【正文】 Merge or rapidly develop Adequate motivation High level pay and above medium performance awards, medium benefit Maintain profit and protect market (marine paint and decorative paint) Mature stage by normal development Awarding skilled management Average pay and medium performance awards, standard benefit Harvest profit and change invest direction (container paint) No development, recession cost control focus Compensation below average, awards according to cost control, standard benefit SINOTRUST/MC HempelHR PAGE 9 SINOTRUST 新華信管理咨詢 PERFORMANCE MANAGEMENT AND MOTIVATING SYSTEM SHOULD FOCUS ON THE GUIDING ON SALESMAN, ADJUSTING THE NEEDS OF HEMPLE HAIHONG AND INDIVIDUAL DEVELOPMENT Individual development plan Company development that salesman senses B B B B A A A A C C C C Salesman’s three moods Performance management and Guide for performance development should give salesman definite direction, leading them to develop their petencies according to the GUIDE SINOTRUST/MC HempelHR PAGE 10 SINOTRUST 新華信管理咨詢 PERFORMANCE MANAGEMENT SHOULD BE SET UP, EVALUATING SALESMAN’S COMPETENCIES, OBJECTIVES AND RESULTS, KEY RESPONSIBILITIES 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 11 SINOTRUST 新華信管理咨詢 EVALUATION SHOULD CONFORM TO BU’S CHARACTERISTICS marine container protective decorative characteristics Fixed account and big account, having support of hemple global Fixed account and big account, having support of hemple global Many but scattered projects, periodic accounts and shared information Main accounts are projects, and periodic accounts Main concerns of evaluation Focus on attitude Focus on cost control Focus on efforts Focus on efforts and cost control SINOTRUST/MC HempelHR PAGE 12 SINOTRUST 新華信管理咨詢 PERFORMANCE MANAGEMENT FOR MARINE PAINT: FOCUS ON KEY RESPONSIBILITIES, WITHDRAWALS AND SALES COST 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 13 SINOTRUST 新華信管理咨詢 PERFORMANCE MANAGEMENT FOR CONTAINER PAINT: FOCUS ON KEY RESPONSIBILITIES, WITHDRAWALS AND SALES COST 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