Research On The Sales Force Performance Management System Of Jiangsu HL Pharmaceutical Co., Ltd

Since China's reform and opening up,great changes have taken place in Chinese medicine industry,in the process of the continuous improvement of the medical system,China's pharmaceutical industry developing rapidly,medicine,gross value of industrial output average annual growth rate of 17%.Jiangsu sea ray pharmaceutical enterprise in recent years,the rate of complaints sales staff continue to rise,the employees' work enthusiasm,the decrease in the number of new customers,often do not pay the phenomenon of the work report,work behavior is relatively loose,the rising rate of outflow etc.Jiangsu sea ray pharmaceutical enterprise sales staff in the pursuit of sales at the same time,formed in the daily work of liberal,poor discipline,master consciousness weak,indifference to the company cost saving,etc.,will eventually lead to the products of the company total costs increase,lower profits,unable to achieve company goal.Therefore,in order to increase sales,improve sales staffs work enthusiasm and initiative,enterprises need to further increase the depth and breadth of sales staff performance management,build a sales staff performance management system.This article adopt the method of questionnaire,analysis Jiangsu sea ray pharmaceutical company sales staff on the problems existing in the performance management status quo,explore the enterprise in the structure,the shortage of the system and the supporting factors,and then suit the remedy to the case,from the process of performance management,help to enhance the sales performance.The main research contents and conclusions of this article are as follows:1.Analyzed the performance planning process,combined with the theoretical guidance to establish a performance target that meets the needs of the sales staff and job requirements;the establishment of relevant performance appraisal standards based on business development guidelines,the functions and duties of sales staff and the actual needs of sales.2.Jiangsu sea ray Pharmaceutical Co.,Ltd.established a performance evaluation index for sales staff,but it is so simple that it works badly.To solve this problem,BSC base on analyzing the development tendency of the company,professional suggestions and real situation to establish the key index and ratio.4.Performancetest is a single dimension.There are some reasonless and real problem in performance.Because the normative and scientific evaluation of the work is not so strong that the impartiality of the system is difficult to reflect the real situation,which mean the conflicts between leader and staff will occur easily.In response to this problem,company should take a comprehensive performance that include region manage,local department leader,colleagues,customers,and staff itself.4.Improve the feedback channels and the results using.