Research On Performance Management Optimization Of Sales Staff In J Company

Nowadays,the development of the domestic market economy and the process of system reform continue to advance,while the consumption power of the public continues to strengthen,which promotes the continuous improvement of market activity,but also drives the improvement of the level of automobile consumption,and the automobile market competition is becoming more and more fierce.However,under the influence of the deepening of the world economic integration pattern,the economic downturn,the spread of the epidemic and other factors,the automobile industry is facing enormous internal and external pressure,which makes the annual sales continue to decline,and J Company,as a supporting enterprise of auto parts,is affected.The more the market economy develops and the more perfect the market economic system becomes,the more important the role of sales personnel is in the business activities of enterprises.Whether the design of sales personnel performance management program is scientific and reasonable has become a common concern of human resources management and marketing management of enterprises.However,the problems of sales personnel performance management in each enterprise are not the same,so the countermeasures of sales personnel performance management can not be completely copied,and the internal reasons must be analyzed in combination with the actual situation of the company.This thesis takes J Company as an example to study the main problems existing in its performance management,and designs a concrete and feasible optimization scheme for it.This thesis firstly conducted in-depth interviews with sales staff of J Company on issues related to performance management by using field research method,and sought their feelings and opinions from the indicators establishment,assessment methods and results,management communication and feedback,index allocation and other aspects of the performance management system.It is found that there are problems such as disconnection between the formulation of performance indicators and strategic objectives,unreasonable setting of assessment indicator system,unitary assessment subject,poor internal communication,ineffective incentive effect of assessment results and imperfect performance feedback and guarantee mechanism.Then,the above problems are comprehensively sorted out,and the causes of the existing problems in J Company’s performance management are summarized.Based on the theoretical basis of objective management method,key performance appraisal index KPI,360 degree evaluation,etc.,the company’s strategic objectives are subdivided into multiple levels from the dimension of department functions and personal responsibilities,and the key performance indicators of sales personnel are identified scientifically and systematically.Through questionnaire survey,the weight of key performance indicators is designed based on the priority and primary and secondary distinctions of the survey results.Then combined with the actual situation of the enterprise,a set of performance management optimization strategy conforming to the current development characteristics and level of the enterprise is designed for the sales staff of J Company.In order to ensure that the upgraded performance management scheme can be smoothly carried out in the practical application process,this thesis takes the enterprise culture,enterprise organization and enterprise system as the starting point,and fully demonstrates the implementation of the performance management scheme from the theoretical level,so as to promote the effective implementation of the scheme,help the enterprise achieve stable development and achieve new breakthroughs.Based on the actual situation of performance management of sales personnel in J Company and combined with the incentive theory,this thesis optimizes the design from the aspects of performance pay,salary increase benchmark,rank adjustment and talent selection,so as to promote the rational application of the improved performance management strategy in the shortest time,aiming at making the performance management scheme of sales personnel in J Company more efficient and creating greater value for the enterprise.And provide useful case reference for other enterprises in the same industry performance management.