Optimization Of Sales Performance Evaluation Of Nanjing Branch Of G Container Shipping Compan

The world economy develops very fast during the past 30 years.Shipping and logistics industry grew in the world with rapid speed as well.Along with the fast developments of the industry,there are more and more working opportunity available with contributed a lot to the global economy.Human resource is very important factor for the industry of shipping and logistics which heavily relies on capability of staff members of each entity.It is very important how to encourage and push for full engagement of the staff in order to get maximum output.In this respect,proper performance appraisal system is the key to ensure safe fulfillment of the strategic target of the company.Nevertheless,there are confusions regarding performance appraisal:despite the importance of performance appraisal,many management team still feel it is very difficult to fix key performance index for the appraisal system;although many management team take it as wrong to continue by traditional method for performance appraisal,but they still feel it very difficult to totally abandon the traditional method and take up the new one.Key issue here is how to set up a practical and efficient performance appraisal system.In this paper,based on the case study of appraisal system for sales department of G Container Shipping Nanjing Branch,with evaluation of the current situation of the company and sales team,with guidance of relevant theories and practices,key problems of the current appraisal system of the sales team was located.To solve these problems,based on combination of BSC and KPI theory,a new and better appraisal system has been set up.The new system is simpler,more practical than the traditional one.Four phases of BSC,finance/customer/work flow/personal development,are well taken into consideration.Each phase has its own KPIs set up by fully communication with sales team and relevant staff members of the company.Hopefully,the new appraisal system will help in daily work of the sales team,enabling them to be aware about the problem timely and looking for feasible solution to avoid these problems.Sales management can easily get all necessary data for appraisal of each sales at any time if necessary by the EB system available with IT support.The paper started with relevant details about the supporting theories,followed by analyzing about problems of the traditional appraisal system of G Nanjing Branch,by deep analysis,well furnished and rectified problems of the traditional system and proposed with a new,better,more practical performance system for sales team of G Nanjing Branch which may greatly help the team and branch to reach budget performance and be positive to strategic target of the group company.