Innovative methods of personnel management at an enterprise

The article reveals a contradiction in the formation of labor productivity indicators at the level of the region and a particular commercial enterprise, which lies in the use of the indicator of gross regional product, which is an analogue of value added, in the numerator at the regional level and in the use of sales revenue at the enterprise level. This creates the illusion of a greater personnel efficiency at the enterprise level and leads to using incorrect motivational tools in personnel management. This article presents an innovative approach to personnel management at a commercial enterprise on the basis of improving the system of employee motivation. The principal difference between this system and the existing ones is the use of marginal revenue, rather than sales volume, revenue or profit, as a basis for determining the premium of Sales Department employees. Implementation of this approach required to analyze the range of products sold, which led to a reorientation of sales to the most marginal areas, which had a significant positive impact on the overall profit of the commercial enterprise, the efficiency of sales staff, a certain indicator of productivity on margin income, and their interest in obtaining targeted results of sales activities.