MBA教育中心知识库

    证券行业在改革开放后获得了长足的发展，规章制度得到了不断改进和完善，形成了良好的市场环境。随着证券公司之间竞争的日益激烈，客户经理在帮助证券公司获得维持和开发新客户方面，发挥着重要的作用。而客户经理的绩效考核体系制度的科学性、公平性和合理性，是发挥客户经理工作积极性的一个重要导向，可以激发客户经理的专业能力和市场竞争力，帮助公司取得更好的业绩。

    本文以华龙证券兰州营业部为例，分析了华龙证券兰州营业部架构、兰州营业部人员和客户经理工作状况，结合目前先进的管理理论方法和经验，对华龙证券兰州营业部客户经理考核体系现状做了调查，从调查结果分析出华龙证券兰州营业部客户经理目前绩效考核体系存在绩效考核目标不明确、绩效考核指标比例分配不均、绩效考核流程不全面、绩效考核指标不符合实际等问题，通过对绩效考核体系目标与原则优化、绩效考核体系内容优化、绩效考核体系流程优化、绩效考核体系指标优化，有针对性地提出改进对策，同时提出实施保障策略。

    希望本文的研究，不但可以对华龙证券兰州营业部客户经理考核体系的长期发展有一定的指导价值，同时对证券行业其他公司的客户经理考核评价有一定的借鉴意义。

      After the reform and opening up, the securities industry has made great progress, the rules and regulations have been constantly improved and perfected, and a good market environment has been formed. With the increasingly fierce competition among securities companies, customer managers play an important role in helping securities companies to obtain, maintain and develop new customers in the current market competition. The scientificity, fairness and rationality of the performance appraisal system of the customer manager is an important guidance to give play to the work function of the customer manager. It can stimulate the customer manager's professional ability and market competitiveness, and help the company to achieve better performance.

    Taking Hualong Securities’Lanzhou Sales Department as an example, this article analyzes the structure of Hualong Securities’ Lanzhou Sales Department, the working conditions of Lanzhou Sales Department personnel and account managers, and combines the current advanced management theories and methods and experience to analyze the status of Hualong Securities’ Lanzhou Sales Department’s Customer Manager Assessment System We conducted a survey and analyzed from the results of the survey that the current performance appraisal system of the account manager of Hualong Securities Lanzhou Sales Department has problems such as unclear performance appraisal goals, uneven distribution of performance appraisal indicators, incomplete performance appraisal procedures, and performance appraisal indicators that are not in line with reality. By optimizing the objectives and principles of the performance appraisal system, optimizing the content of the performance appraisal system, optimizing the process of the performance appraisal system, and optimizing the indicators of the performance appraisal system, targeted improvement countermeasures are proposed, and the implementation guarantee strategy is proposed.

      It is hoped that the research of this paper can not only have a certain guiding value for the long-term development of customer manager assessment system of Hualong securities company, but also have a certain reference significance for the assessment and evaluation of customer managers of other companies in the securities industry.