LKL平度分公司销售人员绩效考核体系优化研究
摘要
在市场形式瞬息万变的大背景下，单单靠技术与资金已不能获得持久的竞争优
势。为了企业能够在竞争中获胜，企业需要对资源重新认识，根据企业的整体战略，
对企业绩效进行精准的评价，才能使企业在长久发展中获得优势。而传统企业绩效
评价只关注企业自身的情况，忽略了企业外部复杂多变的环境，不利于企业随时调
整策略，以实现内部与外部的协调发展。LKL平度分公司作为传统零售业企业面临
互联网电子商务的威胁，如何在现有的模式及资源中提高效率是企业管理者应该考
虑的问题。因此，通过科学的方法，构建一套适合零售业企业销售人员的绩效考核
指标体系已成为亟待解决的问题。
绩效考核是企业人力资源管理的重要组成部分。它解决的问题是设计好企业内
部的绩效考核体系，通过绩效提升，最大程度的发挥员工的主动性和创造性，在能
够保证员工工作满意度和忠诚度的基础上，提高企业的市场竞争力。针对上述问题，
本文通过前期数据收集、统计整理，运用平衡计分卡法对LKL平度分公司绩效考核
进行研究，发现当前绩效考核存在问题，并提出解决方案。首先，本文梳理了国内
外对绩效考核的研究情况、绩效考核相关研究理论。其次，笔者通过到LKL平度分
公司实地走访，对管理层人员及销售人员进行访谈，销售人员填写调查问卷等形
式进行收集数据，并结合LKL平度分公司组织架构、考核流程、考核周期，分析当
前绩效考核体系存在问题。随后，通过绘制公司战略地图，以“因果关系”作为连
接点，将公司战略、行为、过程、结果融为一体，结合平衡计分卡从财务维度、客
户维度、内部业务流程维度、学习成长维度分析，确定每一级的考核指标，并通过
层次分析法确定各指标权重。本文在对绩效考核指标优化时，加入了网上商城相关
考核指标，为LKL平度分公司向网商商场转型提供了支持。最后从领导、组织、文
化等几个角度提供绩效管理正常开展的保障措施，使其优化方案能够得以顺利开展。
通过本文研究，得出了一套在LKL平度分公司可行的绩效考核体系，希望本文能对
LKL平度分公司探索绩效考核体系以改进零售业销售员工绩效、提高员工积极性等
提供一定的参考意义。
关键词：零售企业绩效考核平衡计分卡销售人员

OPTIMIZATION STUDY OF
SALES STAFF PERFORMANCE APPRAISAL
SYSTEM OF LKL PINGDU BRANCH
ABSTRCT
In the context of rapidly changing market forms, information is more convenient to
obtain, technology and funds alone can no longer obtain a lasting competitive advantage.
In order to win in the competition, an enterprise needs to re-understand its own resources,
manage its human resources effectively and accurately evaluate its performance according
to its overall strategy, so that the enterprise can gain advantages in its long-term
development. The traditional enterprise performance evaluation only pays attention to the
situation of the enterprise itself, ignoring the complex and changeable external
environment of the enterprise, which is not conducive to the enterprise to adjust the
strategy at any time to achieve the coordinated development of the internal and external.
As a traditional retail enterprise, LKL Pingdu Branch faces the threat of Internet
e-commerce. How to improve efficiency in the existing model and resources is a problem
that enterprise managers should consider. Therefore, it has become an urgent problem to
construct a set of performance appraisal index system suitable for sales personnel of retail
enterprises through scientific methods.
Performance appraisal is an important part of enterprise human resource
management. The problem it solves is to design the internal performance appraisal system
of the enterprise, to maximize the initiative and creativity of employees through
performance improvement, and to improve the market competitiveness of the enterprise
on the basis of ensuring employee job satisfaction and loyalty.
Aiming at the above problems, this academic dissertation studies the performance
appraisal of LKL Pingdu Branch through data collection and statistical sorting in the early
stage, and uses the balanced scorecard method. It finds that there are problems in the
current performance appraisal, and proposes solutions.First of all, this academic
dissertation sorts out the research situation of performance appraisal at home and abroad,
and the related research theories of performance appraisal. Secondly, the author collected

data by visiting LKL Pingdu Branch, interviewing management personnel and sales staff,
and filling out questionnaires for sales staff to collect data.Based on the organizational
structure, assessment process and assessment cycle of LKL Pingdu Branch, the author
analyzes the problems in the current performance assessment system. Then, by drawing
the company's strategy map, this academic dissertation takes "causal relationship" as the
connection point, integrates the company's strategy, behavior, process and results, and
combines the balanced scorecard from the financial dimension, customer dimension,
internal business process dimension, learning and growth dimension analysis, determine
the assessment indicators of each level, and determine the weight of each indicator
through the analytic hierarchy process. In this academic dissertation, when optimizing the
performance evaluation indicators, the relevant evaluation indicators of online shopping
malls are added, which provides support for the transformation of LKL Pingdu branch to
online shopping malls.Finally, from the perspective of leadership, organization, culture
and other aspects, we provide safeguards for the normal development of performance
management, so that its optimization plan can be carried out smoothly. Through the
research of this academic dissertation, a set of feasible performance appraisal system in
LKL Pingdu Branch has been obtained. It is hoped that this academic dissertation can
provide some reference for LKL Pingdu Branch to explore the performance appraisal
system to improve the performance of retail sales staff and enhance the enthusiasm of
employees.
KEY WORDS: retail business
performanse appraisal
balanced scorecard
salesman
。。。以下略