{"id":2461,"date":"2019-06-02T14:53:35","date_gmt":"2019-06-02T11:53:35","guid":{"rendered":"https:\/\/super-news.info\/vi\/giao-kpi-cho-nhan-vien-ngan-hang-theo-loi-nhuan-tai-sao-khong\/"},"modified":"2019-06-02T14:53:37","modified_gmt":"2019-06-02T11:53:37","slug":"giao-kpi-cho-nhan-vien-ngan-hang-theo-loi-nhuan-tai-sao-khong","status":"publish","type":"post","link":"https:\/\/super-news.info\/vi\/giao-kpi-cho-nhan-vien-ngan-hang-theo-loi-nhuan-tai-sao-khong\/","title":{"rendered":"Giao KPI cho nh\u00e2n vi\u00ean ng\u00e2n h\u00e0ng theo l\u1ee3i nhu\u1eadn: T\u1ea1i sao kh\u00f4ng?"},"content":{"rendered":"

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C\u00f3 hay kh\u00f4ng b\u1ec7nh th\u00e0nh t\u00edch trong vi\u1ec7c giao KPI c\u1ee7a m\u1ed9t s\u1ed1 ng\u00e2n h\u00e0ng?<\/b><\/p>\n

M\u1eb7c d\u00f9 h\u1ea7u h\u1ebft c\u00e1c ng\u00e2n h\u00e0ng hi\u1ec7n nay \u0111\u1ec1u \u0111\u00e3 ho\u00e0n thi\u1ec7n v\u00e0 v\u1eadn h\u00e0nh b\u1ed9 KPI cho nh\u00e2n vi\u00ean. Tuy nhi\u00ean, c\u00f3 m\u1ed9t th\u1ef1c t\u1ebf l\u00e0 \u0111\u00e2u \u0111\u00f3 v\u1eabn c\u00f2n “b\u1ec7nh th\u00e0nh t\u00edch” c\u1ee7a c\u00e1c nh\u00e0 b\u0103ng trong vi\u1ec7c giao KPI. C\u1ee5 th\u1ec3: <\/p>\n

Th\u1ee9 nh\u1ea5t, \u0111\u1ed1i v\u1edbi ch\u1ec9 ti\u00eau huy \u0111\u1ed9ng: nhi\u1ec1u ng\u00e2n h\u00e0ng v\u1eabn giao theo doanh s\u1ed1 t\u0103ng (c\u00f3 th\u1ec3 l\u00e0 t\u0103ng r\u00f2ng ho\u1eb7c t\u0103ng theo th\u00e1ng). T\u0103ng r\u00f2ng ngh\u0129a l\u00e0 s\u1ed1 d\u01b0 t\u0103ng sau khi \u0111\u00e3 tr\u1eeb s\u1ed1 d\u01b0 gi\u1ea3m trong th\u00e1ng. C\u00f2n s\u1ed1 d\u01b0 t\u0103ng \u0111\u01a1n thu\u1ea7n l\u00e0 ch\u1ec9 quan t\u00e2m \u0111\u1ebfn s\u1ed1 t\u0103ng m\u1edbi m\u00e0 ch\u01b0a tr\u1eeb s\u1ed1 d\u01b0 b\u1ecb gi\u1ea3m. Tuy nhi\u00ean, d\u00f9 l\u00e0 s\u1ed1 d\u01b0 t\u0103ng r\u00f2ng hay t\u0103ng chung chung th\u00ec \u0111i\u1ec1u quan tr\u1ecdng l\u00e0 c\u00e1c ng\u00e2n h\u00e0ng v\u1eabn ch\u01b0a quan t\u00e2m \u0111\u1ebfn l\u1ee3i nhu\u1eadn mang l\u1ea1i c\u1ee7a kho\u1ea3n ti\u1ec1n g\u1eedi m\u00e0 nh\u00e2n vi\u00ean ti\u1ebfp th\u1ecb \u0111\u01b0\u1ee3c. V\u00ed d\u1ee5: ch\u1ec9 ti\u00eau giao d\u1ecbch vi\u00ean l\u00e0 t\u0103ng 2,5 t\u1ef7 \u0111\u1ed3ng\/th\u00e1ng, th\u00ec nh\u00e2n vi\u00ean n\u00e0o \u0111\u1ea1t con s\u1ed1 tr\u00ean th\u00ec coi nh\u01b0 ho\u00e0n th\u00e0nh k\u1ebf ho\u1ea1ch th\u00e1ng. <\/p>\n

Nh\u01b0ng \u0111i\u1ec1u quan tr\u1ecdng \u1edf \u0111\u00e2y l\u00e0 nhi\u1ec1u nh\u00e0 b\u0103ng v\u1eabn ch\u01b0a quan t\u00e2m \u0111\u1ebfn vi\u1ec7c nh\u00e2n vi\u00ean huy \u0111\u1ed9ng 2,5 t\u1ef7 th\u00ec t\u01b0\u01a1ng \u1ee9ng ph\u1ea3i mang l\u1ea1i t\u1ed1i thi\u1ec3u bao nhi\u00eau l\u1ee3i nhu\u1eadn. Ch\u00ednh v\u00ec v\u1eady, m\u1edbi c\u00f3 t\u00ecnh tr\u1ea1ng b\u1eb1ng nhi\u1ec1u c\u00e1ch nh\u00e2n vi\u00ean \u0111\u1ea9y l\u00e3i su\u1ea5t huy \u0111\u1ed9ng l\u00ean m\u1ee9c t\u1ed1i \u0111a \u0111\u1ec3 c\u1ed1t y\u1ebfu huy \u0111\u1ed9ng cho b\u1eb1ng \u0111\u01b0\u1ee3c s\u1ed1 ti\u1ec1n g\u1eedi n\u00e0o \u0111\u00f3. Vi\u1ec7c giao KPI theo doanh s\u1ed1 k\u00e9o theo t\u00ecnh tr\u1ea1ng c\u1ea1nh tranh n\u1ed9i b\u1ed9, ch\u1ea1y \u0111ua ch\u00e0o m\u1eddi l\u00e3i su\u1ea5t m\u00e0 kh\u00f4ng quan t\u00e2m nhi\u1ec1u \u0111\u1ebfn k\u1ef9 n\u0103ng b\u00e1n h\u00e0ng, thuy\u1ebft ph\u1ee5c v\u00e0 ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng. Th\u1eadm ch\u00ed c\u00f3 nh\u1eefng m\u00f3n ti\u1ec1n g\u1eedi hu\u1ec1 v\u1ed1n ho\u1eb7c th\u1eadm ch\u00ed l\u1ed7, nh\u01b0ng m\u1ed9t s\u1ed1 nh\u00e2n vi\u00ean ng\u00e2n h\u00e0ng v\u1eabn c\u1ed1 h\u00ec h\u1ee5c huy \u0111\u1ed9ng cho b\u1eb1ng \u0111\u01b0\u1ee3c. M\u1ed9t nh\u00e2n vi\u00ean huy \u0111\u1ed9ng s\u1ed1 ti\u1ec1n \u00edt h\u01a1n nh\u01b0ng c\u00f3 l\u00e3i su\u1ea5t th\u1ea5p v\u1eabn c\u00f3 th\u1ec3 mang l\u1ea1i l\u1ee3i nhu\u1eadn cao h\u01a1n kho\u1ea3n ti\u1ec1n huy \u0111\u1ed9ng l\u1edbn nh\u01b0ng th\u1ecfa thu\u1eadn l\u00e3i su\u1ea5t cao v\u1edbi kh\u00e1ch h\u00e0ng. <\/p>\n

Th\u1ee9 hai, \u0111\u1ed1i v\u1edbi ti\u1ec1n vay: t\u01b0\u01a1ng t\u1ef1 nh\u01b0 ti\u1ec1n g\u1eedi, m\u1ed9t s\u1ed1 ng\u00e2n h\u00e0ng v\u1eabn giao KPI cho nh\u00e2n vi\u00ean theo s\u1ed1 d\u01b0 t\u0103ng tr\u01b0\u1edfng th\u00f4 m\u00e0 ch\u01b0a quan t\u00e2m nhi\u1ec1u \u0111\u1ebfn l\u1ee3i nhu\u1eadn mang l\u1ea1i. Ng\u01b0\u1ee3c v\u1edbi ti\u1ec1n g\u1eedi, \u0111\u1ed1i v\u1edbi cho vay nh\u00e2n vi\u00ean ng\u00e2n h\u00e0ng c\u1ee9 l\u00e3i su\u1ea5t n\u00e0o th\u1ea5p nh\u1ea5t th\u00ec \u01b0u ti\u00ean ch\u00e0o kh\u00e1ch h\u00e0ng. V\u00ec c\u1ed1t y\u1ebfu nh\u00e2n vi\u00ean t\u00edn d\u1ee5ng c\u0169ng ch\u1ec9 mu\u1ed1n cho vay \u0111\u1ec3 \u0111\u1ea1t doanh s\u1ed1 h\u01a1n l\u00e0 t\u00ednh \u0111\u1ebfn hi\u1ec7u qu\u1ea3 mang l\u1ea1i. M\u1eb7c d\u00f9 hi\u1ec7n nay c\u0169ng \u0111\u00e3 c\u00f3 m\u1ed9t s\u1ed1 ng\u00e2n h\u00e0ng r\u00e0ng ti\u00eau ch\u00ed l\u1ee3i nhu\u1eadn \u0111\u1ed1i v\u1edbi nh\u00e2n vi\u00ean t\u00edn d\u1ee5ng, nh\u01b0ng th\u1ef1c t\u1ebf kh\u00f4ng nhi\u1ec1u ng\u00e2n h\u00e0ng th\u1ef1c hi\u1ec7n giao KPI theo margin l\u1ee3i nhu\u1eadn khi cho vay. <\/p>\n

X\u00e9t tr\u00ean b\u00ecnh di\u1ec7n ri\u00eang \u1edf hai m\u1ea3ng kinh doanh quan tr\u1ecdng nh\u1ea5t c\u1ee7a c\u00e1c ng\u00e2n h\u00e0ng l\u00e0 huy \u0111\u1ed9ng v\u00e0 cho vay, n\u1ebfu b\u1ed9 KPI ch\u1ec9 giao theo doanh s\u1ed1 th\u00f4 (doanh s\u1ed1 ch\u01b0a t\u00ednh \u0111\u1ebfn l\u1ee3i nhu\u1eadn mang l\u1ea1i), t\u1ea5t y\u1ebfu v\u1ec1 l\u00e2u d\u00e0i s\u1ebd l\u00e0m gi\u1ea3m hi\u1ec7u qu\u1ea3 ho\u1ea1t \u0111\u1ed9ng c\u1ee7a ng\u00e2n h\u00e0ng. V\u00ec c\u00f9ng l\u00fac, c\u00e1c nh\u00e2n vi\u00ean ng\u00e2n h\u00e0ng c\u1ee9 huy \u0111\u1ed9ng v\u1edbi l\u00e3i su\u1ea5t cao nh\u1ea5t v\u00e0 cho vay th\u00ec \u01b0u ti\u00ean l\u00e3i su\u1ea5t th\u1ea5p nh\u1ea5t. V\u00e0 c\u1ee9 nh\u01b0 th\u1ebf, \u0111\u01b0\u01a1ng nhi\u00ean l\u1ee3i nhu\u1eadn t\u1ed5ng th\u1ec3 c\u1ee7a m\u1ed9t ng\u00e2n h\u00e0ng s\u1ebd th\u1ea5p. <\/p>\n

Th\u1ee9 ba, \u0111\u1ed1i v\u1edbi c\u00e1c s\u1ea3n ph\u1ea9m, d\u1ecbch v\u1ee5 kh\u00e1c nh\u01b0 kinh doanh v\u00e0ng, ngo\u1ea1i t\u1ec7, thanh to\u00e1n qu\u1ed1c t\u1ebf, bancassurance,…th\u00ec vi\u1ec7c giao KPI theo l\u1ee3i nhu\u1eadn c\u00f3 ph\u1ea7n d\u1ec5 th\u1ef1c hi\u1ec7n h\u01a1n so v\u1edbi huy \u0111\u1ed9ng v\u00e0 cho vay. Tuy nhi\u00ean, tr\u00ean th\u1ef1c t\u1ebf b\u1ed9 KPI c\u1ee7a c\u00e1c ng\u00e2n h\u00e0ng v\u1eabn c\u00f2n giao theo doanh s\u1ed1 t\u0103ng tr\u01b0\u1edfng, c\u00f2n l\u1ee3i nhu\u1eadn mang l\u1ea1i n\u1ebfu c\u00f3 giao c\u0169ng l\u00e0 l\u1ee3i nhu\u1eadn ch\u01b0a tr\u1eeb c\u00e1c kho\u1ea3n chi ph\u00ed c\u00f3 li\u00ean quan. V\u00ed d\u1ee5: \u1edf m\u1ed9t ng\u00e2n h\u00e0ng A giao ch\u1ec9 ti\u00eau cho nh\u00e2n vi\u00ean kinh doanh v\u00e0ng l\u00e0 doanh s\u1ed1 mua b\u00e1n l\u00e0 25.000 l\u01b0\u1ee3ng v\u00e0ng v\u00e0 l\u1ee3i nhu\u1eadn mang l\u1ea1i l\u00e0 600 tri\u1ec7u \u0111\u1ed3ng ch\u1eb3ng h\u1ea1n. Tuy nhi\u00ean, l\u1ee3i nhu\u1eadn 600 tri\u1ec7u \u0111\u1ed3ng c\u0169ng l\u00e0 l\u1ee3i nhu\u1eadn ch\u01b0a tr\u1eeb r\u1ea5t nhi\u1ec1u kho\u1ea3n chi ph\u00ed ph\u1ee5c v\u1ee5 cho c\u00f4ng t\u00e1c mua b\u00e1n v\u00e0ng nh\u01b0: chi ph\u00ed v\u1ed1n, t\u1ed3n qu\u1ef9, chi ph\u00ed l\u01b0\u01a1ng nh\u00e2n vi\u00ean v\u00e0 c\u00e1c kho\u1ea3n chi ph\u00ed c\u00f3 li\u00ean quan kh\u00e1c,… <\/p>\n

KPI theo l\u1ee3i nhu\u1eadn \u2013 T\u1ea1i sao kh\u00f4ng?<\/b> <\/p>\n

Nhi\u1ec1u ng\u00e2n h\u00e0ng c\u0169ng \u0111\u00e3 \u0111\u1eb7t v\u1ea5n \u0111\u1ec1 v\u1ec1 vi\u1ec7c tri\u1ec3n khai KPI theo l\u1ee3i nhu\u1eadn. Th\u1ef1c t\u1ebf, vi\u1ec7c giao KPI theo l\u1ee3i nhu\u1eadn kh\u00f4ng h\u1ec1 \u0111\u01a1n gi\u1ea3n. Tuy nhi\u00ean, n\u00f3i nh\u01b0 th\u1ebf kh\u00f4ng c\u00f3 ngh\u0129a l\u00e0 kh\u00f4ng th\u1ec3 th\u1ef1c hi\u1ec7n \u0111\u01b0\u1ee3c. <\/p>\n

C\u1ee5 th\u1ec3, khi giao b\u1ed9 ch\u1ec9 ti\u00eau cho m\u1ed9t nh\u00e2n vi\u00ean kinh doanh, c\u00e1c ng\u00e2n h\u00e0ng ho\u00e0n to\u00e0n c\u00f3 th\u1ec3 t\u00ednh to\u00e1n \u0111\u01b0\u1ee3c 1 nh\u00e2n vi\u00ean kinh doanh ph\u1ea3i t\u1ea1o ra l\u1ee3i nhu\u1eadn bao nhi\u00eau\/th\u00e1ng \u0111\u1ec3 v\u1eeba c\u00f3 th\u1ec3 t\u1ef1 tr\u1ea3 l\u01b0\u01a1ng cho m\u00ecnh, tr\u1ea3 l\u01b0\u01a1ng cho c\u00e1c nh\u00e2n vi\u00ean h\u1ed7 tr\u1ee3 v\u00e0 ph\u1ea7n c\u00f2n l\u1ea1i \u0111\u1ea3m b\u1ea3o l\u1ee3i nhu\u1eadn cho ng\u00e2n h\u00e0ng sau khi tr\u1eeb t\u1ea5t c\u1ea3 c\u00e1c chi ph\u00ed c\u00f3 li\u00ean quan. Mu\u1ed1n v\u1eady, c\u00e1c ng\u00e2n h\u00e0ng ngo\u00e0i vi\u1ec7c giao doanh s\u1ed1 t\u0103ng tr\u01b0\u1edfng, ph\u1ea3i r\u00e0ng bu\u1ed9c m\u1ee9c l\u1ee3i nhu\u1eadn t\u1ed1i thi\u1ec3u mang l\u1ea1i t\u1eeb doanh s\u1ed1 t\u0103ng tr\u01b0\u1edfng \u0111\u00f3. V\u00ed d\u1ee5: KPI c\u1ee7a nh\u00e2n vi\u00ean kinh doanh l\u00e0 \u0111\u1ea1t doanh s\u1ed1 X huy \u0111\u1ed9ng, Y d\u01b0 n\u1ee3 v\u00e0 Z l\u1ee3i nhu\u1eadn. Theo b\u1ed9 KPI n\u00e0y, ngo\u00e0i vi\u1ec7c ho\u00e0n th\u00e0nh X, Y, th\u00ec nh\u00e2n vi\u00ean ph\u1ea3i \u0111\u1ea3m b\u1ea3o \u0111\u1ea1t Z l\u1ee3i nhu\u1eadn. N\u1ebfu ho\u00e0n th\u00e0nh doanh s\u1ed1 X, Y nh\u01b0ng ch\u01b0a \u0111\u1ea1t l\u1ee3i nhu\u1eadn th\u00ec b\u1eaft bu\u1ed9c nh\u00e2n vi\u00ean ph\u1ea3i t\u0103ng c\u01b0\u1eddng s\u1ed1 d\u01b0 huy \u0111\u1ed9ng v\u00e0 cho vay l\u00ean \u0111\u1ec3 c\u00f3 th\u1ec3 \u0111\u1ea1t m\u1ee9c Z l\u1ee3i nhu\u1eadn. <\/p>\n

Nh\u00ecn chung, b\u1ed9 KPI c\u1ee7a nh\u00e2n vi\u00ean c\u00e1c ng\u00e2n h\u00e0ng \u0111\u1ec1u \u0111\u1ed3 s\u1ed9, l\u1ea5p l\u00e1nh v\u1ebb h\u00e0o nho\u00e1ng \u0111\u1ebfn ng\u1ed9t ng\u1ea1t, g\u00e2y \u00e1p l\u1ef1c n\u1eb7ng n\u1ec1 cho kh\u00f4ng \u00edt nh\u00e2n vi\u00ean ng\u00e2n h\u00e0ng. Nh\u01b0ng c\u00e1c nh\u00e0 b\u0103ng h\u00e3y nh\u00ecn nh\u1eadn l\u1ea1i t\u00ednh hi\u1ec7u qu\u1ea3 c\u1ee7a b\u1ed9 KPI \u0111\u00f3 nh\u01b0 th\u1ebf n\u00e0o. N\u1ebfu KPI kh\u00f4ng giao theo l\u1ee3i nhu\u1eadn r\u00f2ng mang l\u1ea1i cho nh\u00e2n vi\u00ean th\u00ec th\u1eadt kh\u00f3 \u0111\u1ec3 \u0111\u00e1nh gi\u00e1 ch\u00ednh x\u00e1c m\u1ee9c \u0111\u1ed9 \u0111\u00f3ng g\u00f3p th\u1ef1c c\u1ee7a t\u1eebng nh\u00e2n vi\u00ean. \u0110\u01b0\u01a1ng nhi\u00ean, \u0111\u1ed1i v\u1edbi c\u00e1c b\u1ed9 ph\u1eadn v\u1eadn h\u00e0nh, b\u1ed9 ph\u1eadn h\u1ed7 tr\u1ee3 th\u00ec kh\u00f4ng th\u1ec3 giao KPI theo l\u1ee3i nhu\u1eadn. M\u00e0 c\u00e1c nh\u00e2n vi\u00ean kinh doanh ph\u1ea3i g\u00e1nh c\u1ea3 ph\u1ea7n ch\u1ec9 ti\u00eau l\u1ee3i nhu\u1eadn trong KPI c\u1ee7a m\u00ecnh \u0111\u1ec3 b\u00f9 \u0111\u1eafp c\u00e1c kho\u1ea3n chi ph\u00ed l\u01b0\u01a1ng cho nh\u00e2n vi\u00ean b\u1ed9 ph\u1eadn back office. <\/p>\n

Vi\u1ec7c giao KPI theo l\u1ee3i nhu\u1eadn mang l\u1ea1i l\u00e0 ho\u00e0n to\u00e0n c\u00f3 th\u1ec3 th\u1ef1c hi\u1ec7n \u1edf c\u00e1c nh\u00e0 b\u0103ng. V\u1ea5n \u0111\u1ec1 l\u00e0 c\u00e1c ng\u00e2n h\u00e0ng c\u00f3 c\u00f3 d\u00e1m m\u1ea1nh d\u1ea1n b\u01b0\u1edbc ra kh\u1ecfi c\u0103n b\u1ec7nh th\u00e0nh t\u00edch, ch\u1ea1y theo doanh s\u1ed1 \u0111\u1ec3 t\u1ea1o \u0111\u00e0 cho nh\u00e2n vi\u00ean ng\u00e2n h\u00e0ng c\u00f3 n\u0103ng l\u1ef1c th\u1eadt s\u1ef1 \u0111\u01b0\u1ee3c th\u1ec3 hi\u1ec7n v\u00e0 \u0111\u01b0\u1ee3c \u0111\u00e1nh gi\u00e1 \u0111\u00fang v\u1ec1 hi\u1ec7u qu\u1ea3 b\u00e1n h\u00e0ng, c\u0169ng nh\u01b0 l\u1ee3i nhu\u1eadn mang l\u1ea1i cho ng\u00e2n h\u00e0ng? <\/p>\n<\/div>\n

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[ad_1] C\u00f3 hay kh\u00f4ng b\u1ec7nh th\u00e0nh t\u00edch trong vi\u1ec7c giao KPI c\u1ee7a m\u1ed9t s\u1ed1 ng\u00e2n h\u00e0ng? M\u1eb7c d\u00f9 h\u1ea7u h\u1ebft c\u00e1c ng\u00e2n h\u00e0ng hi\u1ec7n nay \u0111\u1ec1u \u0111\u00e3 ho\u00e0n thi\u1ec7n v\u00e0 v\u1eadn h\u00e0nh b\u1ed9 KPI cho nh\u00e2n vi\u00ean. 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