information is not comprehensive, employees are not satisfied with the assessment results more, likely to cause a conflict between the members.Optimization measures: the 360- degree performance appraisal method, the different regional sales staff to take regional director, sales managers, sales colleagues,customers, and five Angle of the comprehensive assessment of people on their own assessment. 4. The feedback link performance management system improved plan and employee performance improvement, multi-channel application performance evaluation results.