The Research of Using Balanced Scorecard on Salesperson’s Performance: A Case Study of Taiwan’s Thermal Module Industry
|關鍵字:||散熱模組;平衡計分卡;績效評估;Thermal Module;Balanced Scorecard;Performance Appraisal|
With the constant innovation of electronic information products, the prices have declined rapidly. The thermal module manufacturers which take mainland China as the main production base not only face the pressure of downward pricing from clients, but the rising of minimum wage and increasing of raw materials fluctuation also bring huge threats and pressures for company operation. Therefore, the role of first-line salesperson as a bridge between enterprises and customers becomes more important. The salesperson’s duty is to sell the company’s products or services to customers successfully. In their working career, they must continue to face the setbacks of rejection and the pressure of sales targets. The leaders must understand their needs and dissatisfaction, and propose solutions as soon as possible. Balanced Scorecard is a method to measure the feasibility as the enterprise promoting specific plans. Companies can measure the specific plans whether they can be implemented by the financial dimension as well as other three non-financial dimensions including customer, internal processes, learning and growth. Therefore, this study investigated the factors influencing salesperson’s performance in the thermal module industry by Balanced Scorecard. The study found that the indicator of staff turnover rate in learning and growth dimension showed negative correlation. This means that when the organization's staff turnover rate is higher, it is more unfavorable for salesperson promoting, thereby affecting their performance. The indicators of organizational profitability and inventory turnover rate in financial dimension are positively correlated with sales performance, so when the organization has better profitability and inventory turnover rate is higher, the performance of salesperson is better.