In order to ensure high starting point, high quality and high level work, it is often necessary to prepare a specific, detailed and targeted plan in advance, which is a written plan arranged from the aspects of purpose, requirements, methods, methods and progress. How should the plan be made? The following is the performance appraisal scheme of the sales department I collected. Welcome to read the collection.
Performance Appraisal Scheme of Sales Department 1 I. Work Policy
1, combining performance appraisal with work performance appraisal to improve the work effect of sales staff;
2. The embodiment of personal performance is completely consistent with the overall goal of the hotel;
3. Establish a sales team according to the modern hotel sales management system;
4. Pay attention not only to the individual performance of the sales staff, but also to the team performance of the sales department;
6. Salespeople have both risks and rewards, which is the source of work;
7. Strengthen the cooperation and assistance of team members in the sales department, instead of going it alone;
8, the assessment of sales staff is a comprehensive assessment, which can promote the improvement of the overall quality of sales staff;
9. The goal of the sales department is in direct proportion to the organizational goal of the hotel and promotes the consistency of the goals.
To sum up, the performance appraisal methods of the sales department are formulated as follows:
Second, the evaluation principle:
The combination of personal assessment and departmental assessment not only pays attention to competition, but also pays more attention to cooperation, and individuals, departments and enterprises are unified.
Third, the purpose of the assessment:
Hotel benefits, departmental performance and personal performance will be improved simultaneously.
Four, sales management regulations:
1. The salary structure of department heads and sales representatives is: basic salary+personal reward+mobile phone reimbursement+transportation expenses+departmental bonus distribution;
2. The basic salary of the sales supervisor is RMB/month, the mobile phone fee is RMB 150/ month, and the transportation fee is RMB/month. The basic salary of the sales representative during the probation period is 800- 1000 yuan/month, the mobile phone fee is 100 yuan/month, and the transportation fee is 100 yuan/month.
3. The management responsibilities of the head of the sales department are: organizing the implementation of hotel goals and departmental goals; Formulate the working system of the department; Coordinate the working relationship between sales representatives; The sales supervisor divides the work scope of each sales representative; Coordinate the working relationship between the sales department and other departments; Cultivate and motivate sales staff; Training and assessment of hotel product knowledge, sales knowledge, sales skills and communication skills with customers; The sales supervisor needs to make a comprehensive evaluation of all sales personnel every month; The head of the sales department should complete the planning of hotel sales activities and holiday sales plans, and provide the analysis data of business decisions for the hotel resident manager; Distribution of customer resources by sales supervisor; Guide hotel sales staff to do their own customer management work; Collect and sort out customer files and guide sales staff to carry out sales work according to customer information;
4. Department establishment:
V. Provisions on performance examination and approval of sales staff in the business department:
Assessment can be included in the performance commission part;
5- 1 Contract customers of the hotel spend money in the hotel (business customers, reservation centers, long private rooms, travel agencies).
5-2 VIP customers in the hotel
5-3 hotel owners (excluding free rooms)
Evaluation cannot be included in the performance commission section;
5-5 hotels and media offset advertising costs
5-6 The supplier of the hotel offsets the payment consumption of the hotel.
Six, the sales department assessment indicators
1. According to the monthly operating index of the hotel (this monthly operating index is subject to the lower limit approved by the hotel resident supervisor, and needs to be modified by the resident manager if necessary), the ratio of the room sales task of the sales department to the hotel's room operating index is 60% (the following scheme takes this as an example for the time being). For example, the monthly planning index of the hotel in that month is 700,000 yuan, and the task of the sales department is 420,000 yuan;
2. Budget of hotel room income from June 2.xx to June 65438+February.
3. According to the practice of the hotel and the status quo of trial operation, it is tentatively determined that the tasks of the sales department account for 60% of the target tasks of the hotel rooms, the front office accounts for 40% of the target tasks, and the goals of the sales department in June-65438+February are:
Seven, the hotel sales team and individual commission distribution system:
1, departmental team award: achieve the target performance issued by the hotel every month, and draw a bonus of 5% for excess performance; If the target performance is not achieved, the departmental bonus will not be mentioned. After the sales department withdraws the bonus according to the above regulations, the sales supervisor will distribute it to all sales personnel fairly, justly and openly according to their work performance and performance completion, and the distribution results will be reported to the resident director for safekeeping.
2, department personal assessment, reward distribution system:
Evaluation of probationary employees:
The basic salary of the salesman during the probation period is 800- 1000 yuan. The sales department will not assess performance pay two months before the opening of the hotel, but will take performance as the standard for the probation period.
Check employees:
The monthly assessment task of the assessed employees is 70,000-60,000/month (but it can be appropriately adjusted according to the hotel's off-peak season), and the wages and allowances are paid in full. If the salesperson fails to reach the personal quota in that month, the hotel will pay the floating salary in proportion to the comprehensive quota that the salesperson can achieve.
Personal royalty bonus:
Scheme 1: The reward calculation adopts progressive calculation, and the specific list is as follows:
For example, a marketer's monthly quota is 70,000 to 60,000 yuan. If the actual performance of the month is 90,000 yuan, and the excess income is 1000 to 40,000 yuan, according to the reward policy, the bonus that the marketing personnel should receive in the month is:
￥7600x5%+￥6400x 10%
=￥500+￥640
= 1 140 yuan
The above method is rounded and calculated as an integer, and any unit remainder will not be distributed.
The upper limit of the above excess bonus is thirty percent (30%), and the cumulative sum of the excess bonus is regarded as the excess bonus of the salesperson in the current month.
Scheme 2: Sales personnel complete the assessment task every month, and the excess part less than 50,000 will be deducted by 6% and the excess part by 8%.
For example, a marketer's monthly quota is 70,000 to 60,000 yuan. If the actual performance of the month is 90,000 yuan, and the excess income is 1000 to 40,000 yuan, according to the reward policy, the bonus that the marketing personnel should receive in the month is:
14000x6%=840 yuan
The above method is rounded and calculated as an integer, and any unit remainder will not be distributed.
Scheme 3: If the sales staff completes the assessment task, they will be given a commission of 10% according to the actual sales task amount.
For example, a marketer's monthly quota is 70,000 or 60,000. If the actual performance of the month is 90,000 yuan, according to the reward policy, the bonus that the marketing personnel should receive in the month is:
90000x 10%=900 yuan.
Eight, the hotel's monthly performance appraisal of the sales department and the performance appraisal of the sales staff:
Assessment of the sales department: The resident director will assign the sales tasks for the next month to the sales department at the end of each month according to the actual situation of the market and the hotel, and the sales director will assign departmental tasks for the second time, which will be implemented after being approved by the resident director.
Sales Performance Appraisal Scheme 2 Performance appraisal is an important link in the process of performance management. There are many aspects involved in enterprise performance evaluation, and the objects of evaluation are also relatively wide. Basically, enterprises at all levels have to accept performance appraisal and evaluation. Here, our xx is mainly to explain to you how the sales department of an enterprise conducts performance appraisal.
1. Evaluation purpose:
The performance appraisal of sales department is mainly to improve the performance level of sales department and improve the ability and quality of employees. At present, many enterprises use KPI to evaluate the sales department, which can arouse the enthusiasm of employees. In addition, performance appraisal can improve the performance level of the sales department, thus improving the overall performance of the company.
2. Appraisal object:
The performance appraisal of the sales department is mainly aimed at the employees of the sales department. In the process of assessment, enterprises should give full play to the role of communication in performance management and conduct a comprehensive performance assessment of employees, which can not only reflect the fairness of assessment, but also help to improve the enthusiasm of employees, thus ultimately promoting the healthy growth of enterprise departments.
3. Evaluation principles:
The principle of performance appraisal of sales department is to improve sales performance. Fair and reasonable performance appraisal can encourage excellent sales staff to work harder, and at the same time, it will also encourage employees with outstanding performance to work harder, which can help the sales department achieve the final sales goal. In addition, in the assessment process of the sales department, we must follow the assessment principle of quantitative stereotypes to make the assessment more fair.
4. Evaluation dimensions:
Using KPI performance appraisal method for sales department is conducive to achieving the performance objectives of the department and giving full play to the maximum role of performance management. KPI is a direct measure of employee performance, which can objectively and fairly evaluate employees, thus affirming their value. At the same time, it can ensure the operation of internal staff pressure transmission mechanism at the personal level, help departments build a good communication platform, and promote the growth and development of employees and teams.
5. Purpose of evaluation:
After the performance appraisal is completed, enterprises should reward outstanding employees accordingly. Generally speaking, the performance reward for employees in the sales department is mainly bonus. If you perform better, you may be promoted. In addition, in order to improve the future performance of the sales department, some enterprises will reward their employees to receive professional sales training, which is very real.
The above is a simple scheme for performance appraisal of enterprise sales department. Of course, this is only the preliminary work, and the specific implementation and execution need to be reflected in the performance appraisal. Performance appraisal is indispensable and very important in enterprise performance management. When evaluating the performance of each department, an enterprise must work out an appropriate performance evaluation scheme based on the actual situation.
Performance Appraisal Scheme of Sales Department 3 I. Responsibilities
1, responsibilities of project manager:
The project manager is responsible for the whole process of project sales, fully responsible for completing the project sales tasks assigned by the company, signing the sales contract accurately, recovering the house payment in time and handing over the house smoothly. Specific responsibilities are as follows:
(1) Organize and urge the sales staff to complete the sales target on time;
(2) Urge the sales staff to sign the contract and review the contract within the specified time limit to ensure the accuracy of 100%;
(3) urge the sales staff to collect the house payment. Ensure that the house payment is collected on time100%;
(4) Participate in the market research before real estate sales, and put forward the sales plan and marketing planning suggestions;
(5) Organize sales personnel to participate in promotional activities;
(6) Check the recording, preservation and application of basic data such as sales personnel account, collect, read and submit weekly sales personnel reports; Collect sales data and prepare monthly sales analysis report;
(7) Coordinate and deal with conflicts between sales staff and customers;
(8) Do a good job in sales personnel business training and improve the quality of employees;
(9) Organize and urge the sales staff to closely cooperate with relevant personnel to witness, mortgage, collect, deliver and certify;
(10) Take the lead in implementing and urging employees to implement the company's rules and regulations and code of conduct, and maintain and promote the company's image.
(1 1) Complete other tasks assigned by the general manager on time.
2, sales representative responsibilities:
The sales representative is responsible for the whole sales process, the accurate signing of the sales contract of the house I sell, the timely recovery of the house payment and the smooth delivery of the house.
The main responsibilities are:
(1) Achieve the sales target on time;
(2) Sign the contract on time;
(3) Collect the house payment on time, collect the mortgage information on time, and complete the house acceptance before delivery on time;
(4) Actively cooperate with relevant personnel to witness, mortgage, collect money, hand over the house, apply for a certificate, etc.
(5) Actively participate in market research and promotion activities;
(6) warmly receive visiting customers, keep good contact, and achieve zero complaints;
(7) carefully record calls and visits; Remember the work account and fill in the weekly report on time;
(8) Strive to improve professional quality and sales skills, and be familiar with real estate planning, surrounding environment, transportation, apartment type and decoration standards. ; Study policies such as real estate, taxation and finance; Be sure to answer questions and never tire of asking them;
(9) Strictly implement the company's rules and regulations and employee code of conduct, and maintain a good appearance and image;
(10) Develop team spirit and maintain company image.
Second, the specific working procedures
1, customer reception
According to the company's business norms, warmly receive visiting customers. If you are interested in seeing the house, you should pay the intentional payment in time, make up the deposit within three days and sign the subscription agreement.
2. Sign the subscription agreement
Sign the subscription agreement, ask the customer to sign the mortgage and payment instructions, and ensure that all the deposit is paid on the day of signing the subscription agreement.
3. Formally sign the commercial housing sales contract.
Sign the commercial housing sales contract within ten days after signing the subscription agreement. When signing a contract, it should be filled in strictly according to the model, and no clauses such as the price, amount, room number, date and name of the subject matter of the contract can be painted, scratched or changed. In principle, no supplementary agreement will be added. If customers have special requirements, they must consult the project manager and general manager, and individuals will not make any commitments beyond the prescribed scope.
4. accept the down payment.
On the day when the commercial housing sales contract is signed, the down payment must be collected.
5. Collect loan and mortgage information.
Collect all the information needed for mortgage on the day of signing the Commodity House Sales Contract and hand it over to the mortgagor for mortgage.
Step 6 urge
There are two kinds of dunning: one is mortgage, the other is installment payment, and the other is lump sum payment.
Mortgage: After the sales representative collects all the information needed for mortgage, the mortgage manager is mainly responsible for dunning, but the sales representative has the responsibility to assist in dunning;
Installment payment and lump sum payment: the sales representative will pay according to the contract.
7. Accounting, data filling and sorting
Keep records of relevant accounts at all stages of sales, timely sort out relevant materials and do a good job of filing.
8. hand over the house
When handing over the house in advance, the sales representative should first do a good job of self-checking the contract, especially the supplementary agreement, carefully check the consistency between the content and the actual situation against the contract and the supplementary agreement, report to the project manager and general manager in time if any discrepancy is found, and take the initiative to contact the relevant departments of the developer to solve the problem in time before the customer finds it. Secondly, we must do a good job in the reception and explanation of customers during the delivery period, and closely cooperate with relevant departments of developers to solve all problems raised by customers during the delivery process.
Third, customer reception rules
1. The order of customer reception shall be arranged by the project manager according to the shift schedule. In principle, it is received by the sales representative on duty. If the sales representative on duty is receiving customers, it will be received by the project manager and handed over in time afterwards. When the customer arrives, the sales representative must immediately greet and receive him warmly. No one can wait for customers and ask them if they have been to the sales representatives they contacted before, so as to avoid receiving customers repeatedly.
2. When the customers who have been received by the sales representative come again, the original sales representative will continue to receive them. Without the consent of the original sales representative, the business card shall not be given to other customers; In case of the absence of the original sales representative, the sales representative on duty must contact the original sales representative and assist in the reception after obtaining the consent. After the transaction is completed, the commission will be returned to the original sales representative.
3. Customers who have received will bring new customers to visit, and those who have made an appointment will be received by the original sales representative. If they don't have an appointment, the sales representative can continue to receive them. If they are not present, they can be regarded as new customers and received by the sales representative on duty.
4. When other sales representatives receive customers, they are generally not allowed to introduce themselves or express their opinions unless invited.
5. Reception should be treated differently according to the gender of customers, and it should be neither humble nor supercilious, just right.
6. When introducing the situation, you can flexibly grasp the depth of the introduction and focus on the introduction according to the personal preferences of customers.
7. After fully understanding the customer's needs, recommend 2-3 houses. Don't recommend too many houses, and the grade is slightly higher.
8. No sales representative is allowed to compete for customers in front of customers. After the detailed investigation, the project manager will hold a meeting to announce the investigation results and decide the solution.
9. No matter how busy the customer is when he leaves, he should get up and walk the customer to the door and watch the customer leave. When you come back, the tables and chairs must be put back in place, and the cups and sundries should be cleaned up.
10. Make a customer visit registration form and submit it to the project manager for filing every day. The information must be detailed (name and telephone number must be clearly filled in), which will be used as proof of customer reception conflict between sales representatives. Generally, it will be confirmed to the sales representative who received the record first; In addition, if the customer forgets his name because the sales representative fails to follow up in time after registration, after verification by the project manager, the customer's ownership will be judged according to the respective workload of the sales representative.
1 1. Complete the weekly report of sales representatives before going to work every Sunday and submit it to the project manager for statistics. It is required to write down the customer situation and customer feedback, and the project manager can score in the monthly performance appraisal according to the working attitude of the sales representative.
12. Pay close attention to the customer's dunning situation and report to the project manager in time if there are any special circumstances. When receiving customers, do not exaggerate false propaganda, do not make improper promises to customers, do not exceed the authority to reduce prices, and strictly obey the leadership of the project manager.
13, customers have special requirements, try to learn to solve them by themselves; If there are difficulties, you must report to the project manager and seek cooperation; The sales representative has no right to change the name of the signed customer without permission, and must clearly answer that the customer has no extra discount in the discount, and must not imply or encourage the customer to find another relationship to discount. If the sales representative is found to have the above behavior, it will be dealt with seriously.
14. The customer must be accompanied by a sales representative when looking at the model house and the construction site, and must wear a safety helmet when entering the construction site.
Fourth, evaluation
Evaluation is divided into three parts: the first part is performance evaluation; The second part examines the rules and regulations and the implementation of the work according to the business norms; The third part is the assessment of sales commission.
1, performance appraisal
(1) The sales target is issued by the company to the project manager on a monthly basis, and the project manager breaks down the target into people according to the situation of each sales representative. The following indicators achieved by the sales representative are the guaranteed number, plus 10% as the personal income.
(2) The work and business assessment arrangements of the newly recruited sales representatives of the company during the internship period (probation period) are as follows: those who have not engaged in real estate sales will be appointed by the project manager to be responsible for business guidance. Three-month internship, one month in the after-sales service department familiar with witness, mortgage, delivery, certification and other businesses; Assist business guidance to contact business for one month, and the completed business is regarded as business guidance. During this period, the business guide must guide at least one whole-process sales procedure; One month contact with business, business guidance is responsible for guidance, and business belongs to interns. There are no business assessment indicators during the internship. After the internship period, 50% of the average business indicators will be issued within two months, 80% in the third month and 100% from the fourth month. For those who have engaged in real estate sales, the project manager is responsible for business contact. During the probation period, no business indicators will be issued in the first month, and the average business indicators will be issued in the second month. After the three-month probation period expires, the average business indicators will be 65,438+000%.
(3) The time for the sales representative to complete the sales target is calculated on a monthly basis.
(4) The sales quota of sales representatives shall be calculated on a quarterly basis. If the average monthly sales quota of each quarter reaches the monthly sales quota, the quota shall be deemed as completed.
(5) Check-out will correspondingly reduce the sales quota completed by the sales representative.
(6) The sales representative completes the sales target, pays the basic salary and sales commission monthly (the commission is extracted according to the sales volume), and the company gives spiritual and material rewards to those who have outstanding achievements.
(7) If the sales representative fails to achieve the sales target, the following penalties will be given:
If the sales target of the current month is not completed, 200 yuan, the salary of the current month, will be deducted, and the gap will be found by self-examination, and efforts will continue.
Anyone who fails to complete the sales target for three consecutive months, one of which is blank, should resign or be dismissed automatically.
2, rules and regulations, work implementation assessment.
Implement a 100-point monthly assessment. See the attached table for the evaluation score. For the evaluation method, please refer to the general rules of evaluation.
3. Evaluation of sales commission.
(1) The sales of the sales representatives will be increased to three thousandths of the total house price, of which two thousandths will be paid according to the amount of the house price received, five thousandths will be paid at the end of the year, and the remaining five thousandths will be paid after the house is actually delivered.
(2) If the sales representative leaves the company before the actual delivery (including voluntary resignation and dismissal by the company), other employees designated by the company will be responsible for the follow-up work of their customers, and the remaining five ten thousandths of the bonus is not entitled to receive; If the sales representative is transferred to other departments of the company, the customer's follow-up work still needs to be followed up, and a bonus of five ten thousandths can be charged.
(3) After the employees and related households of Yadong Company purchase houses, the sales representative in charge of signing and following-up work will raise them to two thousandths of the total house price, and pay them according to the received house price.
(4) When a customer purchases a house through an intermediary, after the customer's house purchase contract has been witnessed and the full amount has been paid, a one-time intermediary commission can be paid to the intermediary after the sales representative fills in the form, the project manager confirms it and reports it to the general manager for written approval. The amount is 1/1000 of the total house price, of which 5/10000 shall be borne by the project manager and 5/10000 by the sales representative.
Sales Department Performance Appraisal Scheme 4 In order to mobilize the enthusiasm and creativity of employees in this department, guide employees to do their jobs well, and continuously improve work efficiency and quality, this method is formulated according to the relevant regulations of the company and the actual situation of this department.
First, the basic principles of performance-based wage distribution
1, linked with performance, post, skill and contribution, and the principle of widening the gap reasonably;
2. The principles of openness, fairness and justice;
3, regular assessment, the principle of monthly distribution.
Second, the content of performance appraisal
1, monthly assessment
Employees of this department should use the Detailed Rules for Employees' Monthly Performance Appraisal in the monthly assessment to assess their work performance in that month.
2. Annual evaluation
The annual assessment of personnel in this department is determined by the monthly average assessment score, annual work ability and attitude assessment.
Comprehensive score of employee's annual performance appraisal = average score of employee's monthly performance appraisal ×70%+ assessment score of ability index × 15%+ assessment score of attitude index ×15%;
The comprehensive score of the annual performance appraisal of department personnel is excellent in the top 5%.
Third, monthly performance pay.
The monthly performance salary of employees is determined according to the monthly performance appraisal.
Employee's monthly performance salary = monthly performance salary base × personal performance coefficient × monthly assessment coefficient
The performance salary base of this department is determined by the leaders of this department according to the completion of work indicators.
Iv. evaluation procedures
I. Organizational evaluation
1. Before 28th of each month, each employee shall submit the work diary of the month to the department head.
2. Employee assessment: the assessment score of the minister is 60%, and the assessment scores of the deputy minister and assistant minister are 20% respectively.
Second, the performance feedback interview
Before the 5th of the following month, department leaders will conduct feedback interviews according to the performance appraisal of employees to help them improve and improve their work.
Verb (abbreviation of verb) other clauses
1. Those who take time off will be deducted 2 points/day, and they will take time off continuously or cumulatively 10 day (including 10 day), and will not enjoy the performance salary of the month;
2. Absence from work for half a day will be deducted 50% of the performance pay of the current month, and absenteeism for one day or more will be deducted from the performance pay of the current month.
3. Failure to pay the reporter on the working day of the current month will deduct the individual's performance pay for the current month.
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