How to track performance?

Life insurance business starts from meeting, so tracking should also start from meeting. In addition to some routine requirements of meeting management, such as adequate preparation before the meeting, meeting records and post-meeting evaluation, there are some special requirements for meeting tracking:

(1) The meeting should be held at different levels. At the level of the municipal branch, meetings such as brainstorming meeting for senior managers, kick-off meeting, business analysis meeting at various stages, regular meeting for marketing management cadres and regular meeting for group training were held, and the Division held kick-off meeting, morning meeting for daily supervisors, one or two morning (evening) meetings, Nissin follow-up meeting, celebration meeting, experience sharing meeting, group training meeting for part-time lecturers and employees who have not broken zero.

(2) unify the meeting mode, improve the meeting efficiency, speak with data, and focus on finding problems, implementing responsible persons, and proposing solutions. Especially in the analysis meetings at all levels, the debriefing personnel are required to report one day in advance according to the standard "debriefing template", and those who fail to pass must go back and do it again, and gradually develop good work habits;

(3) Through the daily Nissin follow-up meeting, ensure the completion of the day (performance trend of the day/performance forecast of tomorrow/cause analysis), so that all marketing management cadres and supervisors can truly feel the seriousness and tension of management.

(4) Do a good job in creating self-atmosphere for various follow-up meetings, such as preparing banners and slogans (unite as one, help each other in the same boat, share weal and woe, and break the gold with one heart). It is necessary to reflect the atmosphere of "follow-up" from both the hard and soft aspects of the meeting.

Sms tracking

SMS tracking is one of the most effective business tracking methods at present. Through the platform of "enterprise short message mass sending system" established by the company, the government orders, information and battle reports of the company and business units can be sent to all business partners in time and effectively, which breaks through the bottleneck of insufficient coverage and relative lag of the company's office automation system (OA) and makes business tracking truly "perfect combination of time and space". Key points of SMS tracking:

(1) Establish personnel groups, such as training group, management cadre group and supervisor group. It can not only "prescribe the right medicine" for different levels, but also save the cost of mass sending;

(2) Choose a good short message writer. In addition to having a certain writing skill, it is more important to understand the tracking points at different time points and the incentive methods of different people;

(3) Establish SMS tracking package step by step. Generally, there are four types of trace messages:

① Incentive category: I wish you and your team a quick and rich FYC in the "Earthshaking" action and have a fat year! Happy! There is no limit to merit! Happy! It will reach 1 10,000 on the 5th!

② Moving shift: The light is on, and strong cold air is coming to our city. At this moment, maybe you are still on the battlefield! At the same time remind everyone, please don't forget to add clothes and shirts to keep warm and cold. Guys, thank you for your efforts!

(3) Battle Report: Good news: He Xiaobo, a partner of Fire Phoenix Newcomer Special Training Camp, won a big order of 94,000 yuan.

④ Notification category: Today is the first battle day. We/kloc-meet at 0: 00, waiting for hope, waiting for warmth, waiting for blessings, wishing each of our partners a bright sword and a bright future.

(4) Pay attention to the reply information and deal with the rejection information or business problems in time. Sometimes, because the telephone information is wrong, some partner numbers that have left the company may still remain in the mass sending system and should be eliminated in time. In addition, pay attention to the frequency and time of sending short messages in groups. Too many, too excessive and too late mass texting will turn into "harassing short messages" that everyone shouts.

Telephone tracing

Telephone tracking is characterized by fast, convenient and direct communication (compared with SMS). The script of telephone tracing should be drawn up in advance, which generally includes four points: greetings/how are things going? /What support do you need? /encourage, continue to work hard! It is best to be familiar with some telephone communication skills, such as greeting, praising, listening, judging the environment, listening to voiceover, etc.

OA tracking

OA tracking refers to business tracking by using office automation system or enterprise BQQ system. Compared with other methods, OA tracking is weak in timeliness (the tracked person may not go to see OA in time) and narrow in coverage (limited to company management), but its biggest advantage is large-capacity information support. Tracking is not unilateral coercion, but two-way communication, and OA tracking can play a dual role of tracking and support.

Dialogue tracking

Performance is pursued and talked about, especially when company executives participate in conversation tracking, which has the best effect. There are two main ways of conversation tracking: one is debriefing, where management cadres and supervisors of business units with good or poor performance are appointed every once in a while, and they report to their superiors in a "one-on-one" way to tell their achievements, problems, reasons and improvements; The second is "nail house" conversation. Any team will have some "nail houses" who always can't keep up with the beat and like to create negative effects. But these people often have certain merits and qualifications, so it is difficult to deal with them directly. This requires "leapfrog talks." Ask the company executives to come forward and talk to him about reason, principle, discipline and care.

Assessment and early warning

The basic law is the fundamental law of marketing, and tracking naturally needs the help of power. Evaluation and early warning tracking can stimulate the internal flow of supervisors and business partners, and should be regarded as a long-term basic project. However, due to its long-term nature, it has not attracted as much attention as some short-term tracking methods, and the information technology support of some units is not in place, which has not played its due role in tracking. Judging from the tracking effect of assessment and early warning, the supervisor should pay special attention to maintaining the early warning and the early warning of newcomers becoming full members.

Settle a dispute

There are always some problems in sales. If it is not handled in time, the business will naturally fail. What if the customer says he has no money? ) You can deal with it by writing the booklet "Top Ten Most Common Problems of Business Partners", and you can also ask the group training partners to explain it in the morning meeting every day and ask the newcomers to recite the customs clearance; The willingness of the sales partner (don't want to move, dare not refuse, etc.). ) It can be solved by organizing an "expert clinic" so that excellent salespeople can express their opinions and solve doubts and doubts on the spot. You can also use the "love-asking work method" to collect a partner's question first, and then organize more partners to answer it from different angles. A hero has three helpers! Marketing manager's working methods (such as "I have done a lot of meticulous work, but how can my performance be poor?" ), through management skills training and experience sharing to solve.

Report tracking

In addition to regularly and timely reporting and publicizing performance reports and KPI analysis tables at all levels, report tracking focuses on the use of Nissin tracking table manual by tracking personnel. In the business tracking system, it is particularly important to define the tracker of each business unit. The responsibilities of the tracker are as follows:

(1) Follow up at least "three incoming calls and three short messages (short messages)" every day;

(2) Fill in the tracking record every day (Nissin Tracking Table Manual);

(3) The tracker and the tracked business unit create the same benefits;

(4) Track the work performance of the day and tomorrow, collect work highlights and problems and feed them back to the company in time.

Nissin tracking table manual is a timely record of the daily tracking work of the tracker, which is of great significance to improve the actual tracking effect and post-evaluation.

Reporting mechanism

The reporting mechanism includes:

(1) Morning meeting notice: Ask the workplace supervisor to report the business situation of the company, workplace and related individuals at the morning meeting;

(2) Personal report: business partners are required to report personal business progress at one or two morning meetings every day;

(3) Various battle reports: timely reflect business progress, good deeds, special highlights, etc. Through various paper or electronic battle reports of companies and business units;

(4) Workplace announcement: Use workplace bulletin boards, radio stations and video image systems to show the business progress of all units and individuals in an all-round and audible way.