建筑公司销售业绩指标

Oleh Shcherbyna
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引用次数: 0

摘要

文章分析了建筑企业销售部门绩效指标实施的特殊性。通过对公司经济和经营活动的信息进行有效的资源管理,分析和预防可能与计划的偏差,实现计划指标是可能的。此外,这些指标应与整个组织的基本战略目标完全一致。在这方面,我们特别注意设定可实现的价值,既能满足业主增加利润的基本愿望,又能满足建筑行业的实际市场和组织能力。KPI系统被用作调节此任务的主要工具,因为它能够识别和控制具体的、可测量的操作。KPI体系在销售部门整体结构中的位置已经确定。本文以某制造企业的销售经理为研究对象,结合建筑材料市场的具体工作,研究了销售经理的关键绩效指标。从满足计划指标的角度对商务部门的活动结果进行分析。我们发现,在实施kpi时,激励系统变得清晰透明,因为计划值和实际值都被记录了下来。应用战略揭示了其弱点和员工激励的必要原则与设定的目标。提出了影响销售部门绩效的内部因素,改善了内部氛围,为员工的积极性和主动性创造了有利条件。事实证明,使用KPI绩效指标可以识别和调整实现计划目标所需的特定任务,更有效地管理关键活动领域的可用资源,并控制公司的经济和运营活动。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
SALES PERFORMANCE INDICATORS AT CONSTRUCTION COMPANIES
The article considers the peculiarities of implementation of performance indicators of the sales department at construction enterprises. Achievement of the planned indicators is possible through effective resource management based on information about the company's economic and operational activities, analysis and prevention of possible deviations from the plan. In addition, these indicators should be fully consistent with the fundamental strategic goals of the entire organisation. In this regard, special attention is paid to setting achievable values that will satisfy both the fundamental aspirations of the owners to increase profits and the real market and organisational capabilities of the construction industry. The KPI system is used as the main tool for regulating this task, due to its ability to identify and control specific, measurable actions. The position of the KPI system in the overall structure of the sales department has been determined. The key performance indicators of a sales manager in the context of his activities at a manufacturing enterprise with specifics of work in the construction materials market are researched. An analysis of the results of the commercial department's activities in terms of meeting the planned indicators is carried out. It has been found that when implementing KPIs, the motivation system becomes clear and transparent, since planned and actual values are recorded. The applied strategy reveals its weaknesses and the necessary principles of employee motivation in relation to the set goals. The internal factors of influence on the performance of the sales department are proposed, which improve the internal climate and create favourable conditions for motivation and initiative of employees. It is proved that the use of KPI performance indicators allows identifying and adjusting specific tasks necessary to achieve the planned goals, more efficiently managing available resources in key areas of activity, and controlling the economic and operational activities of the company.
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