The Application Of The Balanced Scorecard Theory In The Management Of The First Line Sales Staff In The J Company

With China's reform and opening up, the national standard of living and medical needs are rapidly increasing, the size of the medical market is constantly expanding, and at the same time, the competition among the various companies in the medical industry is becoming increasingly fierce. The competition between these enterprises is reflected in the capital and technical level, on the other hand, the competition in human resource management is also more obvious. Many enterprises in the health care industry, the frontline sales staff performance and comprehensive performance is often operating profit, market position and competitiveness of the enterprise itself and enhance plays a very important effect. How to establish a scientific and perfect performance management system of personnel incentive and restraint line sales, it helps to clear objectives, to solve the difficulties in work, and to ensure that the sales and achieve the strategic goal of enterprise has become a problem to be solved and the challenge of the medical enterprise.This article mainly to J company as an example, the main problem is the first line sales staff recruitment, loss of large, uneven quality of staff, employees have no sense of belonging, etc. The reason is the J company in the process of the development of the main short-term sales staff to reach the situation as the main evaluation targets, and evaluation index design is not scientific, not to the enterprise's strategic target oriented performance appraisal system is lack of integrity and no reasonable and make full use of the results of performance appraisal. To solve the above problems, this paper focuses on the construction of scientific performance evaluation index for the purpose of establishing a sound performance management system to emphasize the "pay more attention to the quality of the staff, focus on the future development" as the starting point, the framework of the theory of the balanced scorecard, the key performance indicators as the main theoretical analysis model, using literature analysis, target etc. methods the actual investigation and gradual decomposition, based on the financial perspective, customer perspective, internal process perspective and learning and growth level of a total of four on the J front line sales analysis, hope to realize establishing a scientific performance management system, solve the enterprise faces a series of problems of the performance evaluation, and thus help from human resources staff performance management perspective of enterprise to realize its strategic target.