摘要 当前,保险公司在城市里争人才一!抢市场,同业竞争已经到了白热化阶段 现代社会中企业竞争的日益加剧,竞争环境的复杂性和不确定性也不断增加, 人才是企业最为宝贵的资源,尤其是作为金融机构之一的保险公司,由于其产 品的无形性及非必需性使得销售其产品的一保险代理人,成为保险公司的一个 核心的部分,保险公司在我国还是新兴的产业,在人力资源的开发和管理上仍 存在许多问题,离现代企业的要求相距甚远如何对保险销售团队进行有效的 管理是现代保险企业不断探索的问题如何对保险销售团队进行有效管理,一 方面可以成为他们的评价!奖惩!淘汰与晋升的重要依据,一方面可以帮助他 们进行分析和总结以提高业绩 本文在对国内外相关绩效考核理论研究的基础上,运用定量与定性分析! 理论认证与实践调查!横向比较和纵向对比等方法对保险公司绩效考核问题进 行了研究由于为保险公司的主要核心团队,本文重点对保险行业的绩效考核 现状进行了调查分析基础上,归纳分析保险行业的特点,探讨了保险行业绩效 考核中的不公正!指标量化!绩效考核系统的建设!绩效考核有效利用等方面 均存在的不足依据绩效考核相关理论制订了保险行业的绩效考核新的构建原 则,阐述了保险行业的考核指标!考核内容与考核权重,完善了保险行业的绩 效考核的实施前准备!考核结果的反馈!配套的薪酬制度等实施步骤 最后,本文以A寿险分公司的绩效考核为例,对本文的研究结果进行了验 证与实践分析在分析该公司绩效考核的现状和绩效考核存在问题的基础上, 通过重新确定A公司绩效考核指标!绩效考核标准!绩效考核权重!绩效考核 量表!绩效考核的程序以及绩效考核结果的运用的体系设计,对A寿险分公司 绩效考核指标及方案进行构建 关键词:国有保险公司;销售人员;绩效考核;方案;设计Abstraet ABSTRACT AtPresel飞t,theinsuranceeo一nPanyeon1Petitionhasreaehedawhite一hotstage. 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Key!V6rds:Insuraneesalesstaff;PerformanceapPraisal: 川 多目录 第1章 1.1 1.2 1.3 1.5 第2章 2.1 今一气8勺勺乙山 2.4 第3章 11.勺乙八j弓J乃J勺8 第4章 4.1 4.2 绪论..........................................................................................................1 选题背景..................................................................................................1 课题意义.................................................................................................4 国内外研究现状......................................................................................4 1.3.1国外研究现状................................................................................4 1.3.2国内研究现状................................................................................5 研究内容及技术路线..........................:.............................................6 1.4.1研究内容...............................................................,..................6 1.4.2技术路线........................................................................................7 主要创新点..............................................................................................7 相关理论概述..........................................................................................9 绩效考核的内涵及目的..........................................................................9 2.1.1绩效考核的内涵............................................................................9 2.1.2绩效考核目的................................................................................9 绩效考核内容........................................................................................10 常用的绩效考核方法............................................................................10 2.3.1平衡计分卡法..............................................................................10 2.3.2关键业绩指标法..............,.....................................................12 2.3.33600考核法....................................................................................13 指标权重确定的方法............................................................................14 国有保险公司销售人员绩效考核现状分析........................................16 国有保险公司发展现状.......................................................................16 国有保险企业销售人员绩效考核现状................................................18 保险行业销售人员绩效考核中存在的问题......,...........................21 保险行业销售人员绩效考核体系的构建与实施................................24 保险行业销售人员绩效考核的构建思路............................................24 绩效考核指标的确定...................................................................,..24目录 4.2.1指标确定依据与方法.......................................................-....24 4.2.2指标体系选择流程......................................................................25 4.2.3指标体系确定..............................................................................26 4.2整体方案的构建............................................................................;.31 4.2.1绩效考核实施前的准备..............................................................32 4.2.2方案实施的反馈措施..................................................................33 4.2.3方案实施的激励措施..................................................................33 第5章A寿险分公司销售人员绩效考核的案例研究....................................34 5.IA寿险分公司概况.................................................................................34 5.2A寿险分公司销售人员绩效评价体系现状........................................乃 5.2.1现有绩效管理方案描述-..............................................................35 5.3方案中存在的主要问题...............................................................;..36 5.4A寿险分公司销售人员绩效考核发展新思路......................................38 5.5A寿险分公司销售人员绩效考核指标及方案的构建.........................38 5.5.1KPI指标体系选择.....................................................................39 5.5.3评级标准......................................................................................43 5.6考核方案实施保障措施........................................................................44 第6章结论及展望............................................................................................47 6.1结论........................................................................................................47 6.2展望........................................................................................................47 致谢...........................................,......................,.......................................49