The ’A’ Company Sales Staff Performance Appraisal Problems And Countermeasures Research

The private enterprise held the most important place in our national economy, especially in the competitive industries. The characteristics of private enterprise is flexible mechanism, highly efficient operation and it can catch up the fast change of market development timely. Yet it lacks of normalized management. Small and medium sized private enterprises will encounter many development issues under market economy big tide. For example, problems of product strategy, issues of enterprise information based construction and business management. The priority among priorities in business management is human resource management. The key element of human resource management is performance assessment. The performance assessment is to encourage people’s initiative, enthusiasm and to motivate the organization and staff to upgrade skills through appropriate incentive mechanism. The performance assessment could determine whether it could be highly efficient in motivating staffs and build up team with the effective execution capability. During the growing process of small and medium sized enterprise, this problem could become first priority problem to be tackled over among various management issues. If there is no suitable performance assessment mechanism for the enterprise, it will affect or hinder the further development of enterprise. Reasonable and suitable performance assessment could be one driven factor for enterprise development.A company mentioned in this article is one national level high tech enterprise with over 20 years history, with major business in electric component distribution. It is under fast growing period. Because its key business is distribution, A Company has more personnel focusing on sales and selling assistance. The effectiveness of performance assessment towards sales staff will determine the performance of the whole company. The performance evaluation towards sales staff become the key point of A Company’s business management. Generally, the sales person’s performance evaluation is easy to quantify and manage. But its effectiveness and adaption is one big problem. The extensive performance index focusing on financial figure is not any more suitable for modern enterprise development. The suitable and effective performance assessment mechanism could motivate employee efficiently. It is the key element of performance evaluation and one precondition for keeping enterprise sustainable growth. Currently A Company use key performance index towards its sales staff performance assessment. The design of sales staff performance index might more rely on sales turnover and payment for goods and seldom relate with soft index evaluation. As a result, this article is to analyze A Company current performance assessment problems towards sales staff and is to focus on key existing issue. And then find out possible solution and construct one better performance assessment mechanism. Hope it could provide some reference for the similar distribution enterprise whom has more sales personnel.