Optimization Design On Performance Management Scheme For Sales Staff In L Co., Ltd

Performance management plays an important role in improving management level. In order to seek development in the fierce competition, enterprises must establish a scientific and effective performance management system, so that they can improve their management level, enhance their core competition. An effective performance management system can speed up the pace to achieve organizational goals. However, many Chinese companies are developing slowly because they do not pay much attention to the construction of the performance management system. Therefore, it is very important for the enterprises to have a strong operational, scientific and effective performance management system.Due to fierce market competition and increasing customer demand, sales has become an important way to achieve strategic objectives. Sales staff are the main ones to complete sales activities. Sales staff are acting as a bridge between products and customers ties in a good performance management scheme which is playing a an efficient role in improving assessment quality. Sales staff can use performance management scheme to make self-reflection and progress, to reduce customer payment issue and so on. L Company is an integrated pharmaceutical company with employs over 5,000 people, which is located in Shandong Province. L Company mainly produces materials and drugs for the treatments of cancer, nervous system, cardiovascular, ophthalmic diseases, nervous system diseases and so on. However, due to medicine reform, many domestic large-scale enterprises are developing hard, such as the slow development pace of Lukang Pharmaceutical and Chinese Medicine is reducing profits. Prescription drug sales policy also makes lots of enterprises,which mainly depend on hospital sales, difficult in sales. In addition, some small and medium enterprises have to close doors because they can not get the GMP certification. Facing fierce competition in the market environment and strict pharmaceutical policy, L Company is facing great risks and challenges. In order to improve the competition and achieve the company’s goal, a scientific performance management scheme ought to be set up.This paper begin with the background and significance of research, then the theoretical basis of performance management is briefly introduced and a detailed analysis for the current situation of performance management system about sales staff in L Company.Through employee’s satisfaction survey, the sales performance management issues are analyzed. Besides, to use Balance Score Card idea and Key Performance Indicators methods to redesign the performance management scheme of L Company in the processing of planning, implementation, appraisal, feedback and improvement. Finally, prospects of performance management scheme are made.The methods used in this paper are questionnaires, interviews, literature study. Questionnaire method is to collect relevant material systematically according to the purpose of researcher. This paper uses first-hand data of satisfaction survey, analyzes the present problems. By individual interviews with staff, we can understand the basic personal views and attitudes on the current performance management and select the key performance indicators. This article also uses documents analysis by referring books, articles, papers and other materials, analyzing current situation of performance management’s system, meaning, methods, processes and so on to show a theoretical value.The innovation of this paper are as the following aspects. First, this paper uses Balance Score Card idea and Key Performance Indicators methods to redesign the performance management scheme, expanding the research objects and variables. Second, the purpose of this paper is to analyze the performance management through the existing problems and to establish a set of strategic performance management scheme eventually through open, fair and equal atmosphere, which also provides guarantee for the smooth realization of corporate strategic goals. Third, although this study is the pharmaceutical industry’s performance management scheme for sales staff, the process and the conclusions of the study have universal value to other industries.