Research On Customer Manager Compensation System Of W Co.,Ltd.

Internet finance for a new financial industry,since the emergence of our country will enter a high-speed development channel,the community will be the emergence of the balance of the year in 2013 as the first year of Internet finance,2014,various financial,P2 P,The emergence of finance is defined as the Internet financial outbreak.Due to the rapid development of Internet finance,in the aspect of policy supervision,China's Internet financial access mechanism is not standardized and the legal norms are relatively short,so that China's Internet finance travels from the beginning to the gray area of law.In terms of talent,the Internet financial industry talent shortage,from the traditional financial institutions such as banks,securities,or other Internet companies from the transformation of high quality,complex structure.How to attract,cultivate and motivate these talents is every Internet finance company's top priority.As a direct connection between the company and the customer,to create revenue and profit of the account manager,how to motivate them will be the key to business success.First of all,this paper draws on the relevant research of sales staff and commercial bank account manager,analyzes and summarizes the current domestic and foreign portfolio salary structure,performance appraisal,incentive theory and commission literature.Secondly,introduce the basic situation of W company,focusing on W company account manager salary structure,proportion,performance appraisal and other status quo.Then,through interviews,questionnaires and literature analysis and other methods,a comprehensive analysis of W companies in the pay structure,basic salary,performance pay,commission wages four aspects of the problem.Again,from the following four aspects to optimize the pay incentive system.First,through the questionnaire survey,combined with the incentive theory,the Internet financial industry salary data,such as design "Basic salary? Performance-related pay ? Commission" structure ratio;Second,the establishment of the corresponding level of performance standards,timely performance appraisal results and performance indicators 3,combined with the incentive theory,performance management for the performance appraisal process,assessment cycle,assessment indicators,assessment results applied to optimize;Fourth,the proposed salary based on the stock of customer churn rate,the new Increase customer development rate,customer manager time contribution,capital asset prices and other scientific and reasonable design model.Finally,on the basis of the research results,this paper summarizes the implementation effect of the optimized salary incentive system,explains the shortcomings in the research process and puts forward the direction of the follow-up research.