Study On Improvement Of Performance Appraisal Program For Sales Staff Of The W Company

Compared with large enterprises,the SME mechanism is more flexible and more convenient to operate.However,with nowadays’ increasingly fierce competition,SMEs face the problems of insufficient funds,insufficient talents and relatively backward management level,which leads SMEs to be disadvantageous in the competition.In order to adapt to the changes in the market,SMEs should play full advantages of flexible operating and make up for their lack of management.A sound enterprise management system is the key to improve the core competitiveness of the enterprise.The performance appraisal system is the management system that best reflects the management level of the enterprise.A set of scientific performance appraisal system can help the enterprise to find out the factors that restrict the development of the enterprise,including the employee level and the company itself,on which the company’s responsible person can conduct research and exchange,and explore the solution to the problems,improving the work ability and work enthusiasm of employees,and further promoting the realization of corporate goals.The establishment of the W company has been established for more than 20 years and is currently in the period of enterprise development.The characteristic of this stage is that after a certain capital accumulation,the company has its own operation style and management mode,and the number of personnel grows faster,but the original management can’t keep up with the pace of enterprise development,consequently it is necessary to standardize the original management to maintain steady development.The W company mainly engaged in the operation of lighting appliances,is a sales-oriented enterprise which is filled with sales personnel.Therefore,effective performance appraisal of sales personnel is the key to improving the company’s workout.In fact,through the questionnaires and interviews about the company’s performance appraisal status,it is found that the W-company sales staff performance appraisal has unreasonable indicators,excessive attention to employees’ financial contribution,and lack performance communication and feedback mechanism,as well as a long-term goal,resulting in performance appraisal just a form.In view of the problems in the performance appraisal of W company,the balanced scorecard and key performance indicators are combined to formulate the strategic goals of the company,and the enterprise objectives are subdivided from the aspects of finance,customer,internal operation and learning growth in order to clear the key performance indicators of sales personnel,re-determine the weights of indicators through the analytic hierarchy process,and improve the performance process,communication feedback,etc.In order to ensure the smooth implementation of performance appraisal system,detailed explanations were given from data collection,leadership attention,organizational system and cultural construction,forming a set of performance appraisal plans suitable for the development of the company.