C Environmental Protection Technology Co., Ltd. Salesperson Incentive Mechanism Research

With the increasing emphasis on environmental issues in the society,the environmental protection industry embraces a new development opportunity.However,at the same time,domestic environmental protection companies are facing the dual pressures from external and internal environment.As a technology-intensive industry,attracting and retaining talent is the key problem to the development of environmentally-friendly companies,especially for the sales team.As sales man is a bridge between the company and its customers.Therefore,how to develop an efficient incentive mechanism for sales man,how to attract and retain excellent sales talents and stimulate the motivation of sales personnel to create greater value for enterprises is an urgent problem for all environmental protection enterprises.Sales incentive mechanism is a kind of incentive mode which combines salary,bonus,welfare,position and other aspects with sales performance objectives.It is a kind of distribution mode that pays the corresponding remuneration and gives the corresponding rank posts according to the performance of employees or teams within the enterprise.As soon as possible,many enterprises have their own sales incentive mechanism,but they still face many challenges in formulating and implementing sales incentive mechanism that can truly support the business objectives of enterprises.Therefore,the design of sales incentive mechanism must proceed from the strategic direction and objectives of the enterprise,take incentive as the guidance,reflect its external competitiveness and internal incentive.The core and key to maintain the sustainable development of enterprises is to establish a fair,reasonable,effective and achievable sales incentive mechanism,which fundamentally guarantees the competitive advantage and team vitality of salesmen and transforms it into market competitiveness.Firstly,this paper reviews the research progress of incentive theory at home and abroad,and then takes C Company as the research object.Through collecting and analyzing the relevant data of the company,interviewing and questionnaires of middle and high-level leaders and grass-roots salesmen,and combining with the research methods of benchmarking with industry competitors,this paper analyses the current situation of C Company.Defects and deficiencies in organizational structure,strategic objectives,salary structure,incentive status,etc.Combining the relevant incentive theories such as demand theory,two-factor theory,goal setting theory,fairness theory and reinforcement theory,this paper finds out the main incentive factors affecting the enthusiasm of C company salesmen,and puts forward corresponding optimization ideas and methods,from four aspects: organizational structure,career development system,salary system and team performance appraisal.Some suggestions are put forward to improve the incentive mechanism of C company.This incentive mechanism enables employees to get better development in their career,improve their quality of life through their own efforts,and make the sales team more active and united,so as to improve their competitiveness.Make scientific and reasonable grade difference and income difference more equitable and incentive.In conclusion,to further explore the potential of employees and improve the overall quality of sales teams,this paper combines the specific situation of C company and related theories of incentives to explore a scientific and efficient incentive mechanism for sales staffs in the environmental protection industry.This paper provides reference for the construction of incentive mechanisms to similar environmental protection enterprises.But the deficiency lies in the lack of analysis,calculation and demonstration in the research process of this paper,and the inadequacy of communication with employees.Of course,the design of any incentive mechanism can not be perfect,nor can it remain unchanged,the change of environmental protection policy,the change of labor market,the structure of the company itself.Change requires that the incentive system be changed and adjusted accordingly,so that it can maintain its vitality and play its due role in the incentive mechanism,that is,to attract,retain and motivate sales personnel,so as to promote the healthy development of enterprises.