Research On Optimization Of Performance Management Of Direct Sellers In S Company

Performance management is an important means of enterprise management,and it is also an important tool for enterprises to achieve strategic goals.With the continuous development of the social economy,the competition among enterprises has become increasingly fierce.Continuous improvement of the company's performance management system will help enterprises improve their performance and enhance their competitiveness.In recent years,direct sales as a promising industry has developed rapidly,and the market value of the industry has also soared.According to incomplete statistics of the China Health Care Association,the industry output value from 2012 to 2016 was RMB 116 billion,RMB 162.4 billion,RMB 198.3 billion,RMB 200.3 billion,RMB 236.8 billion.In 2017,the output value of health food in China was up to RMB 400 billion.According to statistics,the number of business personnel engaged in direct sales has exceeded 6 million.Therefore,how to obtain and standardize the direct sales personnel of the enterprise,and to exploit the potential of each direct sales personnel to help enterprises gain competitive advantage has become the focus and difficulty of human resources research in major direct selling companies.This thesis starts study based on this background.Taking the direct sales staff performance management system of S company as the research object,using the case study method,consulting a large number of literature data basing on the existing theories,according to the characteristics of the direct selling industry and the present situation of S company,this paper analyzes the current performance management system operating situation and puts forward the analysis and solution proposals to solve the problems of lacking the strategic guidance for the direct sales personnel performance appraisal,the inadequate understanding of the performance management by the top management and the lack of scientific performance management system as a whole.In this paper,the indicators for the direct selling personnel at all levels were established according to the key performance indicators(KPI).This paper improves and constructs the performance management hierarchies by combining BSC and OKR management methods,strengthens the application of the performance assessment results and improves the performance management system constantly through communication and feedback of the personnel to build an effective performance management system.This paper builds the implementation steps and safeguards to predict the future results,analyze the possible problems and propose the solutions.The purpose of this paper is to build the performance management system of S company,improve the deficiencies in the original system,promote the transformation from the strategic goals of S company to the career goals of marketing personnel,motivates the employees in the performance plans,performance implementation,performance appraisal and the performance feedback,improves the staffs competence and promotes the company strategic objectives to come true.