Staff Productivity Analysis of Mass Segment in Bank’s Retail Block

Employee’s performance is the most important quality indicator of bank efficiency. This work is devoted to revealing relationships between sales managers’ performance and different factors. The work analyzes the performance of 1015employees. All data provided by PAO Sberbank, in particular by West-Ural Bank. The data represented by panel. In this paper several hypotheses have been put forward, some of which found their scientific evidence, and some have not been confirmed. During the work it was found that plan for sales managers is established not in pieces, but in conditional products. Regarding the methodology OLS method was applied in the analysis. In the research four different models were considered. In the one model the dependent variable is actual sales. In other three models there are the number of sold loans and deposits and cards as dependent variables. In all models, the following variables were independent: client flow, age, education, experience, the level of household income, the bonus rate and geographical location. The study turned out that the weak performance of employees affected by client flow and geographical location. The biggest impact has the bonus rate and work experience in the position, while education does not affect the performance.