海红市场销售人员人力资源管理-全英文(ppt 33页)

SINOTRUSTMANEGEMENTCONSULTING24thFeb,2000SHEKOU机密DIAGNOSISANDSUGGESTIONSONHEMPLE-HAIHONGSALESMANHRMANAGEMENTSINOTRUST/MCHempel-HRPAGE2SINOTRUST新华信管理咨询MAINPROBLEMSINSALESMANHRMANAGEMENT•Problemone:AllHRmanagingresponsibilitiesareburdenedbysalesmanagers.WithoutthepositionofHRmanager,manyfunctionsofHRmanagementcannotberealized.•Problemtwo:BecauseoftheabsenceofHRplan,HRsupplyanddemandisdecidedbyfeelingsofsalesmanagers.Therecruitmentisarbitrarilyimplemented.•Problemthree:Hemple-haihonghasnocompletetrainingsystem.Withoutthedemandanalysis,summarizingaftertrainingandproperimplementation,thetrainingprogramscannotmeetsalesman’srequirementorgivethemrightguidance.•Problemfour:Withoutsalesmancareerdevelopmentdesign,thegoalsofsalesmancannotconformtothoseofhempel-haihong’s.•Problemfive:Lowevaluationresultincreasessalesman’scomfortandpassiveness,leadingtolowefficiencyofsalesman.•Problemsix:Themotivatingsystemhasnotbeenrelatedtosalesman’sperformanceevaluation,whichcannotstimulatesalsman’senthusiasm.•Problemseven:Thecompensationsystemisunreasonable,whichquenchessalesman’smotivation.SINOTRUST/MCHempel-HRPAGE3SINOTRUST新华信管理咨询CONCENTSrecruitmentTraininganddevelopmentPerformancemanagementandmotivationCompensationandbenefitsuggestionsoverviewbachgroundHRplanrecuitmenttrainingCompetencedevelopmentCareerdevelopmentevaluationstructureproblemsdrawbacksprinciplesHRsuggestionsmotivationSINOTRUST/MCHempel-HRPAGE4SINOTRUST新华信管理咨询MAINPROBLEMSINSALESMANHRMANAGEMENT资料来源：新华信访谈和分析P1：AbsenceofHRsystem.P2：AbsenceofHRplanandrecruitmentplan.P3：Uncompletetrainingsystem.P4：Absenceofsalesmancareerdevelopmentplan.P5：UncompleteevaluationsystemforsalesmanP6：UncompletemotivatingsystemforsalesmanP7：UnreasonablecompensationstructureforsalesmanSINOTRUST/MCHempel-HRPAGE5SINOTRUST新华信管理咨询PQMMODELSHOWSTHATHEMPLE-HAIHONG’SMOSTERGENTPROBLEMSARETOSETUPHUMANRESOURECESYSTEM,ESTABLISHPERFORMANCEMANAGEMENTANDREASONABLECOMPENSATIONSTRUCTURE54321EDCBABestWorstMostunimporantMostimportantP1P3，P4，P2P7P5P6SINOTRUST/MCHempel-HRPAGE6SINOTRUST新华信管理咨询PRINCIPLESOFESTABLISHINGHRSYSTEM:PEOPLEFOCUS,STRENGTHENINGIMPLEMENTATIONPrincipleone:tomaintainhemple-haihong’stradition,takepeoplefocusandestablishactiveandharmoniousenvironment.Principletwo:tocompleteeverystepofHRmanagement,andtransmitfrommanagementwithoutrulesandregulationstomanagementbyrulesandregulations.Principlethree:tocompletetheHRsystemfromjobanalysisandfocusonthecostcontrolSINOTRUST/MCHempel-HRPAGE7SINOTRUST新华信管理咨询HRMANAGEMENTFRAMESHOULDBEESTABLISHEDINSALESDEPARTMENTSResponsibilitiesofHRmanagersareburdenedonthesalesmanagers.HRmanagementarereliedontheindividaulknowledgeandcompetencies.FormerAccordingtoHRmanagementcharacteristicsandhemple-haihong’scurrentsituation,workingflowandprocessshouldberegularized.Individualsshouldbeassignedtoconcreteworksandgivenprofessionalguidance.FutureSINOTRUST/MCHempel-HRPAGE8SINOTRUST新华信管理咨询THEPERFORMANCEMANAGEMENTANDCOMPENSATIONSTRUCTURESHOULDACCORDTOBU’SCHARACTERISTICSstrategyMarketpositionanddevelopmentstageCompensationstrategyCompensationmixDevelopbyinvestment(protectivepaint)MergeorrapidlydevelopAdequatemotivationHighlevelpayandabovemediumperformanceawards,mediumbenefitMaintainprofitandprotectmarket(marinepaintanddecorativepaint)MaturestagebynormaldevelopmentAwardingskilledmanagementAveragepayandmediumperformanceawards,standardbenefitHarvestprofitandchangeinvestdirection(containerpaint)Nodevelopment,recessioncostcontrolfocusCompensationbelowaverage,awardsaccordingtocostcontrol,standardbenefitSINOTRUST/MCHempel-HRPAGE9SINOTRUST新华信管理咨询PERFORMANCEMANAGEMENTANDMOTIVATINGSYSTEMSHOULDFOCUSONTHEGUIDINGONSALESMAN,ADJUSTINGTHENEEDSOFHEMPLEHAI-HONGANDINDIVIDUALDEVELOPMENTIndividualdevelopmentplanCompanydevelopmentthatsalesmansensesBBBBAAAACCCCSalesman’sthreemoodsPerformancemanagementandGuideforperformancedevelopmentshouldgivesalesmandefinitedirection,leadingthemtodeveloptheircompetenciesaccordingtotheGUIDESINOTRUST/MCHempel-HRPAGE10SINOTRUST新华信管理咨询PERFORMANCEMANAGEMENTSHOULDBESETUP,EVALUATINGSALESMAN’SCOMPETENCIES,OBJECTIVESANDRESULTS,KEYRESPONSIBILITIESCcompetenciesAobjectivesandresults•Interpersonalskills•influencing•peopledevelopment*•communication•judgementanddecisionmaking•planningandexecution•attitude•customerservice•Salesvolume•withdrawls•price•salescost＋Bkeyresponsibilities•safety•quality•leadership*•performancemanagement*•profitability•teamwork•traininganddevelopment*•implementation•businessdevelopment•identifyingandmeetingcustomerrequirements•process-projectmanagement•technicalskills＋*:onlyforsalesmanagerSINOTRUST/MCHempel-HRPAGE11SINOTRUST新华信管理咨询EVALUATIONSHOULDCONFORMTOBU’SCHARACTERISTICSmarinecontainerprotectivedecorativecharacteristicsFixedaccountandbigaccount,havingsupportofhempleglobalnetFixedaccountandbigaccount,havingsupportofhempleglobalnetManybutscatteredprojects,periodicaccountsandsharedinformationMainaccountsareprojects,andperiodicaccountsMainconcernsofevaluationFocusonattitudeFocusoncostcontrolFocusoneffortsFocusoneffortsandcostcontrolSINOTRUST/MCHempel-HRPAGE12SINOTRUST新华信管