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2020年济南国寿销售管理人员绩效考核方案设计DOC

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题目:济南国寿销售管理人员绩效考核方案设计 专业:工商管理 学员姓名:姜艳 导师姓名:张根能副教授 答辩日期:2006.9 学员签名:姜施 导师签名叹库立及为莽 摘要 在当今的知识经济时代,企业战略资源的竞争基础己由物质资源竞争转化为人力资 源竞争,对人力资源的科学开发和利用成为各个企业获取竞争优势!取得成功的重要法 宝绩效考核是人力资源管理的一个重要组成部分,它已成为企业培育竞争优势!获取 核心竞争力的战略性举措,其建立的有效性决定了人力资源管理的有效性但是,建立 一套与企业自身情况相适应的绩效考核体系一直是国内外企业发展过程中普遍遇到的 一个比较棘手的问题,建立和完善科学合理的绩效考核体系是很多企业人力资源开发与 管理的当务之急为此,本文对济南国寿销售管理人员绩效考核方案进行了全面系统的 设计 本文在深入探讨绩效考核理论的基础上,分析了济南国寿销售管理人员绩效考核的 现状,指出了存在的问题;以公司总体目标为指导方向,以设立岗位职责为基础,采用 关键绩效指标法(KPI),设计并提出了销售管理人员岗位关键绩效指标的绩效考核方案 在此方案中,对济南国寿销售管理人员绩效考核指标的选择!权重分配!考核标准的设 定!绩效合同的设计以及方案的实施进行了比较详细的论述,并提出了绩效考核方案的 实施建议,以期解决现存的考核指标权重分配缺乏科学依据!绩效结果反馈与指导不足 等问题,以提高济南国寿的人力资源管理水平 =关键词>人力资源管理绩效考核关键绩效指标 =报告类型>应用研究AbstraCt Title:ThePerformanceassessmentdesignforthesalesmanagement staffoftheChinaLifeInsuranceCo.Ltd.JjnanBranchCom钾ny Major:Busines,Administration Author:JiangYan- SuPervisor:ZhangGenneng RePlyDate:2006.9 5ignature: 5ignature: Intoday,5eraof Abst怕Ct knowledge一driveneeonomy,theeomPetitionforthe resourcehasalreadyehangedfrommaterialresoureeeompetitionto lpetition,theseieniifiedeveloPmentandutilizationofh切叮anresource eoreeomPetitiveness. builduPandPerfeetthePe而rmaneewithrationalseieneeandapPraisalthesystem. Therefore,thePaperdesignedthePerformanceassessmentforthesalemanagementstaffof theChinaLifeInsuraneeCo.Ltd.JinanBranehComPanyeomPrehensively. Onthebasisofin一dePthdiseussiononPedbrmaneeassessmenttheory,thePaperhas analyzedtheeurrentsituationofperformanceassessmentofthesalemanagemenistaffofthe ChinaLifeInsuraneeCo.Ltd.JinanBranehComPanyandPoiniedouttheextantProblems. HavingtakentheeompanyoverallgoalastheinstruetivedireetionandthePostresPonsibility asthefoundation,havingadoPtedtheKeyPerformaneeIndieator(KPI),theauthorhas designedandadvaneedthePerformaneeassessmentProjeetofthepostkeyPerformanee indieatorforthesalemanagementstaff*InthisProjeet,theauthorhasgivenmoredetailed exPositionsontheseleetionofPe而rmaneeassessmentindieatorsofthesalemanagement staff,theweightdistribution,theereationofassessmenteriteria,theimPlementationofthe ProgramandthedesignofPerformaneecontract,thenProPosedimPlemeniarysuggestionof thePerformaneeassessmeniProgram,whiehaimstosolvingtheProblems,suchastheweight settingofindieators,lackofseientifiebasisandtheinsuffieiencyofPerformaneeresult feedbaekandinstruetion,50astoenhaneethelevelofhumanresourcesmanagementofthe ChinaLifeInsuraneeCo.Ltd.JinanBranehComPany. [Keywords1Humanresourcesman眼ementPe而rmaneeassessment即x =介PeofThesis]Applieationstudy目录 目录 1导论........./.................................................................................................................1 1.1报告选题背景...............,.....................................................................................1 1.2研究意义............................................................,........................................1 1.3研究内容及框架...........................................,#2 2理论综述,0...0..,0..............00..,0.............................../.....0,0/.0二/二/.0.4 2.1人力资源和人力资源管理.......................................................................................4 2.2绩效和绩效考核.............................................5 2.2.1绩效的含义...................................................................................................-.,5 2.2.2绩效考核的含义!重要性和功能..................................................................,.5 2.2.3绩效考核发展概况............................................................................................6 2.3绩效考核的方法.................................................................,...............................9 2.3.1绩效考核的一般方法............................................9 2.3.2目标管理..........................................................................................................11 2,3.3平衡计分卡......................................................................................................14 2.3.4关键业绩指标...........................................................................................,16 3济南国寿销售管理人员绩效考核方案设计背景./0//0/,0/.0/.0./00..,0//0二/,18 3.1人寿保险行业背景分析.........................................................................................18 3.2济南国寿简介.......,.......................................,#19 3.2.1公司简介.....................................................................,..............................19 3.2.2组织结构..........................................................................................................20 3.2.3人员构成及其考核状况........................................................................,...21 3.3济南国寿销售管理人员绩效考核现状.................................................................22 3.4济南国寿销售管理人员绩效考核中存在的问题.................................................24 3.4.1考核指标权重分配缺乏科学依据..................................,.........................24 3.4.2二级考核形同虚设........................................................................24 3,4.3忽视员工绩效对组织的贡献度......................................,.........................24 3.4.4绩效结果反馈与指导不足..........,........................................,..............25 3.4.5刚性的制度设计使公司成为损失的最终承担者..........................................25 4济南国寿销售管理人员绩效考核方案设计./.0.,//二0....0..,//..0/.0二~一,.26 4.1销售管理人员绩效考核方案概述.........................................................................26 4.1.1销售管理人员的岗位特点.......................................................,................26 4.1.2实施销售管理人员绩效考核的目标..............................................................26 4.1.3销售管理人员绩效考核应坚持的原则..........................................................26 4.2销售管理人员绩效考核方案设计思路.....,.....................................................27 0八00-,q,一4.3销售管理人员关键绩效指标的设计 4.3.1关键绩效指标概述西安理工大学工商管理硕士学位报告 4.3.2关键绩效指标设计的理念和原则..................................................................29 4.3.3关键绩效指标的设定.....................................................................#....30 4.4确定不同指标的权重分配,.,..二二,.............,...,...............,.,33 4.4.1权重分配的意义和应遵循的原则...........................,.............,.......,.,33 4.4.2确定权重的步骤..............................................................33 4.5确定绩效考核标准......................................................#...#34 4.6绩效合同设计.................,.............,.........................................................37 4.6.1绩效合同的基本概念...,二,..,.,..二............,#.,37 4.6.2绩效合同的内容.............................................................#37 4.7绩效考核方案的实施.................................,.,#37 4.7.1实施绩效考核的时间!频率和方式.,二,.........................................................37 4.7.2被考核者与考核者.......,............,..#38 4.7.3自我评估..........................................................................................................38 4.7.4直接主管或各类数据来源者考核.........................,..................................38 4.7.5签订绩效合同,...........................................,......................#.#39 4.7.6绩效考核结果的等级设定...............,.................................................,39 4.7.7实施绩效考核的步骤.............................................#40 5济南国寿销售管理人员绩效考核方案的实施建议二0//0.000./000.000////00.///0.0.43 5.1完善绩效考核的组织保证体系.............................................................................43 5.2提高员工对绩效考核工作的认同度.....................................,.........................43 5.3加强相关人员的培训.............................................................................................44 5.4重视绩效考核基础信息的采集.............................................................,.........45 5.5加强有效的双向沟通..............................................#,#46 5.6重视绩效考核结果的应用...,...........................................................................47 6结论.0.0,00.0.00二0.0.0,00.0,/二0//../0000.0.00./.00000.0二00/0.00.0二48 致谢二/.0..0./.0...........0.,.........................0././.00/0二/0./.,///0./.0.49