Optimization Research On Performance Management Of Sales Staff Of Household Lighting Bu In M Company

Performance management is an important part of internal management of enterprises and high-level performance management could fully explore the potential of employees,enhance their work ability and her job satisfaction,stimulate their enthusiasm,promote the realization of corporate strategic goals.M Company is a large-scale lighting enterprise integrating the R&D,manufacturing and sales of lamps and the household lighting BU is the main source of sales and profits of the whole company.In recent years,the development of M Company has slowed down.The low satisfaction of performance management of sales staff of household lighting BU is one of the internal reasons for this result.This paper takes Management By Objective(MBO)as the guiding theory,following the Performance Management Cycle System,analyzing the current situation of the performance management of sales staff of household lighting BU in M company by the combination of interview survey and questionnaire survey.The study finds that although the household lighting BU in M company has carried out performance management for employees,the satisfaction of sales staff with performance management is low.Because from the perspective of performance management cycle system,there are still areas that needed to be improved.At present,the unreasonable formulation of performance planning,the Inadequate performance coaching,the unreasonable performance evaluation,insufficient performance feedback and the single application of performance results are the problems in the performance management of the household lighting BU.The causes of these management problems are the lack of the thinking of the employee working scene,the lack of the awareness of the performance coaching,the single performance evaluation subjects,the imperfect performance feedback mechanism and the poor integration of performance result application and employee interests.This paper develops a series of improvement strategies.In terms of performance planning,it is improved by adopting the strategy of reformulating the Key Performance Indicator(KPI)of employees by using the Balanced Score Card(BSC),calculating target weights by AHP and adjusting the performance appraisal period.In terms of performance coaching,it is proposed to strengthen the awareness of performance coaching of employee and conduct targeted ground talks.In terms of performance evaluation,scientific collection of performance information and 360-Degree Evaluation are used for optimization.In terms of the feedback on performance results,it is suggested to develop performance feedback process and build performance result appeal channels.In terms of the application of performance results,it is necessary to consider the comprehensive application from the aspects of compensation,spirit,talent development and recruitment.Finally,the measures of implementation plan and safeguards of the improvement strategies are proposed.This paper combines theories and practice,hoping to provide some suggestions for the performance management of sales staff of household lighting BU in M company and provide some effective reference for the performance management of other lighting enterprises.