基于团队管理模式的大客户经理激励体系研究

客户经理在商业银行中的地位极其重要,大客户随客户经理流动而流失的风险日益显著。本文针对传统大客户经理管理中一对多的模式,提出了多对多的大客户经理团队管理理念,并在此基础上给出了完整的绩效考核体系。另外,本文还给出相关性质的理论推导,并通过了实证检验,结论表明,新的管理模式较传统模式更为行之有效。

The paper studies the problem of the customers losing with the customer-managers leaving. Based on the one-to-many mode of traditional Key Account Management's (KAM), the paper brings forward the theory of many-to-many mode of key customer-manager team, and an advanced comprehensive performance assess system. The theoretical and empirical research follows. The conclusion indicates that this manage mode is more effective than the traditional one.