Optimization Of C Company's Sales Performance Appraisal Program Based On MBO Under The Grid Marketing Model

With the acceleration of the global information process,China has entered a information era with the features of digital,internet and intelligent.In the face of the rapid development of the industry environment,the traditional software and information service enterprises are facing not only the opportunities to take advantages of the information industry environment,but also the transformation and challenges in research and development,marketing,management,operations and other areas.How to stimulate team enthusiasm,and continuously improve the competitiveness by taking scientific performance appraisal and incentive mechanism has become a top priority in enterprise management innovation to software and information services enterprises.Grid marketing model is a new marketing model which is derived from social management.In this model,human resource management,especially marketing staff performance management is particularly important.Performance appraisal plays a key role in human resource management,it is the core of enterprise optimization management and scientific decision.Therefore,the establishment of sales staff performance appraisal which match the grid sales management and pay distribution system is a solid foundation of the strategic objectives of enterprises and organizations.The research in this paper is based on the research and analysis of the correlation theory of performance management and the development status of software industry.Firstly,systematically investigating the actual situation of performance evaluation of sales staff in C company through questionnaire survey and interview.The program of performance appraisal of sales staff in C company has a lot of problems such as the objectives of performance appraisal is not strategy-oriented,the assessment objectives is not comprehensive enough,performance evaluation results use range is too small,lack of process guidance and performance feedback channel,the performance measurement rules are not clear,and the root cause of the above problems are also analysis.Secondly,in order to solving the problems of C company's performance appraisal program and meeting the new demands of performance appraisal system of the sales staff in the grid marketing transformation of C company,according to the actual situation of C company,redesigning the performance appraisal program by setting goals and basic principles of the performance appraisal scheme,choosing the MBO method as the main tool of performance appraisal and designing the supporting measures for the implementation.Thirdly,implementing the new performance appraisal program,modifying the program according to the feedbacks and finally accomplishing the optimization of C Company's sales performance appraisal program based on MBO under the grid marketing model.The main innovation:This paper analyzes the status of the performance appraisal of sales personnel in C company,combined with the requirements of grid marketing model,on the basis of studying the relevant literatures of performance management,chooses the MBO as the main method to optimize the sales performance appraisal program on the development of performance goals,performance application,assessment of communication and feedback,etc.as well as the assessment of complaints,performance measures,penalties and other aspects of the protection measures.Ultimately the optimization program in the C company to be successfully implemented to achieve the purpose of improving the level of enterprise performance management.At the same time,this paper collect and analysis of C company's information and industry information to ensure that the accuracy of data and information,brings reference and reference to other companies in the same industry to improve their performance management on sales personnel.