对商业银行客户经理绩效管理的思考

Reflections on the Performance Management of Customer Managers in Commercial Banks

银行传统的客户经理管理模式存在着明显的不足:考核范围不清晰,考核导向不明确,考核指标不完善,忽视绩效计划的制订环节,轻视管理过程中辅导、沟通的作用,追求量化指标,轻视过程考核,否认主观因素的积极作用。完善商业银行客户经理的绩效管理,可以通过以下方法来进行改善:确立清晰、合理、有效的绩效考核模式,绩效管理中激励内容和激励方式要恰当;重视面谈沟通;管理者注意维护组织信用,以有助于完善商业银行客户经理绩效管理。

The traditional customer manager management mode in banks has noticeable defects,i.e.the assessing scope and orientation are unclear,the assessing indicators are incomplete,the planning of performance scheme and the guiding and communicative functions of management are ignored,quantitative assessment far outweighs the formative one,and the positive functions of subjective factors are denied.The following measures are designed to improve the performance management of customer managers in commercial banks：performance assessment mode should be set clear,reasonable and effective,and the incentive items and methods should be appropriate;face-to-face communication should be emphasized;directors should pay attention to corporate credit,which contributes to improving the performance management of customer managers in commercial banks.