Research On Optimization Of Sales Commission Model Of H Enterprise

This paper has certain practical value with in-depth research and effective solution to the rationality and fairness of sales staff's fluctuating compensation management.The research results can provide specific solutions for reducing the turnover rate of sales staff,recruiting talents,and coordinating the common development of enterprises and individuals.In the meantime,it can provide some support for research on performance management and effective incentives.Therefore,the research on sales staff's variable compensation management has become a hot topic of human resource management experts in recent years.This paper takes H information technology enterprise as the research object.The theoretical framework of this paper is constructed by extensively collecting and reading the literature,drawing on and absorbing two-factor theory,fairness theory,key performance indicators and target management theory.The main issues of current sales commission management are explained through the questionnaire collection from all parties,opinions and feedback from the perspective of sales managers,sales staff,human resource management and corporate strategy.The author takes the problems of the existing commission model of H enterprise as the starting point,proposes and forms the pertinent optimized model by means of the optimization of performance completion rate calculation,the removal of minimum sales quota threshold,the tied relationships between personal performance and team performance as well as special bonus plan etc.The optimized incentive model is evaluated from four aspects:fairness,incentive,stability and economy.It is considered to alleviate the work pressure of sales staff,set the reasonable and efficient sales quotas,provide fair sales opportunities,and reduce sales commission range for the best result of effectively stimulating sales staffs and fair assessment.At the end of this paper,it is put forward the corresponding control countermeasures and the guarantee mechanism.It is believed that before the full implementation of new incentive plans,both old and new system should be paralleled.It should be piloted in a small scope and sales staff should be trained accordingly.After implementation,it is necessary for both continuous improve performance and reshaping and training of corporate culture.The research indicates that the incentive optimization model for H enterprise sales personnel can effectively improve and solve the existing main problems,and use the real data to predict the results and evaluate the effects.The guarantee countermeasures and corresponding suggestions for the model implementation are provided.