China Mobile D Branch's Sales Staff Compensation System Optimization Program Design

With the rapid development of modern enterprises,human resource plays an increasingly important core role in enterprises.One of the performances of competition among enterprises is the talent competition,which makes human resource regarded as first resource.Compensation management is a significant part of human resource management,because,compensation system affects the attraction,management and motivation of talents and determines the talent competitiveness of enterprise development.Therefore,it is of great theoretical value and practical significance to study the compensation system of enterprises.Based on the review of relevant literature researches,this paper elaborates the compensation theories,motivation theories,and then studies the optimization of compensation system in China Mobile D branch sales personnel.Sales personnel,including store managers,duty managers,backstage supporters and marketing representatives,are the main part of marketing staff,whose performances have a great impact on the performance of the company.According to the existing compensation system of sales personnel in D branch,combined with the questionnaire and interview,this paper analyzes that the main problems are low satisfaction,incorrect structure,low level and lack of management ability,which are mainly caused by lack of attention,inflexible management system,changing stage of development and low level of specialization of managers.According to the principle of fairness,strategy,function,and motivation,this paper proposes a scheme to optimize compensation system,including fixed income,variable income and welfare optimization.In order to make the new system work out,a series of safeguard measures are proposed in the end.Through the establishment and implementation of the optimized compensation system of sales personnel,D branch can effectively stimulate working enthusiasm of sales personnel,improve satisfaction of staff and attract talented people,thereby reducing the cost of staff management,enhancing operating performance and achieving the business strategy and development goal.At the same time,this paper will also provide a reference of optimization of the compensation system for other departments in D branch and other similar enterprises.