Research On Improvement Of Performance Appraisal Of Sales Personnel Of W Enterprise

In recent years,the country has issued favorable policies for the dairy industry at the same time,along with the increase of national income,population growth,urbanization level,especially the full implementation of a couple can have two children policy after the sharp growth of milk consumption demand,the situation appears blossom everywhere of China dairy industry.W is currently the first brand in North China dairy industry,and its brand influence and market position are continuously improving.Sales in 2017 have broken 10 billion mark,which means that China's ethnic dairy industry has 4 billion level enterprises.In the development of business,W enterprise relies on not only quality but also sales to occupy the market.However,with the expansion of business scale,problems of the high rate of loss of sales stuff and low efficiency have become increasingly prominent,which affect not only the staff morale and cohesion,but also the company's business development,the level of service.The main reasons for these problems are not enough incentives,or unreasonable setting of business indicators,that is,the problem of performance appraisal.In order to retain sales personnel,create a good working atmosphere for employees,stimulate employees' enthusiasm and enthusiasm for work,it is particularly important to improve existing performance appraisal programs.Through the analysis and Research on the current situation of the performance appraisal of the W enterprise sales personnel,this paper uses the form of questionnaire survey and interview to find out series of problems in current performance appraisal,such as unreasonable evaluation index and weight setting,unreasonable assessment cycle,lack of feedback in performance appraisal,and insufficient application of performance appraisal results.Aiming at these problems,this paper puts forward some measures to improve the performance of sales staff.In this paper,a set of relatively scientific and reasonable performance evaluation indexes is set up in view of the reasons for the problem finding,combined with the Balanced Scorecard and the key performance index method.In this paper,We set the index weight according to the strategic goal of the enterprise,improve the implementation process of performance appraisal,and promote the implementation of the improved performance appraisal through Multilateral security.It is hoped that the improved performance appraisal can achieve scientific,just,fair and effective results in the enterprise performance appraisal,thus making a breakthrough in the sales performance of the enterprise.