The Incentive Mechanism Of The Customer Relationship Managers In China Bank, Shenzhen Branch

Though the analysis of the current incentive mechanism of thecustomer relationship managers in China Bank, Shenzhen Branch, Thisresearch discovered the current problems as well as provides practicalsolutions.Along with the effectiveness of the customer relationship managersystem in the domestic commercial banks, the customer relationshipmanager team plays a more and more important role for the developmentof the commercial banks. How to manage the team? What incentivemechanism to be implemented to motivate the managers to make efforts,which have become an understudying problem.Based on the thought on the theories of incentives, principal-agenttheory, the author believes that there are 3 major problems existing incurrent incentive mechanism of the customer relationship managers inChina Bank, Shenzhen Branch. Firstly, the current system focuses on theaccomplishment of the tasks, and the short-term economic KPIs, lackingthe motivation on how to aim at the long-term benefit of the bank.Secondly, the current incentive system is not in accordance with marketeconomy and banks' development, for it's not scientific and suitable.Thirdly, the current incentive system lacks the support of scientificperformance management evaluation system. And salaries are not firmlyassociated with the result of performance appraisal. By analyzing the current problems of incentive mechanism of the customer relationshipmanagers, the author provides a new way of incentive mechanism: findout the one who should be mostly activated; apply the incentivemechanism correctly; set a position-salary system to deploy bank staffs bymarket mechanism; develop great performance evaluation system forcustomer managers.