The Research On X Securities Company Counter Staff Performance Management And Incentive System

After 20 years of development, China’s securities market structure and operating mechanism have been gradually improved. As the most important intermediary agencies in the market, securities companies now focus on developing their own core competitive advantages rather than reducing brokerage charge because of more fierce competition. In order to provide high quality of customer service while cutting down labor costs, X Securities Company is continuously exploring the approach to improving the efficiency of business processes and human capital. According to customer-facing counter staff, their performance management and incentive system have significantly lagged behind and have a negative effect on the efficiency and motivation. As a result, X Securities Company urgently needs to choose proper performance management and incentive system based on the characteristics of the industry and counter duties.This paper firstly starts from theoretical analysis of performance management and incentive system, and then sums up the shortage of X Securities Company counter staff performance management and incentive system in view of the survey and interviews. Secondly, Key Performance Indicator (KPI) and 360-degree evaluation are used to optimize performance evaluation indexes of different posts of counter staff, while salary-spiritual-balanced method is applied to improve the incentive system. At the same time, the securities market fluctuations and regulatory policies implementation are also taken into account for the purpose of objectivity.Thirdly, this paper makes some recommendations on the implementation process of the performance management and incentive system, including paying attention to employee engagement, performance communication and the rationality of performance targets. Finally, this paper discusses the application of counter staffs performance assessment results in business fluctuations and organization efficiency improvement. These discussions will lay the foundation for the further study on the efficiency of the securities Companies’ counter employees.The main innovations of this paper is to creatively apply the securities market fluctuations and regulatory policies implementation to the counter staff performance management, in order to make the management system of counter employee better reflect the characteristics of the securities industry.