Research On The Construction Of Z Bank Yantai Branch Sales Competency Model

Competency is the basis of employee selection,training,compensation,incentives and backup management.It is divided into two parts: implicit motivation and explicit behavior,namely knowledge,skills,social roles,self-concept,traits and motivation.Based on the competency model,achieving a high degree of adaptation and matching between people and positions helps to bring higher business performance to the company.Based on the competency model,this paper investigates and analyzes the sales staff of Z Bank Yantai Branch.Firstly,the author introduces the theoretical research of competency and competency model,draws on the existing literature,uses behavioral event interview method,expert group discussion method,and combines the human resource structure of Z Bank Yantai Branch to the business characteristics of sales staff.Based on the ability needs,job responsibilities,etc.,the sales force competency model was constructed,which was divided into five levels of the first-level indicator system and 20 levels of the second-level indicator system.Based on the post competency model,the strategy of cultivating the ability system of sales personnel is proposed,including strengthening the recognition of the bank's corporate culture in the direction of professional ability development;optimizing the training system of sales posts,formulating training plans according to the competency module,and adopting flexibility Diverse training methods;implementation of career planning system for bank sales staff,development of employee career evaluation,communication career choice tendency;based on sales performance model to carry out bank performance and compensation management,maximize incentives and enhance sales The mobility of the staff of the post improves performance.The competency model can be used as the basic data for the management of bank sales personnel to guide the whole process of human resource management.