一、考核目的................................................3
1.1提升员工绩效.........................................3
1.2确保公司目标实现.....................................4
1.3增强团队凝聚力.......................................5
二、考核原则................................................6
2.1公平公正.............................................7
2.2结果导向.............................................8
2.3激励与约束并重.......................................9
三、考核对象...............................................10
3.1销售人员............................................10
3.2配合人员............................................12
四、考核周期...............................................13
4.1月度考核............................................14
4.2季度考核............................................16
4.3年度考核............................................18
五、考核内容...............................................19
5.1业绩指标............................................20
5.1.1销售额..........................................21
5.1.2佣金收入........................................23
5.1.3客户满意度......................................24
5.2工作能力............................................25
5.2.1沟通能力........................................26
5.2.2解决问题能力....................................26
5.2.3团队协作能力....................................28
5.3工作态度............................................29
六、考核方法...............................................30
6.1关键绩效指标法(KPI).................................31
6.2目标管理法(MBO).....................................32
6.3综合评价法..........................................33
七、考核流程...............................................34
7.1制定考核标准........................................35
7.2数据收集与整理......................................36
7.3绩效评分............................................37
7.4绩效反馈与面谈......................................39
7.5绩效改进计划的制定..................................39