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CONCENTSrecruitmentrecruitmentTraininganddevelopmentTraininganddevelopmentPerformancemanagementandmotivationPerformancemanagementandmotivationCompensationandbenefitCompensationandbenefitsuggestionssuggestionsoverviewoverviewbachgroundbachgroundHRplanHRplanrecuitmentrecuitmenttrainingtrainingCompetencedevelopmentCompetencedevelopmentCareerdevelopmentCareerdevelopmentevaluationevaluationstructurestructureproblemsproblemsdrawbacksdrawbacksprinciplesprinciplesHRsuggestionsHRsuggestionsmotivationmotivationSINOTRUST/MCHempel-HRPAGE4SINOTRUST新华信管理咨询MAINPROBLEMSINSALESMANHRMANAGEMENT资料来源：新华信访谈和分析P1：AbsenceofHRsystem.P1：AbsenceofHRsystem.P2：AbsenceofHRplanandrecruitmentplan.P2：AbsenceofHRplanandrecruitmentplan.P3：Uncompletetrainingsystem.P3：Uncompletetrainingsystem.P4：Absenceofsalesmancareerdevelopmentplan.P4：Absenceofsalesmancareerdevelopmentplan.P5：UncompleteevaluationsystemforsalesmanP5：UncompleteevaluationsystemforsalesmanP6：UncompletemotivatingsystemforsalesmanP6：UncompletemotivatingsystemforsalesmanP7：UnreasonablecompensationstructureforsalesmanP7：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...
