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摘要
随着经济全球化的不断深入，我国保险业面临的一个重大战略课题就是如
何对保险代理人员实行有效的管理和激励以达到保险企业业绩的提升，从而获
得持续的竞争优势。但是在现有绩效考核制度下，对保险代理人员的考核只限
于对业绩的考核，不能有效调动营销人员的积极性。因此，建立科学、合理、
有效的绩效考核体系，无论对提高营销人员的积极性和绩效水平，还是实现组
织的目标都显得尤为重要。以新华保险晋中中心支公司代理人员绩效考核体系
为例，沿用发现问题、分析问题、解决问题的思维方式对现阶段绩效考核体制
中存在的问题进行了相关论述。针对代理人员的绩效考核存在的问题，从绩效
考核指标体系设计、绩效周期及关系确定、绩效结果应用、绩效方法确定等方
面，构建了新华保险晋中中心支公司代理人员绩效考核的改进方案。特别是运
用360度考核方法明确了代理人员绩效考核的主体，确定了代理人员的绩效考
核周期，提出了绩效考核的改进方案，年度薪酬奖金的分配，人员晋升与任用
等绩效考核结果的应用体系。并从绩效制度建设、绩效环境建设、绩效文化建
设、信息技术建设等方面构建了新华保险晋中中心支公司代理人员绩效改进方
案实施的保障措施。针对代理人员绩效考核体系的设计，对企业人力资源管理
体系的完善及未来的发展规划具有一定的现实意义，对于提高销售业绩，提高
核心竞争力具有一定的促进作用，同时对同类型企业的绩效考核制度的拟定有
一定的借鉴意义
关键词：保险公司；代理人员；绩效考核；平衡计分卡
Abstract
With the deepening of economic globalization, one of the major strategic issues
facing China's insurance industry is how to effectively manage and motivate
insurance agents so as to improve the performance of insurance companies so as to
achieve sustained competitive advantages. However, under the existing performance
appraisal system, the assessment of insurance agents is limited to the performance
evaluation, and can not effectively mobilize the enthusiasm of marketing personnel.
Therefore, the establishment of a scientific, reasonable and effective performance
appraisal system, whether to improve the enthusiasm and performance level of
marketing personnel, or to achieve organizational goals, is particularly important.
According to Jinzhong branch of Xinhua Insurance Company staff performance
appraisal system as an example, used to discover problems, analyze and solve the
problems of the mode of thinking and discusses the existence of the current
performance appraisal system problems. The problem of performance appraisal for
agents,this paper from the aspects of design, performance evaluation index system,
determine the performance cycle and relationship performance results application and
performance determination method, construction improvement scheme of Xinhua
insurance agency staff performance appraisal. Especially the use of 360 degree
assessment method defines the agent performance evaluation, determine the agency
personnel performance appraisal period, put forward the improvement scheme of
performance appraisal, distribution of annual salary bonus, the application system of
personnel promotion and appointment of performance assessment result. And from
the performance system construction, performance environment construction,
performance culture construction, information technology construction and other
aspects of the construction of Jinzhong branch of Xinhua Insurance Company agent
performance improvement program implementation of safeguards. According to
agency insurance design staff performance appraisal system of the thesis has certain
practical significance to improve the enterprise human resources management system
and future development planning,improving sales performancet, has a certain role
to improve the core competitiveness, has certain reference significance to the
performance appraisal system of the enterprises of the same type at the same time.
Key words: Insurance companies,Agents,Performance appraisal,Balanced
scorecard。