乱弹“绩效管理”
<P>看看学术界，绩效管理工具五花八门。</P><P>看看咨询界，人人都把绩效当成业绩管理的利器。</P>
<P>看看企业界，哪个企业没有搞类绩效管理的东西。</P>
<P>每一次企业诊断，哪个企业没有把绩效考核当成行政处罚。</P>
<P>每一次项目设计，最难的就是与客户沟通绩效管理的理念。</P>
<P>每一次项目总结，总是感觉心身俱疲，方案与实施南辕北辙。</P>
<P> <WBR></P>
<P>我们先看看近几年流行过的绩效管理工具吧：</P>
<P>目标承包责任制</P>
<P>民主评议之德能勤绩</P>
<P>目标管理</P>
<P>KPI</P>
<P>360绩效评估</P>
<P>BSC（战略地图）</P>
<P>EVA</P>
<P>战略绩效管理</P>
<P> <WBR></P>
<P>其实工具无所谓好，无所谓坏。有例为证——</P>
<P> <WBR></P>
<P>军功授爵制——秦孝公</P>
<P> <WBR></P>
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<DIV style="mso-line-spacing: '90 20 0'; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 78%"><SPAN style="POSITION: absolute; FONT-FAMILY: Wingdings; COLOR: #cc9900; FONT-SIZE: 65%; TOP: 0.49em; LEFT: -3.13%; mso-special-format: bullet; mso-color-index: 4">n</SPAN></SPAN><SPAN style="FONT-SIZE: 12pt"></SPAN>
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<DIV style="mso-line-spacing: '90 20 0'; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 67%"><SPAN style="POSITION: absolute; FONT-FAMILY: Wingdings; COLOR: #cc9900; FONT-SIZE: 65%; TOP: 0.49em; LEFT: -3.14%; mso-special-format: bullet; mso-color-index: 4">n</SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">商鞅变法中的</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">军功授爵制度</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">”</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">，按照杀敌数量，将爵位分为</SPAN><SPAN style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-Cn" lang=EN-US XML:LANG="EN-US">20</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">级，分别与士兵的自由民身份、职位晋升、福利待遇作了明确、具体的</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">挂</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">钩</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">”</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">。</SPAN></DIV>
<DIV style="mso-line-spacing: '90 20 0'; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 67%"><SPAN style="POSITION: absolute; FONT-FAMILY: Wingdings; COLOR: #cc9900; FONT-SIZE: 65%; TOP: 0.49em; LEFT: -3.08%; mso-special-format: bullet; mso-color-index: 4">n</SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">该制度规定：秦军士兵斩获敌人两个首级，家人即可获自由民身份，获得田产。杀敌越多，爵位越高，享受的福利待遇就越高，并且这种</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">爵位在秦国可以子子孙孙世袭下去。也难怪秦军士兵作战时总是轻装上阵，左手提着俘虏的首级，右手执刃冲锋。</SPAN></DIV>
<DIV style="mso-line-spacing: '90 20 0'; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-SIZE: 67%"><SPAN style="POSITION: absolute; FONT-FAMILY: Wingdings; COLOR: #cc9900; FONT-SIZE: 65%; TOP: 0.49em; LEFT: -3.05%; mso-special-format: bullet; mso-color-index: 4">n</SPAN></SPAN><SPAN style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"><SPAN style="mso-spacerun: yes"> <WBR></SPAN></SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">军功授爵</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">”</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">，成就了百万虎狼秦军的光辉大业，秦在统一六国的战争中累计杀敌</SPAN><SPAN style="FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial; mso-fareast-language: ZH-Cn" lang=EN-US XML:LANG="EN-US">160</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">余万，最终实现了中华民族历史上第一个统一的国家。</SPAN></DIV>
<DIV style="mso-line-spacing: '90 20 0'; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1"> <WBR></DIV>
<DIV style="mso-line-spacing: '90 20 0'; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">军功授爵制——明万历</SPAN></DIV>
<DIV style="mso-line-spacing: '90 20 0'; mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> <WBR></SPAN>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">明首辅张居正为抵御北部蒙古军队和东部沿海倭寇的袭扰，欲仿效秦军激励机制，实施</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">军功授爵</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">”</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">制，也是按照杀敌数量，按功论赏，企图打造出一支</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">国之利器</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">”</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">的明军。但政策实施后，明军官兵却大量捕杀边境的流民；同时，花钱贿赂负责验证杀敌数量的小吏，采取欺骗</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">的手段获得爵位。</SPAN></SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"> <WBR></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">工具相同，结果迥异的原因何在？</SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"> <WBR></SPAN>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">原因很简单：秦国实施耕战政策，士兵常年征战，不但自己食不果腹，家人尚且为奴，能获取保证世袭的爵位，激励作用相当大；而明朝万历年间，士兵已经成为一个混饭吃的职业，何苦来还要和蒙古骑兵玩命，再加上明朝的</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">“</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">军功授爵</SPAN><SPAN style="FONT-FAMILY: Arial; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">”</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">，缺乏秦时对弄虚作假极为严厉的配</SPAN><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">套惩戒机制，制度失效也就不足为奇了。</SPAN></SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"> <WBR></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">从秦明两代使用的绩效管理工具——军功授爵制，我们可以获取以下启示：</SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">1、人性假设与环境基础</SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">商鞅为何“弃强魏而辅弱秦”？因为，秦魏交锋，秦军士卒死伤者全部胸前中箭。而山东六国呢？不言而喻。商君弃魏辅秦，有一个决定性的因素，即如此秦军，辅以理性人的激励，何愁大业不成。况有，孝公的睿智与大度。</SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">2、绩效管理是一个过程控制</SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">秦军苛政路人皆知，何也？耕战立法后，为避免既得利益者的骚扰，配套了严格的制度体系与纠错方案，类似于西方管理学的“三权分立”，为了强化过程监督，“连坐与株连”都手段都派上了用场。一个好的绩效管理，过程控制一定要严格，而不应该是官面文章。</SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">3、每一个绩效管理工具都有其适用范围</SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">很多企业跟风学术界的绩效管理浪潮，工具频换，目的永远达不成，但可能略有成效，这主要是因为工具适用不当。前述工具按照适用范围主要分为两类：组织绩效与人员绩效。</SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"> <WBR></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026"><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">组织绩效：目标承包责任制、BSC、EVA、战略绩效管理（战略地图）</SPAN></DIV>
<DIV style="mso-margin-left-alt: 216; mso-char-wrap: 1; mso-kinsoku-overflow: 1" V:SHAPE="_x0000_s1026">
<P><SPAN style="FONT-FAMILY: 宋体; FONT-SIZE: 12pt; mso-fareast-font-family: 宋体; mso-hansi-font-family: Arial">人员绩效：民主评议之德能勤绩、目标管理、KPI、360绩效评估</SPAN></P>
<P>而人员绩效按照目的不同又分为两类：为晋升的工具——民主评议之德能勤绩、360绩效评估；为提升的工具——目标管理、KPI。此外，目标管理适用于经营部门（生产、销售等），侧重于结果控制，而KPI则适用于职能管理部门（财务、人力资源等），则重于过程控制。</P>
<P> <WBR></P></DIV></DIV></DIV></DIV></DIV></DIV> <p>有工具还要看是什么人用，这个是最为关键的。</p>
<p> </p>
<p>比如说菜刀，在普通人家手里是切菜的工具，但在抢劫犯手里就是危险的凶器，这并不是菜刀的过错，而是人！</p>
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