梅河口支行客户经理绩效考核中存在的问题及解决对策.doc

中 文 摘 要 绩效考核是商业银行治理机构的重要组成部分，它对提高商业银行经营业绩，激 发员工工作积极性，有着重要的意义。客户经理作为商业银行员工中不可缺少的一部 分，是商业银行产品销售与管理的专职人员，客户经理手中掌握着丰富的客户资源， 并具备较高的业务素质和客户服务能力，是商业银行员工中流动性较大的一部分，如 何建立起科学、公正、高效的客户经理绩效考核体系，是商业银行面对更加激烈的市 场竞争的需要。本文以梅河口支行现行客户经理绩效考核为例，研究梅河口支行客户 经理考核现状，分析了梅河口支行对客户经理绩效考核中存在的考核指标中无利润指 标、考核指标未关注外部环境变化及客户经理考核基础不对等、存在不公平因素等问 题。并在原有考核方案的基础上，基于平衡记分卡理论，提出搭建科技平台完善客户 经理考核，顺应环境变化、适时调整目标值，对客户经理实行区别对待、加快实行客 户经理制等合理化建议和解决方案。 通过本文的研究，从实践角度，一方面对梅河口支行现行客户经理考核制度进行 完善，用以改进工作。另一方面为从事支行管理工作的人员，提升实操管理水平、提 高经营业绩、构建一套高效的客户经理队伍提供一些帮助。  关键词: 梅河口支行  客户经理  绩效考核 I Abstract Performing evaluation is the key part of commercial banks＇governing organs, which is very important for improving commercial banks＇operating performance and stimulating the staff＇s activities. Customer manager, a very important role in the staff of commercial banks, is the person with high professional competence and service ability, who is responsible for selling and managing bank products, and controls the rich customer resources. How to build scientific, impartial and efficient performing evaluation system for customer manager is commercial banks＇need to face much fiercer market competition. The article takes the example of existing performing evaluation of customer manager of Merhekou Branch, which studies the status quo and deficiencies of the performing evaluation. For example, the deficiencies of evaluation contain non-profit measurements, ignore the changes of external environment and bases on inequality to evaluate and so on. Above all, the article provides reasonable suggestions and solutions such as building the technology platform, adjusting the goal as the environment changes, evaluating the customer manager differently and implementing customer manager system. On one side, practically, the article helps to perfect evaluation system for the customer manager of Merhekou Branch, and to improve the working methods. On the other side, it helps the management of branch to upgrade their management level, advance their busines