当前开放的经济形势下，企业面临巨大的竞争压力，增强企业竞争优势、 提升企业管理水平是众多企业经营的目标，而加强企业人力资源方面的管理对 于扩大企业的这种优势意义重大，绩效考核作为人力资源管理的核心职能，是 整个体系中的核心环节，因此，建立健全现代绩效考核体系对于企业发展至关 重要。 本文的研究对象是XH地产公司，随着经营规模的不断扩大，一些问题逐渐 凸显，比如销售团队知识储备有待加强、团队凝聚力减弱、人员流失率持续增 高导致团队发展不稳定等问题。这些问题对XH地产公司的销售业绩乃至未来发 展都带来一定的阻碍，而导致这些问题发生的根本原因在于没有建立起完善的 销售人员绩效评估体系。因此，通过科学合理的评估分析，建立起一个完善的 销售人员绩效考核体系是XH地产公司当前最重要的任务。本文在借鉴人力资源 管理、绩效考核等研究成果的基础上来研究XH地产公司销售人员绩效考核问 题，开题对绩效与绩效考核、绩效考核的流程、绩效考核常用的方法进行了回 顾，接着对XH地产公司及销售人员的概况进行简要介绍，介绍了XH地产公司 销售人员绩效考核的现状，分析得出XH地产公司在销售人员绩效考核上存在个 人绩效与团队绩效脱节、绩效体系设置不健全、绩效过程满意度低、绩效考核 被当作考核者的工作等问题，而导致这些问题的原因主要是公司绩效管理宗旨 不明确、销售人员在绩效考核制度的制定方面参与度较低、奖金分配被当作绩 效考核的主要目的。在此基础上，为了解决这些问题，本文从公司——部门— —销售人员对公司目标进行分解，并建立了XH地产公司销售人员绩效考核指标 体系，通过数学模型分析法计算出各指标数值和比重，建立起绩效考核表。最 后，为了新制定的绩效考核方案能够顺利落地，本文的实施路径为：制定考核 计划——考核方案落地——实际运用——销售人员反廓—绩效考核结果应 用，基于此路径设计、制定了XH地产公司销售人员绩效考核的整体解决方案， 对落地执行中可能发生的问题进行及时处理，从组织、宣传、制度、人才四个 方面予以保障。 关键词：XH地产公司；销售人员；绩效考核 北京理工大学硕士学位论文 II Abstract Underthecurrentopeneconomicsituation,enterprisesarefacingenormous competitivepressure.Itisthegoalofmanyenterprisestoenhancetheircompetitive advantageandimprovetheirmanagementlevel.Strengtheningthemanagementof enterprisehumanresourcesisofgreatsignificancetoexpandtheadvantageof enterprise.Asthecorefunctionofhumanresourcemanagement,performance appraisalisthecorelinkinthewholesystem.Establishingandperfectingmodern performanceappraisalsystemisveryimportantforenterprisedevelopment. TheresearchobjectofthispaperisXHrealestatecompany.Withthecontinuous expansionofbusinessscale,someproblemsaregraduallyhighlighted,suchassales teamknowledgereservetobestrengthened,teamcohesionweakened,Staffturnover ratecontinuestoincrease,resultinginunstableteamdevelopmentandotherissues. TheseproblemshinderthesalesperformanceandeventhefuturedevelopmentofXH realestatecompany,andtherootcauseoftheseproblemsliesinthefailureto establishaperfectperformanceevaluationsystemofsalespersonnel.Therefore, throughscientificandreasonableevaluationandanalysis,itisthemostimportanttask ofXHrealestatecompanytoestablishaperfectperformanceappraisalsystem.Based ontheresearchresultsofhumanresourcemanagementandperformanceappraisal, thispaperstudiestheperformanceappraisalofXHRealestatecompanysales personnel.Thispaperreviewstheperformanceandperformanceappraisal,the performanceappraisalprocess,andthecommonlyusedmethodsofperformance appraisal.Then,itbrieflyintroducesthegeneralsituationofXHRealestatecompany andsalespersonnel,andintroducesthecurrentsituationofXHRealestatecompany salespersonnelperformanceappraisal.XHRealestatecompanyhasproblemsinthe performanceappraisalofsalespersonnel,suchasthedisconnectionbetween individualperformanceandteamperformance,theimperfectperformancesystem setting,thelowsatisfactionofperformanceprocess,andtheperformanceappraisalas theworkofappraisers.ThemainreasonsfortheseproblemsareThepurposeofthe company'sperformancemanagementisnotclear,theparticipationofemployeesin theperformanceappraisalsystemislow,andthebonusdistributionisregardedasthe mainpurposeofperformanceappraisal.Onthisbasis,inordertosolvetheseproblems, thispaperdecomposesthecompany'sobjectivesfromthecompany-department- employee,andestablishestheperformanceappraisalindexsystemofXHrealestate companysalespersonnel,andcalculatesthenumericalvalueandproportionofeach 北京理工大学硕士学位论文 III indexthroughmathematicalmodelanalysismethod.Establishaperformance appraisalform.Finally,inordertosuccessfullyimplementthenewlydeveloped performanceappraisalplan,theimplementationpathofthispaperis:formulatethe appraisalplan-theappraisalplanlanding-theactualapplication-employee feedback-theapplicationofperformanceappraisalresults,basedonthispath,design anddevelopXHTheoverallsolutionfortheperformanceappraisalofthesales personneloftherealestatecompanyshalldealwiththeproblemsthatmayoccurin theimplementationofthelandinginatimelymanner,andguaranteeitfromfour aspects:organization,propaganda,systemandtalent. Keywords:XHrealestatecompany;salesstaff;performanceappraisal 北京理工大学硕士学位论文 IV 目录 摘要..............................................................................................................I ABSTRACT....................................................................................................II 第1章绪论...............................................................................................1 1.1选题的背景与意义........................................................................................1 1.1.1选题背景............................................................................................1 1.1.2研究目的与意义................................................................................2 1.2国内外研究现状............................................................................................3 1.2.1国外研究现状....................................................................................3 1.2.2国内研究现状....................................................................................4 1.3研究的主要内容............................................................................................5 1.4研究的方法与技术线路................................................................................6 1.4.1研究的方法........................................................................................6 1.4.2研究的技术线路................................................................................6 第2章相关理论综述...............................................................................8 2.1绩效与绩效考核.............................................................................................8 2.1.1绩效的概念........................................................................................8 2.1.2绩效考核............................................................................................9 2.2绩效考核流程..............................................................................................10 2.3绩效考核常用方法.......................................................................................11 第3章XH地产公司销售人员绩效考核现状与问题分析...................14 3.1XH地产公司销售人员简介.........................................................................14 3.1.1XH地产公司简介.............................................................................14 3.1.2XH地产公司销售人员简介.............................................................14 3.2XH地产公司销售人员绩效考核现状.........................................................16 3.2.1考核内容与方式..............................................................................16 3.2.2考核流程与结果应用......................................................................16 3.3XH地产公司销售人员绩效考核存在的问题............................................18 3.3.1个人绩效与团队绩效出现脱节......................................................18 3.3.2绩效考核指标体系设置不健全......................................................19 3.3.3绩效考核过程满意度低..................................................................19 3.3.4绩效考核被当作考核者的工作......................................................20 3.4XH地产公司销售人员绩效考核问题的原因分析...........................