Research On The Optimization Of Sales Staff Incentive Mechanism In QM Company

In the increasingly competitive market environment,sales personnel,as the key factor of enterprise business development,directly affect product sales and corporate image,and are an important manifestation of enterprise competitiveness.How to design an effective incentive mechanism to stimulate the enthusiasm of salespeople and show their excellent sales ability has become the focus of many enterprises.QM Company is a large pharmaceutical R&D and sales enterprise in Shaanxi,with business scope all over the country.In the development process of recent years,problems such as slow business development,unstable sales team and brain drain have emerged in succession.According to the survey data,the lagging incentive mechanism is one of the main reasons for this problem.This paper uses the methods of questionnaire,literature,interview and so on to investigate and study the incentive status quo,incentive mechanism content,salesperson demand and other contents of the sales staff of QM Company,analyze the problems and defects in the current incentive mechanism,and put forward a series of optimization suggestions according to the current situation of the company.Through the research of this paper,combining the theoretical achievements of domestic and foreign experts and scholars with the actual situation of QM Company,the problem of insufficient incentives for sales personnel faced by QM Company has been solved,which can provide reference basis and experience for enterprises.Through this study,it is found that there is a certain difference between the current incentive mechanism of QM Company and the needs of sales personnel.The company mainly focuses on economic incentives,and lacks some contents such as spiritual incentives and professional incentives,which are reflected in insufficient salary incentive gradient,limited promotion channels,lack of team spirit,and lack of humanization of internal management.The incentive mechanism needs to be optimized based on the needs of sales personnel.The specific improvement ideas are as follows:comply with the original development strategy of the company,deeply explore the needs of sales personnel,improve the incentive effect of incentive mechanism in practical application,and improve the satisfaction of sales personnel,so as to promote the long-term healthy development of the company.The following aspects have been specifically optimized:widening the economic incentive standards among different professional titles,expanding the promotion channels of sales personnel,strengthening the team management assessment indicators,optimizing training management,strengthening family care,etc.The optimization design aims to improve the material incentive,spiritual incentive,professional incentive and other aspects of the incentive mechanism,so that the several aspects can work together and promote each other to maximize the incentive effect.Through the analysis of QM Company,this paper understands the key factors that affect the incentive effect of sales personnel and employee satisfaction of QM Company,analyzes the practical problems existing in the design and application of the incentive mechanism of the Company,discusses the optimization methods,and helps QM Company to revise a series of incentive mechanisms in line with the current situation of the Company.Improve the management efficiency,stabilize the existing sales team,improve the comprehensive quality of sales staff,promote business development,and make the internal management and external expansion of the company complement each other,which will have great practical significance for QM company to achieve its corporate objectives and development planning.