【作者】 王娜；

【导师】 刘善仕；

【作者基本信息】 华南理工大学 ， 工商管理（专业学位）， 2021， 硕士

【摘要】 人才是企业发展和运营的关键,提升企业竞争力的重要手段之一则是提升人才团队建设。对于制造企业,销售人员是其人才团队的核心组成部分,如何通过绩效管理体系的建设,提升企业对于销售团队的考核与管理,帮助企业在提升营业额的同时提升市场竞争力,是制造企业一直致力改善的方向。本文选取L公司销售团队绩效管理体系为研究对象,以人力资源绩效管理相关理论基础知识为出发点,针对绩效管理体系这一核心内容,展开分析诊断与优化研究。通过对L公司现行销售制度和政策等资料的调查与分析,概括总结出目前销售团队绩效管理的现状。针对现行的绩效管理体系,围绕制定绩效管理体系的输入、转换和产出这三个主要环节,拟定访谈提纲,甄选访谈对象,对L公司销售人员进行了深度访谈,并通过抽样调查的方式进行了问卷调查,汇总并归纳得出了L公司销售团队绩效管理存在的主要问题。通过多维度的分析与诊断,得出其存在的主要问题有:缺乏战略导向,存在短期行为;结果导向突出,忽视过程,管理较粗放;各自为政,缺乏协同;绩效结果运用覆盖面不全等。针对L公司销售团队现行绩效管理体系存在的主要问题,借助人力资源绩效管理工具,对其进行优化。主要的优化思路共涉及四个主要环节:首先,明确战略导向,绘制营销战略地图。通过战略地图的绘制,使得企业管理者和销售人员对公司的战略形成一致的认知,并在战略达成方式和步调上形成统一。其次,以平衡计分卡对绩效管理的指标体系进行优化。通过财务、客户、内部运营、学习与成长四个维度完善绩效考核指标体系,将各维度结合起来,增强各方的协同作用,并为彼此达成目标提供支撑。再次,通过PDCA循环系统优化绩效管理的运行流程。围绕绩效计划、沟通、考核、反馈及改进这四个维度形成无限循环,发现问题并持续解决问题。从而使得绩效管理在注重结果的同时,也能关注到过程。最后,为保证整个绩效管理体系的顺利运转,需要深化公司的运营管理,加强对绩效管理过程的监控和风险管控。通过对绩效管理体系现状的优化,L公司销售团队绩效管理体系基本得到完善。本文能够为正处于上升期的制造企业销售团队的绩效管理提供有益的借鉴和参考。更多还原

【Abstract】 Talent is the key to the development and operation of enterprises.One of the important means to enhance the competitiveness of enterprises is to enhance the construction of talent team.For manufacturing enterprises,sales staff is the core component of their talent team.How to improve the assessment and management of the sales team through the construction of performance management system,and how to help enterprises increase their turnover and enhance their market competitiveness is the direction that manufacturing enterprises have been committed to improve.In this paper,L Company’s sales team performance management system is selected as the research object.Based on the basic theoretical knowledge of human resource performance management,the core content of performance management system is analyzed,diagnosed and optimized.Based on the investigation and analysis of L Company’s current sales system and policies,this paper summarizes the current status of sales team performance management.According to the current performance management system,performance management system of input,conversion and output of the three main parts,drawing up the interview outline,the selection interview object,to L company sales staff conducted in-depth interviews,and has carried on the questionnaire survey through the way of sampling investigation,summary and conclusion it is concluded that the main problems of L company sales team performance management.Through multi-dimensional analysis and diagnosis,the main problems are as follows: lack of strategic orientation,existence of short-term behavior;Outcome orientation,neglect of process,extensive management;Separate governance,lack of coordination;The application coverage of performance results is not uniform.Aiming at the main problems existing in the current performance management system of L Company’s sales team,this paper optimizes it with the help of human resource performance management tools.The main optimization ideas involve four main links: first,clear strategic orientation,draw marketing strategic map.Through the drawing of the strategic map,enterprise managers and sales personnel can form a consistent cognition of the company’s strategy,and form a unity in the way and pace of achieving the strategy.Secondly,the index system of performance management is optimized with the balanced scorecard.Improve the performance appraisal index system through four dimensions,including finance,customer,internal operation,and learning and growth.Combine the four dimensions to enhance the synergy of all parties and provide support for each other to achieve the goals.Thirdly,the PDCA cycle system is used to optimize the operation process of performance management.An infinite loop is formed around the four dimensions of performance planning,communication,assessment,feedback and improvement,and problems are discovered and solved continuously.As a result,performance management can focus on the process as well as the results.Finally,in order to ensure the smooth operation of the entire performance management system,it is necessary to deepen the operation management of the company,strengthen the monitoring of the performance management process and risk control.Through the optimization of the current situation of the performance management system,the performance management system of L Company’s sales team has been basically improved.This paper can provide useful reference and reference for the performance management of the sales team in the rising stage of manufacturing enterprises.更多还原