Research On The Optimization Of H Corporation ’s Sales Personnel Incentive Mechanism

In-depth exploration of the roots of competitive advantage in enterprises,as well as how to establish and maintain sustainable competitive advantage,is a challenge that companies face today.As the external environment becomes increasingly complex and volatile,internal factors have become increasingly important in determining a company’s competitive performance.In the knowledge economy era,knowledge and management capabilities are crucial to a company’s development,and the source of this capability is the efforts and creativity of employees.Incentive mechanism in companies is an important factor in promoting employee motivation,not only as a basis for solving corporate governance issues,but also as a key factor in achieving corporate development goals.H Corporation is a global leader in intelligent terminal providers.In November 2020,due to a strategic adjustment by its parent company,it was separated from its parent company.After more than two years,H Corporation’s product quality and market share have been recognized.However,when it should have vigorously developed,it faced a serious problem of sales personnel turnover.The instability of the sales team and the demoralized personnel directly led to a slowdown in the company’s revenue and profit growth rates,and the market expansion effect was not significant,causing a significant negative effect on the market.As the backbone of the company’s market development and the main recipient of business indicators,sales personnel have a direct impact on the company’s performance and profit creation,and have a major impact on the company’s business development and future prospects.Through investigation,it was found that the serious problem of sales personnel turnover in H Corporation is closely related to its sales incentive mechanism.This thesis takes H Corporation’s sales incentive mechanism as the research object,based on relevant theories of incentive mechanisms,and through comprehensive and in-depth analysis and research using literature review,case study,and survey research methods,identifies the problems in H Corporation’s incentive mechanism.Based on these problems,combined with theory and practice,it attempts to optimize incentive design from five aspects: salary structure,performance assessment,promotion and development,training system,and organizational culture.The aim is to solve the current sales incentive mechanism problems faced by H Corporation,enhance sales personnel’s satisfaction and work motivation towards the incentive mechanism,and provide a significant impact on H Corporation’s ability to attract and retain sales talent,as well as the stability of the entire sales team,thereby improving the company’s performance and market share.Through the optimization design of H Corporation’s sales incentive mechanism,it can not only improve the incentive satisfaction of the sales staff,enhance the company’s business performance and optimize the structure of sales talent,but also provide a realistic basis and case support for the incentive theory,and can serve as a reference for similar sales teams in other companies,and provide new ideas and reference significance for incentive mechanism optimization design,so as to promote the career development of sales personnel.