Study On The Performance Management Of The Sales Staff Of E Company

In the face of the huge market potential and fierce market competition, the effective performance management that medical device company carry on for sales staff is an important guarantee for enterprises to achieve market goals and development strategy. This paper use the E company as an example, on the basis of modern performance management theory, using literature research, induction analysis method, field survey method to analysis the current situation of the performance management of company sales staff, then find out the existing problems, and according to the actual situation of enterprises to build a suit of sales staff performance management system of E company, and puts forward the safeguard measures and supporting.First of all, this paper analyzes the theories and methods of performance management, then analysis the current status of E Company sales personnel performance management, find out the existing main problems and lay the foundation for the construction of the new performance management system in E company sales personnel.Secondly, combined with present situation and future business strategic goals, put forward the guiding principles for the establishment of the sales staff performance management system of E company, from the performance planning, performance coaching, performance evaluation, the results of application of four perspective, combined with BSC and KPI assessment method, selected assessment index and determine the weight and standard of each index, clear the role and content of guidance, communication and communication ways and how to collect performance information, determine the assessment relationship, assessment cycle and how to implement the performance appraisal, set up an appeals mechanism, specified the scope of application of the evaluation results.Finally, from the ideological understanding, corporate culture, institutional establishment, staff training, incentive system, communication environment and other aspects, proposed the necessary security measures to ensure the implementation of the n new performance management solutions, comprehensively promote the E company’s new sales performance management system can operate effectively, and strive to improve the performance of sales staff and sales team of E company, improve the management level, achieve the company’s strategic objectives, then explore new performance management strategy for other medical equipment sales enterprises which having similar background with E company.