| M company,a middle-small foreign export company with years of export sales experience in foreign trade filed,and its main products for sales are LED display and light.Its sales result-oriented management mode is not adapted to the company development needs nowadays.Take the realities into account of the foreign trade sales department of M company,integrated uses of literature research method,interviewing method,questionnaires,analysis method are adopted.In order to find out the problems in existing management system,by means of starting with problems,including performance system orientation is out of touch with the company target,the over reliance on sales,the lack of performance index meanwhile the subjective setting of weight,the inflexible and weak execution of performance evaluation,the fail to implement two-way communications,the Performance Linked Bonus only.By means of enhanced training on the optimized performance system which reflects the company target;the evaluation content perfecting on the basis of different level with various rights and duties in foreign trade sales department;the optimization of index and weight by KPI and weight factor method;the the optimization of evaluation method taking both objective reality and dynamics into consideration;the establishing of two-way communications channels to ensure the quality of executing process;the addition of linking with promotion and training according to performance as well.All of the optimization above constitute the the optimized performance management system.After the optimized system has operated for a period of time,via the achievement analysis the progresses it has made are obviously.For company its market occupation rate and sales volume have increased greatly,for those staffs their incomes,the position,as well as the satisfaction have increased.These achievements definatel could draw the conclusion that the optimized performance management system does effective.As a result the research method suits for M company by helping the company with stable development,realizing both the market share and sales volume increase,and meanwhile helping the staffs with higher incomes and promotion chances,as well as the more satisfactions for M company,the reference for similar foreign trade companies in addition,. |
