Optimizing The Performance Appraisal On Sales Force Of HY Company

The sales department is the link between the enterprise and customers,and plays an important role in the enterprise.A strong sales team can guarantee the performance and development of the enterprise.In the increasingly complex and rapidly changing market environment,the sales department is also facing more and more opportunities and challenges.Therefore,How to mobilize the enthusiasm of the company's sales personnel to the maximum extent,so that they can maintain good performance in a complex market environment which has become a concern and thinking of enterprises in all walks of life.As one of the links in human resource management,performance appraisal has undoubtedly become one of the important tools used to motivate the enthusiasm of salesmen.This paper aims to explore which kinds of performance appraisal systems can really stimulate the enthusiasm of sales staff.Using the methods of literature analysis,in-depth interview and case analysis,the author takes HY Company as a case study.Based on the analysis of performance appraisal of sales staff in HY Company,this study finds that there are some problems in the original performance appraisal of sales personnel in HY Company,such as unreasonable and unscientific setting of performance appraisal index system,insufficient participation in the process of performance appraisal,ignoring feedback and promotion of performance appraisal,strong randomness of performance appraisal subject and one size fits all of performance appraisal.The reasons for these problems are as follows: the leaders of HY Company don't have enough recognition and attention to the performance appraisal,they don't use scientific appraisal methods to guide the company's performance appraisal,the focus of performance appraisal is divorced from the overall development strategy of HY Company,and the performance appraisal of HY Company is formalized seriously without implementation,etc.Therefore,to promote the optimization of performance appraisal system of sales personnel of HY Company,it is necessary to promote the coordination between performance appraisal objectives of Sales Department and company strategy;to construct key indicators of performance appraisal of sales personnel by BSC and scientifically calculate the corresponding weight of each indicator;to strengthen the communication and feedback mechanism of performance appraisal for salesmen.Besides,after optimizing the performance appraisal system of sales staff,this paper also proposes a series of safeguard measures to implement the new performance appraisal mechanism.Finally,by statistics of the financial situation of HY Company from 2016 to 2018,it is confirmed that the new performance appraisal system has a greater incentive effect on the sales personnel in the HY company.