【文章內(nèi)容簡介】 d meeting customer requirements ?processproject management ?technical skills ＋ *: only for sales manager SINOTRUST/MC HempelHR PAGE 14 SINOTRUST 新華信管理咨詢 PERFORMANCE MANAGEMENT FOR PROTECTIVE PAINT: FOCUS ON SALES VOLUME AND WITHDRAWALS C petencies A objectives and results ?Interpersonal skills ?influencing ?people development* ?munication ?judgement and decision making ?planning and execution ?attitude ?customer service ?Sales volume ?withdrawls ?price ?sales cost ＋ B key responsibilities ?safety ?quality ?leadership* ?performance management* ?profitability ?teamwork ?training and development* ?implementation ?business development ?identifying and meeting customer requirements ?processproject management ?technical skills ＋ *: only for sales manager SINOTRUST/MC HempelHR PAGE 15 SINOTRUST 新華信管理咨詢 PERFORMANCE MANAGEMENT FOR DECORATIVE AND ROAD PAINT DEPARTMENT: FOCUS ON SALES VOLUME, WITHDRAWALS AND SALES COST C petencies A performance ?Interpersonal skills ?influencing ?people development* ?munication ?judgement and decision making ?planning and execution ?attitude ?customer service ?Sales volume ?withdrawls ?price ?sales cost ＋ B key responsibilities ?safety ?quality ?leadership* ?performance management* ?profitability ?teamwork ?training and development* ?implementation ?business development ?identifying and meeting customer requirements ?processproject management ?technical skills ＋ *: only for sales manager SINOTRUST/MC HempelHR PAGE 16 SINOTRUST 新華信管理咨詢 SELFAPPRAISAL MONTHLY AND EVALUATION ANNUALLY Evaluation index Evaluation means monthly ?B key responsibilities ?C petencies ?self appraisal of salesman monthly ?evaluation by boss per season and feedback annually ?A objectives and results ?B key responsibilities ?C petencies ?First, selfevaluation by saleman ?second, evaluation by boss and feedback ?third, making development plan for next year objective leading salesman to develop according to performance management standard Summatizing one year’s performance SINOTRUST/MC HempelHR PAGE 17 SINOTRUST 新華信管理咨詢 HEMPLEHAI HONG SHOULD ADOPT KINDS OF MOTIVATING STYLES TO PROMOTE SALESMAN’S ENTHUSIASM ?petencies ?performance ?key responsibilities promotion bonus salary awards Boss’ courage and praise To make salesman feel responsibility and fullfillment, satisfying their needs of self development Direct way to confirm the performance To confirm salsman’s performance and petencies To courage some special talents and petencs of salesman Simple way to let salesman feel respected and concerned SINOTRUST/MC HempelHR PAGE 18 SINOTRUST 新華信管理咨詢 OVERVIEW TO THE STRUCTURAL SYSTEM OF CEMPENSATION AND BENEFIT ?Restructuring the current system of pensation and benefit ? The new pensation system named “Structural System” includes pay and bonus based on the district differentiation called the district coefficient. ? Consider the three dimensions, the performance of the pany, business unit, individual to assign the year bonus to motivate the sales effectively. ?Set up CEO Award to award the outstanding performance. ? Obey the lab law and the social security policies to reduce the conflict between the employer and employees. ?Standardize the benefit. Establish the rules of Housing Loan with the reimbursement planning, otherwise, announce housing Loan unavailable. SINOTRUST/MC HempelHR PAGE 19 SINOTRUST 新華信管理咨詢 ADJUST THE CURRENT SYSTEM OF COMPENSATION AND BENEFIT Current pensation and benefit system pensation benefit pay bonus allowance