Insurance Company Performance Tracking Form

Marketing team building and management

Marketing work mainly includes: performance management, business promotion, training plans, headcount management, overall employee compensation system, daily management, and expense management.

1. Daily management

(1) Morning meeting management

Basic procedures: morning greeting → roll call → news broadcast → good news report → experience sharing → special lecture → Government order promotion → Relaxing activities → End

(2) Attendance management

1. Attendance: refer to the previous model

2. Activity management: we Divide marketers into four categories:

Poor performance, good performance

Low activity, living dead, scarecrows

High activity, newborn calf, team star

*The key indicator of activity management is: number of pieces per capita

The problems behind this indicator are: 〈1〉, meaning (laziness, recognition) 〈2〉, skills (customer development, combination Ability, success rate, facilitation)

3. Workplace layout: <1>, wall charts of various performance appraisal indicators <2> CI wall charts <3> workplace motivation wall charts <4> office desks, chairs and bonsai decorations < 5> Communication aids: ① Projector ② Slides ③ Whiteboard ④ Morning exercise music player ⑤ Card phone ⑥ File cabinet

4. File management: 〈1〉Basic information of employees 〈2〉Each Personnel performance distribution progress (including each employee’s weekly signing status and insurance type distribution, timely communication and guidance) <3> Handling fee settlement

2. Business promotion (sales)

(1) ) The starting point of business promotion:

1. Personal goals and income;

2. Promotion and assessment;

3. Rewards and competition;

4. Various festivals and anniversaries;

5. Combined with large-scale company activities.

(2) Opportunities to promote business

1. Morning meeting 2. Business commendation meeting 3. Special festivals 4. Update ranking list, honor list and performance schedule

< p>(3) Rewards

1. Reward methods: 〈1〉Money, material------direct, stimulating〈2〉Praise and commendation------low cost, satisfaction <3>Training, education------confidence, growth

2. Intangible rewards: <1>Public praise at morning meeting <2>Establish ranking list and performance schedule <3> Award "Today's Star", "This Week's Champion", "Monthly Ace" and other honorary titles

3. Low-cost rewards: <1> Cash <2> Certificates, medals <3> Books <4> Food < 5> Take a photo with the leader<6> Special poster<7> Honorary T-shirt (with company logo)

(4) Business promotion and momentum

<1>, Workplace atmosphere layout< 2〉, Slogan 〈3〉, information, battle report 〈4〉, prizes, medal display 〈5〉, promotion conference

3. Performance management

(1) Main tasks of the marketing team Business indicators

1. Performance indicators: Team<1>Weekly performance evaluation<2>Monthly performance evaluation<3>Quarterly performance evaluation<4>Annual performance evaluation

2. Human resources indicators : Individual<1>Effective increase rate<2>Team building scale<3>Branch manager job responsibilities and authority

3. Performance ranking: <1>Personal performance ranking<2>Branch team performance Ranking<3>Ranking of labor competitions by insurance types

(2) Project management

1. Goal management: plan and implement action plans around business goals at each stage;

2. Time management: <1> Phased labor competition <2> Arrange work goals in weekly, monthly and quarterly plans;

3. Customer management: <1> Register customer insurance information< 2〉Regular or irregular follow-up visits (telephone calls, door-to-door visits)〈3〉Full-process service for major customers

IV. Training and lectures (main training)

The main work content of the main training:〈 1〉Market contact〈2〉Organize training〈3〉Business supervision〈4〉Develop business promotion plan〈5〉Team culture construction

1. Market contact:〈1〉Exhibition and accompanying exhibition〈2〉Assistance Increase staff <3> Market research <4> Collect industry and peer information

2. Organize training: <1> Topic <2> Training <3> Target audience <4> Location <5> Key content < 6〉Training activities〈7〉Training methods〈8〉Teachers and auxiliary equipment

3. Business supervision:〈1〉morning meeting arrangement, attendance management〈2〉hosting meetings, report management〈3〉Operation Analysis and tracking of indicators<4>Promotion and promotion of marketing plans<5>Workplace layout

4. Team culture construction:<1>Workplace layout<2>Professional ethics education<3>Inspiring morale<4 〉Create team spirit 〈5〉 Promote and implement company systems

5. Increase staff

(1) Essential factors for effective staff increase: 〈1〉 Planned staff increase: Target quantification <2> Continuously implement the plan: action is not as good as heartbeat <3> Positive attitude <4> Establish a record of additional employees <5> Develop an implementation plan for additional employees

(2) Standards for additional employees: < 1>Proactive<2>Diligent<3>Responsible<4>Good affinity<5>Perseverance<6>Helping<7>Good at communication<8>Good connections

(3) Increase Member path:

1. Cause method: <1> Relatives, classmates, friends, old colleagues <2> People with similar interests <3> Customers <4> People you need to know in daily life

2. Center of influence: <1> People with power, power and status in society <2> People with influence in society <3> People who often come into contact with the above two types of people in their work

4> People who have extensive contact with the public professionally <5> Large policy holders 3. Company behavior: <1> Adding employees in the talent market <2> Advertising to increase employees

(4) Adding employees Interview content: 1. Explain the business remuneration and promotion conditions 2. Explain the salesperson welfare plan 3. Explain the salesperson’s job responsibilities 4. Inform the candidate of the company’s expectations of him 5. Review the department’s standard operating procedures and business philosophy 6. Describe the position Overview of pre-training

VI. Cost management

(1) Daily chores: 1. Workplace layout 2. Purchase of training auxiliary equipment 3. Employee birthday and holiday gifts 4. Workplace telephone< /p

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(2) Business incentive fee: It depends on the business situation at each stage.

(3) Subsidies for branch managers and main trainers

(4) Team activity management expenses

7. Salary management

(1) Basic salary: 〈1〉Probationary period salary〈2〉Salary after passing the probation period assessment〈3〉Full-time staff salary〈4〉Part-time staff salary〈5〉Supervisor salary

*Adopt the minimum standard ( That is, the guaranteed salary) is linked to performance. Every time the premium increases by 1 standard, the salary increases by a fixed amount.

(2) Performance commissions and rewards: 〈1〉The same standard payment as for company employees by insurance type 〈2〉Year-end premium ranking reward 〈3〉Labor competition reward

(3) Rewards for additional employees:

1. The introducer is entitled to a training allowance of 20% of the new employee’s monthly basic salary for one year;

2. The introducer is entitled to the new employee’s actual business performance for each transaction A management subsidy of 0.5% of the premium will be collected;

3. The introducer only enjoys the above two rights of the new person directly introduced by himself.

(4) Team management:

1. When an employee and his or her additional employees (the total number reaches 8 people, including more than 5 full-time staff), the monthly cumulative When the total premium received reaches more than 200,000 yuan (inclusive) for three consecutive months, the employee can apply to establish an independent marketing branch, and the additional personnel will belong to the department and enjoy the benefits of branch managers;

< p>2. Branch manager remuneration: basic salary + position allowance + team performance allowance + business commission + reward;

3. Team performance allowance:

<1> (for individuals) (Department manager) When the team performance in the quarter reaches 500,000 yuan (inclusive), 0.3% of the actual premiums will be given to the branch manager;

<2> (Team) The team performance in the quarter reaches 500,000 yuan (Inclusive) When above, the team fee will be 0.5% of the actual premium paid.

8. Social Security

Basic social medical security will be provided to all full-time personnel who have passed the probationary assessment.

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Sales Department Marketing Team Building Report Material

< p>China People's Property and Casualty Insurance Company XX people. The sales department is the grassroots company with the largest business scale in our city, with premium income of XXXX million yuan in 2006. Our department has been awarded the advanced grassroots party organization and advanced party branch of provincial and municipal companies from 2002 to 2006. In 2004, the provincial Youth League Committee named it "Youth Civilization". In 2005, it participated in the Changzhi City Labor Competition and won the Changzhi City Labor Competition. The third prize of the Municipal Labor Competition Committee’s Economic and Technological Company New Collective. In 2006, it again passed the honorary title of “Youth Civilization” in the provincial “Youth Civilization” acceptance. In 2006, while focusing on the construction of the marketing team, our department’s marketing The team achieved high scores and ranked among the best, making the company's marketing team one of the top 20 in the province, and won the honorary title of "Benchmark Team" in the province. In April 2007, it was awarded the honorary title of "May 4th Red Flag League Organization" in 2006 by the China People's Property Corporation. In the first half of 2007, he won the Compulsory Traffic Insurance Business Labor Competition Benchmark Award, the Auto Insurance Business Development Pioneer Award, the Business Development Outstanding Contribution Award, and the Overall Business Development Pioneer Award in the municipal company labor competition, winning first and second place respectively.

In the past few years, PICC has gone through a series of organizational changes such as shareholding reform and institutional division. However, under the correct leadership of the General Manager Office of the Municipal Company Party Committee, our department has closely focused on "management, efficiency, and service." , development", adhere to the "market-oriented, customer-centered" enterprise spirit of "realism, integrity, hard work and innovation", facing the fierce competition environment of many insurance companies in the market, the manager's office always adheres to People-oriented, we pay close attention to team building, pay attention to the development and training of the marketing team, and strive to create a team spirit of unity, advancement, and courage to contribute, and have achieved rapid business development, allowing our marketing team to continue to grow and develop steadily. Exploring the marketing path in practice is what we have considered and done the most in recent years. How to create a standardized team and realize all-employee marketing has become the top priority of the leadership team for many years, and integrate management, service and business into the construction of a standardized team.

Below we will report on our specific work in creating a team as follows:

1. Strengthen organizational leadership and improve the awareness of all employees

In order to consolidate the results of last year’s creation activities and further improve our We will strengthen our competitive advantages and move towards becoming a national exemplary benchmarking team. Since the beginning of this year, our company’s managerial office has always prioritized the creation of a national exemplary benchmarking team. It has formed a system where the party, government, and league work together to focus on first-class management, strengthen organizational leadership, assign responsibilities to people, and have clear goals, forming a top-down team. Grasp the good situation of *** management, so that all the work over the past year has been implemented. Specific measures:

1. First of all, we strengthened the organizational leadership and put the creation work at the top of daily work. The main leaders comprehensively grasped it, the managers in charge specificly grasped it, and the office carried out supervision and inspection, so that our company formed a top-down approach. The good situation of *** management has enabled our marketing management work to be implemented.

2. Assign an undergraduate student to be in charge of marketing work, breaking the situation in previous years where there was too much talk and not enough implementation.

3. Build confidence, improve the awareness of all employees, and call on all employees to actively participate in the establishment of a benchmark marketing team to increase awareness and correct attitudes.

2. Improve rules and regulations, formulate incentive measures, and ensure the healthy development of the marketing team

If you want to have a team with good ideas, strong work style, refined business quality, and a well-trained team, there is no Strict management systems and assessment mechanisms are not enough, but systems alone are not enough to manage salespeople, because insurance salespeople come from different industries, and some have never even participated in the work. How to manage this team well so that they can We love the insurance marketing industry and are able to achieve results. The key issue before us is not to change jobs in the competition in the insurance market. Over the past year, we have felt that in order to develop and cultivate a good marketing team, we must be people-oriented and use humanized management to unite people's hearts and encourage our employees to love their positions, their companies, their collectives, and their dedication to their duties. Serving the people.

After several years of practice, it is very important to use what kind of system regulations and incentives to manage marketers, and the management system must be suitable for marketing, that is, it has an motivating effect and a binding effect. , in our work, we combined the "Individual Sales Agent Management Measures" issued by the municipal company and the actual situation of the company to timely formulate and improve the company's various internal control systems. First of all, we start with personnel management, including organizational setup, recruitment of marketers, signing contracts, etc. Second, start with management requirements and put forward requirements for marketers in terms of attendance, study, group activities, etc. Third, in terms of remuneration, base salaries are paid to marketing personnel according to different levels. Fourth, reward upgrades. At the end of the year, salespeople, marketing team leaders, marketing section chiefs, and marketing managers will be automatically upgraded from low to high based on performance, and rewards will be given based on rank.

RMB 50,000 to 100,000 for the marketing team leader;

RMB 100,000 to 300,000 for the marketing section chief;

300,000 yuan The above is the marketing manager.

Those with more than 1 million yuan are the marketing department managers.

Fifth, in terms of welfare benefits; the company opens pension insurance accounts for marketing personnel, and pays pensions to marketing personnel at the end of each year in accordance with regulations and deposits them into the pension account. Sixth, conduct year-end assessments of marketing personnel every year from aspects such as execution systems, performance, customer service, etc., and put the assessment results into individual marketing files.

3. Do a good job in building corporate culture and enhance team cohesion and combat effectiveness

Successful companies benefit from a successful culture, and the core of corporate culture is the work of uniting people. Only by improving the corporate culture can the enterprise be full of vitality and the team have strong vitality and combat effectiveness. Over the past year, our department has always given top priority to the construction of corporate culture, with the specific goal of "building a first-class image, creating first-class performance, and building a first-class team". First of all, we put spiritual culture first, regularly organize employees to conduct training and study, replenish spiritual food, and set every Friday as a learning day, which plays a positive role in improving employees' theoretical, legal, business, and cultural knowledge. Strive to build the sales department into a learning, organized, diligent and pragmatic team. Adhere to the morning meeting system and stick to it.

All employees attend the morning meeting at 7:50 every morning, making full use of the morning meeting to organize work, exchange ideas, and share experiences. The morning meeting enhances collective cohesion and cohesion; builds a corridor culture, hangs famous sayings, and motivates employees at all times. Working hard and constantly striving for self-improvement have mobilized the enthusiasm and creativity of all employees; secondly, we have carried out the construction of behavioral culture. In order to closely integrate corporate culture construction and business development, simple business work becomes lively, solid and effective. Our department often uses our spare time to organize some active and healthy cultural and sports activities to enhance employees' confidence in the company. Every year on the "July 1st" Party birthday, "National Day" and other holidays, we have to organize commemorative activities, especially every year After the Spring Festival, all employees must be organized to carry out a variety of cultural and artistic programs, and actively participate in the cultural performances organized by the city company. Through various activities, the employees' lives are enriched, the understanding and friendship between employees are enhanced, and the Increase the company's centripetal force and cohesion. The third is to pay attention to the construction of material culture. As the largest brand in the insurance industry, the construction of the image project of PICC is particularly important. For this reason, our department has made the image project the backbone. According to the team acceptance standards and the current situation of our department, although the office space is small, we make full use of every A space provides a fitness room and break room for employees. When you walk into our spacious and bright activity room, you will definitely be infected by a warm, harmonious, healthy and uplifting atmosphere. It records every detail of our employees’ daily lives. When employees are running around on business, working overtime, or feeling unwell, they can use it to relax their body and mind and relieve fatigue. The company has also set up a staff restaurant for employees and provides them with free breakfast. This comprehensively strengthens the cultural construction of the corporate world, enhances team cohesion and improves combat effectiveness. Our goal is to make every employee feel the warmth and peace of a big family. Truly treat the company as your own home and treat your colleagues as your brothers and sisters.

3. Based on your own duties, create a first-class team and provide first-class services

The development of the company is ultimately reflected in the society In terms of efficiency, maintaining a positive attitude and building an image is a systematic project to shape the corporate image. Our department often carries out short-term labor competitions in various forms and contents in stages, and carries out the "Youth Civilization" activity all year round, specifically focusing on four aspects: First, create a new visual image of the company, and integrate the PICC company's signs, logos, and " The plaque of "Youth Civilization" is hung in a conspicuous place; second, do a good job in workplace construction. The introduction of insurance types, policyholders' instructions, service supervision desk, etc. were all put on the wall; a claim settlement suggestion box and supervision telephone number were set up. In order to further play the role of the window and create a good PICC "gold medal service", the construction of the business hall was strengthened, and a dedicated A customer rest area has been established, equipped with rest chairs, water dispensers, disposable drinking cups, pen, ink and paper utensils. It also provides customers with audio and television, creating a beautiful office environment for customers, allowing customers to stay in the business hall. The third is to create a first-class team and carry out the "Gold Medal Service" activity. The service procedures have been standardized, civilized language has been used, the first-inquirer responsibility system has been implemented, and green channels have been developed. Service guides and guidance desks are set up in the business hall. All staff are uniformly dressed and wear badges when working, so as to provide warm reception and be civilized and courteous. Fourth, a questionnaire for soliciting opinions is issued to customers every year. Each salesperson will collect the questionnaire and store it in the team building file of the sales department.

Over the past few years, we have provided first-class services to policyholders and society with thoughtful services and reasonable prices.

4. Develop the marketing team and strive to move towards the national benchmark team

Since the establishment of the benchmark team, we have achieved initial results and have a certain scale in developing the marketing team. The business has also achieved steady development and has a complete set of management methods and rules and regulations.

However, we feel that for the long-term stability and development of the marketing team, it is not enough to rely on the existing things. Especially in this period of economic development and in today's fierce competition among many insurance companies, relying only on spirit is not enough. Now We often feel that it is difficult to develop a large marketing team. Costs are tight. Some incentive measures cannot be implemented and some large team activities cannot be carried out. Secondly, marketers focus on performance but not on learning. Training and learning are still more than just going through the motions. We still need to learn more. We must work hard on training, and we need to continuously improve and summarize the assessment and incentive mechanism in practice. In future work, we must continue to conscientiously implement the spirit of the superior company and conscientiously study the "17th National Congress of the Communist Party of China" The line, principles, and policies combine theory and practice, truly integrate theory into our actual work, and truly enable our department to embark on a marketing path that continues the past and open up the future, and strives to become a "national benchmark team" as soon as possible.

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