波士頓--匯源關鍵績效考核指標(更新版)

　　

【正文】 t i o n c o l l e c t i o n M a r k e t i n fo r m a t i o n fi l i n gM a r k e t i n fo r m a t i o n a c c u r a c y 10渠道管理 市場信息收集P e o p l e d e v e l o p m e n t T r a i n i n gK P I s y s t e m m a n a g e m e n t 5人員發展 培訓績效考核一個完整的體系 (1) 選擇標準 指標選擇標準 : ? 相當崗位 ? 主要崗位職責 負責渠道 管理職責 ? 城市情況 PET 推出城市 新品試點城市 ? 市場和渠道的成熟度 新的適合當地情況的考核體系 銷售經理 餐飲主管 商超主管 市內經銷商主管 總經理 市外經銷商主管 Evaluation areas Evaluation items Evaluation indicators Weight (%) Target (2021)考核大類 考核項目 考評指標 權重2021目標QuantitativeBusiness development Ch nnel Peration A stor (1) actual peration/target peration定量 B store (2)actual peration/target peration 30業務發展 餐飲渠道滲透率Sales force management Staff turnover Staff loss/all staff 15人員管理 人員流失率Channel specfics Promotion effectiveness Promotion expense/total incremental salesClient relationship management Accounts loss rate 20渠道指標 促銷有效性 促銷費用投入 /銷售增加客請維護 死戶率Payment collection Bad debt ratio Bad debt/accounts receivable 10回款管理 壞賬比例Qualitative Sales planning Monthly channel sales forecast Timelyness, accuracy 10定性 Promotion planning Timelyness, quality渠道規劃 月度渠道銷售預測促銷活動規劃Channel management Market information collection Market information filingMarket information accuracy 10渠道管理 市場信息收集People development TrainingKPI system management 5人員發展 培訓績效考核Evaluation areas Evaluation items Evaluation indicators Weight (%) Target (2021)考核大類 考核項目 考評指標 權重2021目標QuantitativeBusiness development hannel Peration store(1) actual peration/target peration定量 B store (2)actual peration/target peration 30業務發展 餐飲渠道滲透率Sales force management Staff turnover Staff loss/all staff 15人員管理 人員流失率Channel specfics Promotion effectiveness Promotion expense/total incremental salesClient relatio ship manag ment Accou ts loss rate 20渠道指標 促銷有效性 促銷費用投入 /銷售增加客請維護 死戶率Payment collection Bad debt ratio Bad debt/accounts receivable 10回款管理 壞賬比例Qualitative Sales planning Monthly channel sales forecast Timelyness, accuracy 10定性 Promotion planning Timelyness, quality渠道規劃 月度渠道銷售預測促銷活動規劃Channel management Market information collection Market information filingMarket information accuracy 10渠道管理 市場信息收集People development TrainingKPI system management 5人員發展 培訓績效考核Evaluation areas Evaluation items Evaluation indicators Weight (%) Target (2021)考核大類 考核項目 考評指標 權重2021目標QuantitativeBusiness development Channel Pen tration A store(1) actual peration/target peration定量 B store (2)actual per tion/target peration 30業務發展 餐飲渠道滲透率Sales force management Staff turnover Staff loss/all staff 15人員管理 人員流失率Channel specfics Promotion effectiveness Promotion expense/total incremental salesClient relationship a agement Accounts loss rate 20渠道指標 促銷有效性 促銷費用投入 /銷售增加客請維護 死戶率Payment collection Bad debt ratio Bad debt/accounts receivable 10回款管理 壞賬比例Qualitative Sales planning Monthly channel sales forecast Timelyness, accuracy 10定性 Promotion planning Timelyness, quality渠道規劃 月度渠道銷售預測促銷活動規劃Channel management Market information collection Market infor ation filingMarket information accuracy 10渠道管理 市場信息收集People development TrainingKPI system management 5人員發展 培訓績效考核Evaluation re s Evaluation items Evaluation indicators Weight (%) Target (2021)考核大類 考核項目 考評指標 權重2021目標QuantitativeBusiness development Channel Peration A store(1) actual peration/target pen tration定量 B store (2)actual peration/target peration 30業務發展 餐飲渠道滲透率Sales force managem nt Staff turnover Staff loss/all staff 15人員管理 人員流失率Channel specfics Promotion effectiven ss Promotion expense/total incremental salesClient relationship management Accounts loss rate 20渠道指標 促銷有效性 促銷費用投入 /銷售增加客請維護 死戶率Payment collection Bad debt r tio B d debt/accounts receivable 10回款管理 壞賬比例Qualitative Sales planning Mo thly channel ales forecast Timelyness, accuracy 10定性 Promotion plan ing Timelyness, quality渠道規劃 月度渠道銷售預測促銷活動規劃Channel manag ment Market informaio collection Market information filingMarket information accuracy 10渠道管理 市場信息收集People development TrainingKPI system management 5人員發展 培訓績效考核Evaluation areas Evaluation items Evaluation indicators Weight (%) Target (2021)考核大類 考核項目 考評指標 權重2021目標QuantitativeBusiness development Channel Peration A store(1) actual peration/target peration定量 B store (2)actual peration/target peration 30業務發展 餐飲渠道滲透率Sales force management Staff turnover Staff loss/all st ff 15人員管理 人員流失率Chann l specfics Promoti n effective ess Prom tio expense/t tal incremental salesClient relationship management Acc unts loss rae 20渠道指標 促銷有效性 促銷費用投入 /銷售增加客請維護 死戶率Payment collection Bad debt ratio Bad debt/accounts receivable 10回款管理 壞賬比例Qualitative Sales planning Monthly channel sales forecast Timelyness, accuracy 10定性 Promotion planning Timelyness, quality渠道規劃 月度渠道銷售預測促銷活動規劃Channel management Market information collection Market information filingMarket information accuracy 10渠道管理 市場信息收集People development TrainingKPI system management 5人員發展 培訓績效考核Evaluation areas Evaluation i ems Evaluation indicators Weight (%) Target (2021)考核大類 考核項目 考評指標 權重2021目標QuantitativeBusiness dev opm nt Channel Per tion A store(1) actu l peration/target peration定量 B store (2)actu l peration/target peration 30業務發展 餐飲渠道滲透率Sales force ma agement Staff turnover Staff loss/all staff 15人員管理 人員流失率Cha nel specfcs Promoti n effectiven s Po otionexpense/total incremental salesCli nt relation hip anageme t Accounts loss rate 20渠道指標 促銷有效性 促銷費用投入 /銷售增加客請維護 死戶率Pay ent coll c ion Bad debt ratio Bad debt/accounts receivable 10回款管理 壞賬比例Qualitative Sales plan ing Monthly cha nel s les forecast Timelyness, accuracy 10定性 Promotion planning Timelyness, quality渠道規劃 月度渠道銷售預測促銷活動規劃Channel management Market information collection Market information filingMarket information accuracy 10渠道管理 市場信息收集People development TrainingKPI system management 5人員發展 培訓績效考核(1) 根據上海和大連的情況設計 資料來源： BCG分析 關鍵績效指標 /銷售 25 4502202Org/KPIFeb02DWJ