Análise da gestão de desempenho da equipe de vendas da Gráfica ALFA

Abstract

The competitive environment in which companies are embedded and in which they need to survive makes necessary methods efficiently capable of constant improvements in critical areas for the maintenance of the organization's business. In this scenario, the management of the performance of the sales team represents a critical factor for obtaining revenue and continuity of the company in the market contributing to the achievement of the objectives of the organization. The objective of this study is to present the application of performance management in a small company in the graphic industry of João Pessoa, highlighting the main characteristics and tools used in this process. With the results of the research, it was possible to identify the main steps of performance management in the sales sector of the company, the performance indicators used, highlighting the contribution of these elements to the management of the sales team. It can be noticed that the present performance management in the sales sector is oriented towards the achievement of results, directing the sellers to the fulfillment of the established goals.