The Research Of Sales Performance Management System Improvement Of A Company

In the wake of the more and more fierce competition among companies in domestic market,as the core competitiveness of a company,the normalization and scientificity of the Human Resource Management,which directly affects the sustainable development of an enterprise,is the key factor of an enterprise to obtain competitive advantage.At the meantime,Performance Management is at the center of current Human Resource Management,as well as the crucial element to achieve the strategic objects of an enterprise.Marketing personnels,the most essential practitioners of an enterprise,are the frontier soldiers in the battle with clients,Its performance will have a decisive impact on the company's operations and Prospects.So the Performance Management of the marketing personnels has a significant role in Human Resource Management.The Marketing Company of Shanxi Almond Flowers Village and Green Bamboo Leaf Liquor(hereinafter referred to as "A company"),a Shanxi local Health Care Alcohol Stated-owned company,has a slightly different management system with private enterprises.And due to its limitation of development constrained by the aspects of Human Resource Management,the optimization of its Performance Management is imperative.This article starts with the investigation of the current Performance Management among the marketing personnels in A company,in terms of the marketing pattern,management content,methods in implementation,incentive mechanism and other aspects.Through comparative analysis,many problems have been found in the Performance Management,and those problems have been elaborated in the aspects of low rate of staff participation,unreasonable normative settings,unscientific evaluation method,disturbance of communication mechanism and limited application,etc.The unfavorable situation is taken on by many deep related reasons such as company system defects,ignorance of the importance of Performance Management,deviated perspectives on Performance Management in Human Resource division,and the indistinct understanding of Performance Management among marketing personnels,etc.Finally combining the analysis on the current situation,problems,reasons,and the actual situation of A company,the thesis puts forward the KPI Performance Management method which is based on BSC.The KPI Performance Management method is dedicated to improve the marketing differences between different jobs in A company,including performance appraisal index,the designing of weighting factors,the adjusting of the process and method of performance evaluation,focus on the establishment of communication and feedback mechanism,optimize the incentive mechanism,improve the use of evaluation results,and most importantly the measures to guarantee the smooth operation of the new Performance Management System.By reference to related theories and practical experience at home and abroad about Performance Management,the research in this paper means to improve the Performance Management System in A company,and enhance the advantages of the company and staff in the complex market competition situation.