Department manager’s monthly work summary

Monthly work summary of the department manager (general 5 articles)

Time is passing and never stops. A period of work has ended. Looking back on the work during this period, we have gained Quite a lot, shouldn’t it be time to write a summary of your work and record it? What are the characteristics of a good work summary? Below is the monthly work summary of department managers that I collected and compiled (5 general articles). I hope it can help everyone.

Department Manager’s Monthly Work Summary 1

Good results need to be shared in order to provide encouragement. At the same time, this is also conducive to motivating other employees to work together. The work summary will undoubtedly enable a good job to continue. The following is my own summary of xx in 20xx:

First of all, I will summarize the overall environment of the market in xx, such as industry market capacity changes, brand concentration and competition situation, and competitive product market share. Ranking changes, channel model changes and characteristics, terminal type changes and characteristics, consumer demand changes, regional market characteristics, etc., are intended to understand the current status and development trends of the overall market environment and grasp the pulse of the market environment.

Secondly, conduct a thorough analysis of the performance of major competing products on the market in terms of product series, price system, channel model, terminal image, promotion, advertising, marketing team, strategic partners, etc., so as to know your enemy and yourself, and be victorious in every battle. . The purpose is to find excellent marketing models of benchmark companies and explore the gaps and shortcomings between ourselves and benchmark companies.

Finally, it is a summary and analysis of its own marketing work, including sales data, target market share, product portfolio, price system, channel construction, sales promotion, brand promotion, marketing organization construction, marketing management system, Analyze aspects such as compensation and incentives. It is necessary to analyze key items and strive to be comprehensive and systematic. The purpose is to extract the key problems and conduct a preliminary cause analysis, and only then can corresponding solutions be formulated in a targeted manner.

Plan within the strategy, and the decisive victory lies thousands of miles away. Marketing work planning emphasizes thinking first and systematically and comprehensively strategically planning and deploying the company's new monthly overall marketing work. But we also need to understand that the monthly marketing work plan is not a marketing plan, but a strategic work idea written based on the monthly analysis summary. The specific and detailed marketing plan needs to be broken down into quarters or months to formulate. Only in this way can it have practical significance.

Goal orientation is the key to marketing work. In marketing work planning, the first thing to do is to formulate marketing goals, which are specific and digitized goals, including overall monthly sales goals, expense goals, profit goals, channel development goals, terminal construction goals, and staffing. Goals, etc., and break them down in detail. For example, the sales target of terminal products must be broken down into each region, each customer, each system, etc. by item; the sales target for circulation products must be broken down into each region, each customer, etc.

The second is product planning. New product development plans and product improvement plans based on consumer demand analysis; analyze regional leading products through sales data, and formulate regional product sales mix; formulate regional products based on different regional market characteristics and existing customer network resources channel positioning. Then it is necessary to draw up a standardized price system, from the CIF price to the recommended retail price, including the price fluctuation range of all intermediate links. Sometimes it is necessary to formulate a staged price adjustment plan based on the product life cycle. Department Manager's Monthly Work Summary 2

Looking back on a month's work, we can find deficiencies in many aspects.

1. Regional sales and payment collection

Undoubtedly, regional sales performance is the primary issue, and changes in sales performance can also explain many problems, so we often do regional sales The report mainly looks at several figures, regional pure sales data, commercial shipment data and commercial payment collection figures.

In fact, the most important thing is pure sales data, because pure sales are the foundation of sales, and only then can we see the real changes in the market. However, in view of different pharmaceutical marketing models, the acquisition and authenticity of pure sales data are different. The difference is that the pure sales data of the OTC self-operated model are relatively authentic. As long as the chain headquarters provides the monthly purchase data of each store, it is basically pure sales, because the chain and the subordinates will have inventory requirements, buy as much as you sell, and prescription drugs. Self-operated terminal prescription data are generally accurate. It is more difficult to obtain the pure sales data of agents. The secondary pure sales data of general drug circulation is also meaningful.

Generally speaking, commercial shipments can also reflect certain market conditions, and the company level generally looks at shipment numbers. However, if regional shipment numbers change significantly, attention should be paid to whether competing products have changed. , marketing activities, launch of major accounts, changes in sales staff, channel stocking, etc., the sales manager must know it well.

The repayment data reflects the regional business management capabilities. I won’t go into details about this. Managers who are thoughtful can talk about the "month-on-month" and "same-month period" of sales. The former is to explain the continuous changes in months, and the latter is to explain the cumulative changes in the same period. Therefore, some regions have beautiful month-on-month growth, but the same-month period is declining. Yes, there may be a problem!

2. Product development

How does sales performance come about? It is obviously achieved through products. Products mainly focus on two parts. One is large products. And the situation of mature products, because these products often account for a large proportion of sales and are the basis of regional performance. They affect the whole body and cannot cause any problems. Generally, a small increase in mature products is relatively normal, and second-tier products And new products, because this part of the product often determines the increase in sales.

3. Customer development and customer management

In short, a formula can be used to explain the relationship between customers and sales: "Sales performance = number of customers * customer unit output", Therefore, sales from this level only do two things, one is the maintenance and in-depth exploration of old customers, and the other is the development of new customers. There must be a clear explanation of these two things in the monthly sales report. In practice, regional management is the most A common problem is that either the development of new customers is insufficient, resulting in limited increments; the other extreme is that you are busy developing new customers every day and ignore the maintenance of old customers. "The 28/20 rule", these are "taboos" in sales management!

4. Summary and analysis of marketing activities

Marketing activities in pharmaceutical sales are "must" ”, no activity can only rely on the “hard push” of sales staff to start the volume. To a certain extent, marketing activities reflect whether the regional market is “moving”. Marketing activities and customer development are complementary to each other.

Regardless of the pharmaceutical marketing model, marketing activities are a key link in regional sales management, including regional academic activities and customer relations activities for prescription drugs, terminal promotion and training for OTC, and the "three members" of general drugs. Work and terminal activities will basically change as long as you do them. It’s just that the purpose and form of activities at different development stages of different markets and products should be different, so the number, purpose, plan, content, and investment of monthly marketing activities , the effect should all have a summary.

5. Team Building

One of the three things that Teacher Gu mentioned in the previous management behavior of sales managers is "leading the team". The essence of sales is the combat effectiveness of the sales team. , people are the foundation of everything! Therefore, the recruitment and changes of regional personnel, the training and coaching of sales personnel, should be an important part of the regional report. Only talking about business and not about team and management means that regional managers have not yet Complete the transition and transformation from sales to management!

6. Problems and needs

Many sales managers like to "report good news but not bad news". In fact, this is unwise. The market cannot be without difficulties. A single problem does not mean that the market is "too good". In fact, from a company level, the two also want to understand the true situation of the market. Also, asking questions is sometimes an opportunity to make demands and ask for resources. Normally, When it comes to sales, companies are not afraid of resources, but they are afraid of investment but no output! Another situation is asking questions or even complaining every day, which is not good. Simply put, the company arranges for you to solve problems, and there are too many problems. It may mean that your work is not done well, so you should ask questions in the monthly summary, but you still need to be objective! Department Manager’s Monthly Work Summary 3

Now summarize this month’s work as follows:

1. Pay close attention to three main lines

1. Business income is the top priority of the major customer division and is the first main line. Currently, there are 363 large customers in the district. The business income of the large customer segment this year is planned to be 61.68 million yuan. By November XX, the actual performance was 56.05 million yuan. Completed 91 of the full year plan. The existing business income indicator is 57.02 million yuan, and it will reach 51.3 million yuan by the end of December, completing 90% of the full-year plan.

2. Business development is the main engine that drives business revenue growth and is the second main line. The annual plan for fixed-line telephones was 5,245, but 5,250 were actually completed, completing 100 of the annual plan. The fixed-line users developed by our department this year mainly include: Bank of China, Hospital of Traditional Chinese Medicine, etc. In XX, our department also signed 3,000 fixed-line telephone agreements, including 800 for FRS, 500 for CC Group's new factory, and 500 for courts. These projects will be gradually completed at the beginning of XX. At the same time, according to market research, we are also tracking some new projects, such as SD Hotel, YK Co., Ltd., etc.

The annual plan for PHS was 3,360, but 5,023 were actually completed, completing 150 of the annual plan. In terms of business development of PHS, we mainly rely on the good working relationship between account managers and key customers to sell PHS through group purchasing, promotion of virtual Lingtong network and other means.

The annual plan for broadband (type B) was 236, of which 410 were actually completed, and 174 of the annual plan were completed.

The annual plan for broadband (type A) is 800 households, and 1,449 households have been completed, completing 181 of the annual plan.

In terms of B broadband development, there are directly newly added 10m Internet access optical fibers or adsl, and some technology-based networking services have also been developed within large customers. Our department has signed broadband group purchase agreements with Shenda Group, People's Hospital and other units, and successfully completed the Class A broadband quota.

In terms of networking, through the efforts of our bureau, in August XX, a lease agreement for seven long-distance 2m digital circuits was signed with cj. In December XX, a leasing agreement for 25 2m digital circuits in the province was signed with zsy. The above two projects are both authorized by the provincial company and implemented by our department. The successful signing of these two projects has brought glory and glory to our bureau.

3. Service work is the basis for retaining, promoting and stimulating innovation, and is the third main line.

In terms of storage volume, in XX, thanks to the high-quality service of the key account manager, the China Unicom dedicated line of Sanhui Fashion Co., Ltd. was dismantled; in the HL Group, after many rounds of competition with the mobile company, the mobile phone company was successfully The dedicated line was dismantled, and the loss of long-distance calls was reduced overall. There were numerous counter-robbery cases, and finally the loss rate of large customers was ensured to be 1.09, which was lower than the provincial control indicator of 3.

In terms of promoting growth, we have further increased efforts in dismantling machines and connecting them to the grid, and dismantling adsl and installing optical fibers.

In terms of the number of new customers, we tracked new customers and provided services to them as soon as possible, thus forming a good first impression and constantly cultivating loyal new customers for China Telecom. This year, we have successfully signed new customers including brf, wlt, ly, etc. Among them, brf’s communication fee in December has exceeded 60,000 yuan.

2. Adhere to two concepts

1. Adhere to the people-oriented concept internally. Work is done by people, and the quality of work is closely related to people's ability and willingness. In XX, we insisted on conducting regular training for account managers to improve their comprehensive work capabilities and increase the value of talents. At the same time, through effective incentives and other means, the account managers can have a strong desire to do their careers. This year we formulated performance appraisal methods, signed performance contracts, and established an account manager responsibility system. During the implementation process, we widened the distribution gap and made the account managers feel the difference between good and bad work, thus truly motivating them.

2. Externally, we adhere to the concept of customer first and dedicated service.

With the development of the city, many units in the urban area have to be relocated, and at the same time, it is proposed to move the entire network. The account manager has to spend a lot of energy on coordination work, because there is basically no increase in product volume. It is difficult to reflect the results of work into performance, but if the service is not good, the relocation of these units is likely to turn into dismantling the phones and switching to phones from other operators. In this case, we must especially adhere to the concept of user first and attentive service, focus on the overall situation, think about what users think, be anxious about users' needs, and help users solve communication problems in a timely and thoughtful manner. Department Manager’s Monthly Work Summary 4

In order to better carry out the activities of the Safety Production Month in 20xx, our power supply company closely focused on the theme of "Strengthening the Safety Foundation and Promoting Safety Development", and based on the "About Carrying out Safety Production Month" "Notice on the National "Safety Production Month" Activities in 20xx" and related meeting spirit. According to the specific actual situation of our power supply company, a series of activities and safety production publicity have been carried out. The safety production month activities are summarized as follows:

1. Leaders pay attention to it and organizational measures are in place.

In order to strengthen the organizational leadership of this safety month activity and ensure the effective implementation of safety month activities, the company’s deputy manager in charge of safety is responsible for the organization and implementation of this safety month activity. In order to increase the management's awareness of safety month activities, a special mobilization meeting with the theme of "Strengthening the Safety Foundation and Promoting Safety Development" was organized at the regular safety meeting for the supervisors and safety officers of the construction department to learn and launch.

The company manager has given strong financial support to the safety month activities. He has allocated funds for publicity expenses during the safety month and produced three themed banners (front office, chemical water office, steel bar factory). ; Two large banners and slogans (dump machine room, chemical water office), several small slogans, at each construction site; two safety signature posters with warnings and aphorisms, and decided to spend 1,000 yuan every month for safe mobile red flag winning units

2. Carry out various forms of publicity and education activities.

During the activity, we carried out safety signatures and organized employees to conduct safety month education examinations and participate in Jincheng. The Coal Industry Cup National Safety Production Law Popularization Knowledge Competition selects various safety publicity and education activities such as safe and civilized mobile red flags. Based on the characteristics of thermal power construction, we collected information on working at heights, preventing electric shock, preventing mechanical injuries, and preventing habitual violations on site. Relevant safety knowledge promotion materials are distributed to each work team to organize their learning to educate employees on "strengthening safety foundations and promoting safety development" and improving employees' self-protection capabilities.

Through the promotion of safety production month activities, Create a strong safe and civilized construction atmosphere, thereby improving the awareness of safe and civilized construction among all employees.

3. Take the safety month as an opportunity to effectively solve practical problems.

During the safety month activities, all departments, construction departments, and managers at all levels will actually solve several problems during the safety production month activities, and take the implementation of the safety month as the goal. During the Safety Production Month activities, the Safety and Environmental Protection Department did a lot of work and solved a large number of problems. Two special safety inspections were organized to examine and rectify a number of problems and eliminate sources of danger.

Targeted summer flood prevention, wind protection, and lightning protection work are carried out to ensure construction safety during the flood season; on the south side of section D of the 2# coal conveying tunnel, the slope is unstable due to the influence of rain and dynamic load , we took timely measures and made a retaining wall with a length of 17.5m and a height of 5~7m using mortar stones.

Pay close attention to the safety management of high-altitude operations. In view of the large number of high-altitude operations on site and the high risk, we mainly do three things:

1. Collect and distribute relevant high-altitude operation information to each construction team to improve the high-altitude safety knowledge of working employees.

2. The proportion of safety investment has increased, and safety nets and protective nets have been installed in key locations such as the rollover room.

3. Increase on-site monitoring of habitual violations. It is necessary to intensify the punishment and management of habitual violations. Department Manager’s Monthly Work Summary 5

In view of the fact that the short few days at XX last month were not a complete month, and the role is quite special, I would like to summarize the work at XX as a department manager. It’s a bit far-fetched, so here I will first summarize my work and feelings about intellectual property in the past two months. Let me talk about this plan first. I have been leading the department independently as a team leader since March. I have a plan at the beginning of every month. However, as I have been doing sales for a long time, I know that plans cannot keep up with changes and there are many uncertain factors. Therefore, you also need to know how to adapt to changes and be good at catching and exploring things that are not planned. To be honest, in the past, at the beginning of each month, among the customers who might be able to make plans, 50 or even 80 were often unable to go as smoothly as expected, but the final performance was still more than 80% of the planned. These two before and after There are great conflicts and contrasts in data, and the most critical one is unplanned plans; sales cannot be too rigid. In addition to making full use of the resources at hand, you also need to know how to accumulate unexpected resources. , they often bring you a lot of surprises; modern European wars have a reserve army, which we also need in sales. After half a month of hard work, everyone may not have much resources left. Who will be the last to reserve resources? If there are more and can be developed, whoever does it best will win the final victory! Simply put, planning is necessary, but there are many useful things that can be done besides planning, but these are not written on this piece of paper!

On the other hand, from a management perspective, I am very lenient with my employees because I attach great importance to them. I think the way I value them is both wrong and right; my starting point is to make my employees happy at work. , everyone can be closer. I remember B came to my department on the first day and told me that I am a manager who has no airs and is easy to get along with, which makes me very happy. If you take good care of your own employees, the employees will have a good attitude to take care of them. Customers and employees take good care of customers, and the company's performance will also be taken care of. I need to let every employee make money and work happily. Of course, there are mistakes in my approach. The mistakes are: first, sometimes I am too lax, too familiar with the employees in my department, and lack the prestige that a manager should have; second, sometimes I am too protective of them and put all the I take matters into my own hands, I just hope they don't feel too much pressure and can work happily.

Now that I think about it, it seems that this will make them grow too slowly!

In response to the above issues, regarding next month’s plan, in terms of performance, my employees are relatively new and the available resources are compared to other departments. There are relatively few, so the first thing to focus on is the accumulation of customers. For this, an effective supervision and reward and punishment system is needed; in addition, the business needs to be diversified, and we cannot just do the same type of business blindly. As a manager, I will think of ways to try various methods to find more "chips" for the department; next month, the first thing for performance is the accumulation of customers, and the second thing is to make two big orders, so as to sprint Department performance; third, it needs to rely on the development of new business; so my work next month will start from these three aspects. Since I am letting go of the department, I think as long as it is for the benefit of the company, as long as the account can be paid, You can try any method. I firmly believe that there are always more solutions than problems!

From a management perspective, I need to learn from various managers and take the best of them. On the other hand, I need to compare and realize my own The shortcomings, especially the methods for employees, correct yourself and make some changes!

For next month, based on the actual situation of my current department, there are currently three people in my department, and I have initially decided The minimum guarantee task is 30,000, and the sprint is 50,000! For the two months I have now, what I want most is to let them grow up, learn something and gain something next month, whether it is salary Or in terms of ability; for the new people who may be assigned soon, I believe that I will quickly integrate them into my department, and the department will gradually grow; the focus of my training is on A. She lacks self-confidence, but her overall quality is very good. Okay, her mobility is very good, so let her place orders as soon as possible, let her have performance, let her gradually become more confident, and let her try more by herself; as for B, she has just entered this industry, so I won’t do anything about performance in the first month. It’s too demanding, and accumulation is its primary task. The most important thing for telemarketing is to accumulate and do what you should do well, then you will always be a blockbuster; but the work attitude needs to be strict, especially for newcomers, this common sense I understand, and I understand it very well!

Finally, in terms of department construction and performance: I have always been the first, and since March XX, my team has also been is the first, so needless to say, I will still be the first next month. This is my goal and the common goal of our department; in terms of construction, our department will have its own unique department culture and A consistent goal, the goal is everyone's direction, and it is clear what they should do; the culture and slogans will infect everyone around them and drive everyone to work hard. One thing is very important. Everyone in the department has the honor and disgrace of being a member of the department. Views and unity need to be slowly formed through some subtle stimulating behaviors and some driving effects of leaders. This will be the key to the construction of my department!

The above is my job Summary, this is my first time writing this, please correct me if there are any shortcomings! ;