Research On The Optimization Of The Performance Appraisal System For Sales Personnel Of GZGS Company

With the further intensification of the globalization of the world economy and the continuously improvement of domestic market economic system,the competition among enterprises has been increasingly motivated,and human resource management has been more and more important in the continuous development and growth of enterprises.The core of human resource management is performance management,and performance evaluation is the central link of performance management.By implementing the employee performance appraisal and compensation system,the company can greatly enhance the enthusiasm of employees in the work,so as to improve the professional quality and creativity of employees,which plays a vital role in achieving the strategic goals of the company.GZGS is a large-scale manufacturing enterprise integrating with R&D,production and sales.With the changes in the international and domestic economic environment,the company' s current performance appraisal system has gradually exposed some problems,which is highlighted by the lack of motivation of sales personnel to improve the company' s operating conditions and pursue profits.Therefore,it is extremely urgent for the company to establish a scientific,reasonable and practical sales personnel performance appraisal system.In this paper,GZGS sales personnel are the performance appraisal research objects.Through on-site interviews,questionnaires and deeply analysis,there are much more work to do to optimize and improve the current sales personnel performance appraisal system of the company.The main problems are:performance appraisal is not connect with the company's strategies;the performance appraisal indicators of sales personnel are relatively not comprehensive;the performance appraisal communication and feedback mechanism are not smooth.In response to the above problems,the sales personnel performance appraisal system of the company was redesigned by applying the relevant theories of performance appraisal.Based on the strategic goals of GZGS,the sales personnel personnel position description was compiled,and the key performance indicators(KPI)+balance score card(BSC)was adopted to determine the performance appraisal index system for senior management staff,department manager staff and salesmen staff.At the same time,the sales personnel performance evaluation indicators,communication and feedback mechanisms have been improved and optimized to help the company improve the performance appraisal level.With the research of this paper,hopefully it will provide a reference to redesign the performance appraisal system for large-scale production enterprises in China.