浅谈企业销售人员流失的原因分析

摘要

随着知识经济的到来，人才的竞争逐渐成为企业与企业、国与国之间竞争的焦点，人力资源逐渐发展成为组织的“第一要素”。作为市场竞争主体之一的国有企业也纷纷打出了“人才是第一资源”的口号，然而，由国有企业固有的弊端及体制等问题而引起的人才流失严重成为国有企业人力资源管理者最棘手的难题。年末岁尾，新一轮销售人员“跳槽”现象频频上演：市场精英带走客户，成为竞争对手的座上宾；行业不景气，骨干员工集体离职，自立门户；员工满意度下降，部分员工过河拆桥，愤然离去，甚至诋毁公司……对于企业而言，这是一个永远的切肤之痛。尽管，销售人员的流动是一种自然现象，但我们还是更需要建立一个相对稳定和团结的高效团队。“冰冻三尺，非一日之寒”，所以，我认为人员的稳定工作是一项系统工程，需要团队中每个成员的共同努力和长期坚持。本文从销售人员在企业中的地位开始入手，阐述了销售人员流失的原因，以及员工流失给企业带来的各方面影响，即企业应采取的有效措施。

关键词：企业销售人员，薪酬体系，人力资源

Abstract

Along with the knowledge economy arrival, talented person's competition gradually becomes the focal point which between the enterprise and the enterprise, the country and the country competes, the human resources develops into th e organization gradually “the first essential factor”.Of a state-owned enterprise as market competition main bodies also in abundance has split out “the talented person is the first resources” slogan, however, the brain drain which by state-owned questions and so on enterprise inherent malpractice and system causes seriously becomes the state-owned enterprise human resources superintendent thorniest difficult problem.Year's end the year's end, the new turn sales personnel “changes job” the phenomenon to per form repeatedly: The market outstanding person carries off the customer, becomes the competitor place honored guest; The profession is not booming, the backbone staff collective leaves job, supports oneself the gateway; The staff degree of satisfaction drops, the partial staffs dismantle the bridge after crossing, leave angrily, even slanders the company ......Speaking of the enterprise, this is a forever deep sorrow.Freely, the sales personnel's flowing is one kind of natural phenomenon, but we need to est ablish one stable relatively and the unity highly effective team.“Freezes three feet, non-cold first”, therefore, I thought personnel's steady work is a systems engineering, needs in the team each member's joint effort and the long-term insistence.This article started from the sales personnel's in enterprise status to obtain, elaborated the sales personnel drained the reason, as well as the staff drained various aspects which brought to the enterprise to affect, namely the enterprise should adopt effective action

Key word:Enterprise sale personnel Salary system Human Resources

目录

第一章引言. ................................... ..17 1.1 前言............. ............. ............. ......... .17 1.2销售人员在人力资源管理中的地位和作用 (17)

1.2.1销售人员是企业的核心员工 (17)

1.2.2销售人员是企业的关键人才 (17)

1.2.3销售人员能够扩大企业的销售渠道 (18)

第二章造成企业销售人员流失的原因 (18)

2.1 人员流失的原因 (18)

2.2 对企业的发展目标缺乏认同 (18)

2.3无法为销售人员提供一个稳定的工作环境 (19)

2.4企业不能为销售人员解决后顾之忧 (19)

2.5销售人员之间不能相互支援 (20)

2.6制度的不合理，奖惩不分明 (20)

第三章销售人员流失对企业造成的影响 (21)

3.1成本增加 (21)

3.1.1招聘成本增加 (21)

3.1.2新销售人员的培训成本 (21)

3.1.3一段时间工作效率下降造成的隐性成本 (22)

3.2对工作绩效的干扰 (22)

3.3造成技术的流失或商业秘密的泄露 (22)

3.4对企业职员士气的影响 (22)

第四章提高玉龙房地产开发公司知识型人才激励的对策23 4.1销售人员流失防范措施 (23)

4.2整合企业理念系统，培育员工对企业的认同 (23)

4.2.1不要靠发号施令和权威来管理员工 (24)

4.2.2要真诚地关心员工 (24)

4.2.3要衷心地让员工感受到重视 (24)