Research On Performance Evaluation Index System Of Regional Sales Manager Of H Company Based On BSC

With the rapid development of China's pesticide industry,industry competition is becoming increasingly fierce,and sales is the lifeblood of enterprise survival,rational allocation of human resources,play the greatest effect of sales,is one of the important guarantee to enhance the competitiveness of enterprises.Therefore,how to combine the corporate strategy to develop a reasonable regional sales manager performance appraisal system to protect the long-term development of enterprises is the main problem facing the H company,but also the core of this study.Based on the analysis of the sales model and marketing characteristics of pesticide products,this paper analyzes the status quo of the performance evaluation of regional sales managers at the present stage.Through the analysis of the regional sales manager of H company and the in-depth analysis of the existing assessment system,found that there are many problems in the existing performance appraisal system of the company,the specific performance:evaluation indicators set simple and fuzzy,lack of targeted;assessment indicators weight unreasonable,lack of incentives;lack of communication process,the results of the use of a single assessment.And then put forward the idea of BSC performance appraisal,the enterprise strategic objectives layers of decomposition,from the financial,customer,internal processes,learning and growth of the four dimensions,set performance evaluation indicators,to achieve the balance between internal and external evaluation,long-term goals and short-term goals,objective measurement and subjective evaluation,objective outcomes and driving factors to ensure the integrity of the assessment indicators.In view of the problems existing in the performance appraisal system of the regional sales manager of H company and the characteristics of sales of pesticide products,the paper puts forward the idea of implementing the phased performance appraisal according to the market environment faced by the enterprise.The phased performance appraisal is not only the superposition of the assessment times,but the enterprise strategy as the core,according to the different stages of the enterprise under the environment to set different assessment indicators,the index system can truly reflect the regional sales manager in the dynamic environment under the work ability and attitude.At the same time,in order to reduce the influence of subjective factors and rationally set the weight of each index,this paper adopts the Delphi method,the expert of the collection field and the opinions of the employees of the enterprise,and increases the scientificity of the index weight.On this basis,the formation of the characteristics and needs of the company in accordance with the phased performance appraisal index system.At the end of this paper,H company should establish a perfect regional sales manager job responsibility system;establish and improve the implementation of performance appraisal system;establish a sound departmental communication and coordination mechanism;create a suitable corporate culture and other measures to ensure the smooth implementation of the phased performance appraisal system.