Optimization Of Performance Evaluation Index System Of Consultant Sales Team Of T Company S Department

In order to achieve strategic goals quickly,T Company S department uses a consultative sales team model to serve each customer.However,in the team performance appraisal,both the indicator selection and the weight setting are based on the subjective feelings and experience of the manager.This leads to the performance appraisal in the form,which is not conducive to the efficient and low-cost achievement of organizational goals,and also causes employees to be dissatisfied with the assessment results.Due to the lack of research on the performance of consultant sales teams at home and abroad,the existing general team evaluation index system cannot be fully applied.Therefore,this paper takes the S department of T company as the research object,and adopts a scientific and reasonable method to optimize the performance evaluation index system of the S department consulting sales team.Firstly,through the field research,the company,department profile and S department performance appraisal status are presented;the team performance appraisal problem is analyzed and summarized through interviews and department data analysis;secondly,qualitative screening of appraisal indicators is carried out according to literature,interviews and strategic goal decomposition.Screen out 19 secondary indicators and determine the assessment criteria;then,issue questionnaires to 46 team members and managers in S department,investigate the importance of the assessment dimension,and use SPSS to factor the 43 valid questionnaires and quantify them.Screening and extracting 5 principal components as the first-level indicators to construct the evaluation model;finally,the weights of the evaluation indicators are given by the combination of AHP and factor analysis.Therefore,the performance evaluation index system of consultant sales team applicable to the business characteristics of S department is obtained,which has practical significance for team performance management of S department,and has certain theoretical significance for the research of performance management of consultant sales team.