Marketing team building and management
Marketing work mainly includes: performance management, business promotion, training programs, management of the increase in the number of employees, co-ordination of the staff compensation system, day-to-day management, cost management.
I. Daily Management
(I) Morning Meeting Management
Basic Procedures: Dawood→Roll Call→News Broadcast→Good News Report→Insight Sharing→Special Seminar→Government Decree→Lighthearted Activity→End
(II) Differential Diligence Management
1.Attendance: Refer to the previous model
2.Activity Volume Management: We have categorized the marketing Personnel are divided into four categories:
Performance is poor performance is good
Low volume of activity living dead scarecrow
High volume of activity of the nascent calf team star
*Key indicators of activity management is: the number of pieces per capita
The hidden problems behind the indicators are: 〈1〉, meaning (laziness, identity) 〈2〉, skills (patron development, combination of abilities, Success rate, contributory)
3, workplace layout: 〈1〉, the performance assessment indicators wall chart 〈2〉 CI wall chart 〈3〉 workplace incentive wall chart 〈4〉 office desks, chairs and bonsai furnishings 〈5〉 communication aids: ① projector ② slides ③ whiteboard ④ morning exercise music playback equipment ⑤ plug-in telephone ⑥ file cabinet
4, file management: 〈1〉 basic information on the staff 〈2〉. Each person performance distribution progress (including the weekly signing of each employee and the distribution of insurance, timely communication and counseling) 〈3〉 Handling fee settlement
Two, business promotion (sales)
(a) the starting point of the business promotion:
1, the individual's goals and income;
2, promotion and assessment;
3, incentives and competition;
4, various festivals and anniversaries;
5, combined with the company's large-scale activities.
(2) business promotion timing
1, morning meeting 2, business recognition meeting 3, special festivals 4, update the leaderboard, honor roll and performance schedule
(3) reward
1, reward methods: 〈1〉Money, material ------ direct, stimulation 〈2〉Praise, commendation ------ low-cost, satisfaction 〈3〉Training, Education ------ self-confidence, growth
2, intangible rewards: 〈1〉morning meeting on the public praise 〈2〉establishment of rankings, performance schedules 〈3〉awarded the "Star of the Day" "Champion of the Week" "" monthly ace "and so on. Monthly ace" and other honorary titles
3, the bottom cost of rewards: 〈1〉 cash 〈2〉 awards, medals 〈3〉 books 〈4〉 food 〈5〉 with the leadership of the photo 〈6〉 special posters 〈7〉 honorary T-shirt (with the company's logo)
(D) business to promote the momentum
〈1〉, the atmosphere of the workplace set up 〈2〉, slogans 〈3〉, information, battle report 〈4〉, prizes, medals display 〈5〉, to promote the General Assembly
Three, performance management
(a) the marketing team's main business indicators
1, performance indicators: the team 〈1〉 weekly performance assessment 〈2〉 Monthly performance assessment 〈3〉 Quarterly performance assessment 〈4〉 Annual performance assessment
2, manpower indicators: individual 〈1〉 Effective enrollment rate 〈2〉 Effective enrollment rate 〈4〉 Annual performance assessment
3, performance ranking: 〈1〉Personal Performance Ranking 〈2〉Division Team Performance Ranking 〈3〉Sub-insurance Labor Competition Ranking
(2) Project Management
1, goal management: plan and implement action programs around the various phases of the business objectives;
2 time management: 〈1〉 phased labor competition 〈2〉 weekly plan, monthly plan, quarterly plan to arrange the work objectives;
3, customer management: 〈1〉 registration of customer insurance data information 〈2〉 regular or irregular tracking visits (telephone, door-to-door) 〈3〉 large customers throughout the service
Four, training and lectures (main training)
Main training the main work content: 〈1〉 Market contact 〈2〉 Organization of training 〈3〉 Business Supervision 〈4〉 Development of business promotion programs 〈5〉 Team culture construction
1, market contact: 〈1〉 Exhibition and accompanying the exhibition of business 〈2〉 Assistance to increase the number of members of the 〈3〉 Market research 〈4〉 Collection of information on the industry and the same industry
2, the organization of training: 〈1〉 Theme 〈2〉 Training 〈3〉 Target Audience 〈4〉 Location <5> Training activities. Key content 〈6〉 Training activities 〈7〉 Training methods 〈8〉 Teachers and auxiliary equipment
3, business supervision: 〈1〉 morning meeting arrangements, attendance management 〈2〉 hosting meetings, meeting report management 〈3〉 analysis and tracking of business indicators 〈4〉 marketing program promotion and promotion of the 〈5〉 workplace layout
4, team culture: 〈1〉 workplace layout 〈2〉 professional ethics education <3>Motivation of morale <4>Creating team spirit <5>Declaring the implementation of the company's systems
V. Enrichment
(1) effective enrollment must be factors: <1>planned enrollment: quantification of the goal <2>Continuous implementation of the plan: better to take action than to be moved by the heart <3>Positive mindset <4>Establishment of enrollment records <5>Development of enrollment incentives for the implementation of the program
(2) enrollment The object of the standard: 〈1〉 proactive 〈2〉 diligent 〈3〉 rich sense of responsibility 〈4〉 good affinity 〈5〉 perseverance 〈6〉 helpful 〈7〉 good communication 〈8〉 good connections
(C) the way to increase the number of members:
1, the cause of the law: 〈1〉 relatives, classmates, friends, old coworkers 〈2〉 like-minded people 〈3〉 customers 〈4〉 daily life need to know the person
2, the center of influence: 〈1〉 in the community has the right, power, status 〈2〉 in the community influential people 〈3〉 engaged in the work of frequent contact with the above two categories of people 〈4〉 in the profession and the public contact with a wide range of people 〈5〉 large policy holders, 3, the company's behavior: 〈1〉 talent market to increase the number of people 〈2〉 advertising to increase the number of people
(D) the increase in the content of the interview: 1, explain the business compensation and promotion conditions 2, explain the salesman welfare and protection plan 3, explain the salesman job responsibilities 4, inform the candidate of the company's expectations of him 5, review of the department's standard operating procedures and business philosophy 6, describing the overview of the pre-employment training
6, cost management
(a) daily chores: 1, the workplace set up 2, training aids and equipment 3, staff birthday and Holiday gifts 4, workplace telephone
(ii) business incentive costs: depending on the stage of business.
(C) Division manager and master training post allowance
(D) team activities management costs
seven, payroll management
(A) basic salary: 〈1〉 probationary salary 〈2〉 probationary assessment of the salary after passing the test 〈3〉 full-time staff salary 〈4〉 part-time staff salary 〈5〉 supervisor salary
* using the minimum standard (that is, the The guaranteed minimum wage) is linked to performance, premiums increased by 1 standard, the wage increased by 1 fixed amount.
(2) performance commissions and incentives: (1) insurance and company employees with the same standard payment (2) year-end premium rankings reward (3) labor competition incentives
(3) the increase in return:
1, the introduction of the person enjoys the new monthly basic salary of 20% of the cultivation allowance, entitled to the period of one year;
2, the introduction of the person enjoys the new person per business The introducer is entitled to a management allowance of 0.5% of the paid premium for each new business;
3. The introducer is only entitled to the above two rights for the newcomer who is directly introduced by him/her to the newcomer's first generation.
(D) Team Management:
1. When an employee and his/her hand-recruited employees (total number of 8, of which 5 or more full-time staff) monthly total premiums collected for three consecutive months up to 200,000 yuan (including) or more, the employee may apply for the establishment of an independent marketing division, and his/her recruits belong to the department, and at the same time, enjoy the treatment of the division manager;
2, branch manager treatment: basic salary + job allowance + team performance allowance + business commission + incentives;
3, team performance allowance:
〈1〉(Individuals that is the department manager) when the quarterly team performance up to 500,000 yuan (including) or more, according to the collected premiums of the 0.3% of the branch manager;
〈2〉(Team) when the quarterly team performance up to 500,000 yuan ( ) or above, 0.5% of the collected premium will be given to the team fee.
VIII, social security
All the probationary period by the assessment of qualified full-time staff for basic social health care.
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Business Department Marketing Team Building Reporting Materials
People's Property and Casualty Insurance Company of China XXXXX was established in 1999, is located in XXXXXXXX busy area, convenient transportation. Existing staff XX people, including contract staff XX people, marketing staff, temporary XX people, the average age of XX years old, college degree or above XX people. The Sales Department is the largest grass-roots company in our city, with a premium income of XXXX million yuan in 2006. Our department has won the advanced grass-roots party organization and advanced party branch of the provincial and municipal companies continuously from 2002 -----2006, and was named "Youth Civilization" by the provincial Youth League Committee in 2004, participated in Changzhi Labor Competition in 2005, and won the third prize of the new collective award of Changzhi Economic and Technical Company of Changzhi Labor Competition Committee, and was awarded the "Youth Civilization" at the provincial level in 2006. In 2006, we passed the honorary title of "Youth Civilization" again in the acceptance of "Youth Civilization" at the provincial level. In 2006, in the construction of the marketing team, the marketing team of our department achieved high scores and ranked the top, which made the marketing team of our company enter the top 20 in the province and won the title of "Benchmarking Team" at the provincial level. Provincial "benchmark team" honorary title, in April 2007 by the People's Republic of China Property Company as the 2006 annual "May 4 Red Flag Group" honorary title, in the first half of 2007 in the city company labor competition were awarded the compulsory insurance business labor competition In the first half of 2007, in the labor competition of the municipal company, the company won the Benchmark Award, the Pioneer Award for the development of auto insurance business, the Outstanding Contribution Award for business development, and the Pioneer Award for the development of the overall business, and won the first and second place respectively.
Over the past few years, PICC has experienced a series of institutional changes, such as stock reform and organization division, but under the correct leadership of the General Manager's Office of the Party Committee of the Municipal Company, the Department has been closely focusing on the eight-point guideline of "Management, Efficiency, Service and Development", adhering to the principles of "Market-oriented, Customer-centered" and "Customer-oriented", as well as the principles of "Market-oriented, Customer-centered" and "Customer-centered". Center", "truthfulness, integrity, hard work, innovation" spirit of enterprise, in the face of the market a number of insurance companies in a highly competitive environment, the manager's office has always insisted on people-oriented, pay close attention to the team building, pay attention to the development and training of the marketing team, and strive to create a kind of unity and progress, positive and enterprising, and dedication to the team spirit and achieved business success. The team spirit of the high-speed development of the business, so that our marketing team continues to develop and grow steadily. Exploring the marketing road in practice is what we have considered and done the most in recent years. How to create a standardized team, to achieve full marketing has become the leadership team's top priority over the years to grasp the management, service and business into the creation of standardized team building. The following will be our specific work in the creation of the team work report as follows:
A, strengthen organizational leadership, improve the awareness of the whole team
In order to consolidate the results of last year's founding activities, and further enhance the competitive advantage of my Department, to the national demonstration benchmarking team. Since this year, my company manager's office will always create a national demonstrative benchmarking team as a top priority to grasp, the formation of the party, government, and the Mission to grasp the **** management, strengthen organizational leadership, responsibility to the person, the goal is clear, the formation of the top and bottom of the **** management of the good situation, so that the year's work has been carried out and implemented. Specific measures:
1, first of all, strengthened organizational leadership, the creation of the work to become the first day-to-day work, the main leader of the overall grasp, the manager in charge of a specific grasp, the Office of supervision and inspection, so that our company formed a good situation up and down the **** tube, so that our marketing management work has been implemented.
2, draw out an undergraduate specializing in marketing work, breaking the previous year said more than enough to implement the situation.
3, to establish confidence, improve the awareness of the whole staff, calling on all workers to actively participate in the creation of benchmark marketing team building, awareness-raising, correct attitude.
Two, improve the rules and regulations, the development of incentives to ensure the healthy development of the marketing team
To have a good mind, style, business quality of refined, well-trained team, there is no strict management system and assessment mechanism is not possible, but the management of the marketers rely on the system alone is not possible, because the insurance marketers they come from different industries, and some even did not participate in the work, how to manage this team? Have worked, how to manage this team, so that they can love this line of insurance marketing, but also can do a good job, in this insurance market competition, not jump ship, is the key issue in front of us. Over the past year, we feel that to develop a good marketing team, we must be people-oriented, humane management to cohesion, prompting our employees to love their jobs, love their company, love their collective, dedicated to serving the people.
After several years of practice, with what kind of system regulations and incentives to manage the marketer is very important, and management system must be suitable for the marketing, that is, incentive role, there are binding, we are working, combined with the municipal company under the "individual generation of marketer management approach", combined with the actual company, timely development and improvement of the company's internal control system. Developed and improved the company's internal control system. First of all, we start from personnel management, including organization setting, marketing staff recruitment, signing contracts and so on. Secondly, we start from the management requirements, which include attendance, study, collective activities and other requirements for marketers. Thirdly, from the remuneration of marketing staff according to different levels of base salary. Fourth, the incentives for advancement, the end of the year according to performance from low to high by the marketer, marketing team leader, marketing section chief, marketing manager automatically upgraded, and according to the rank of the incentives．
5 --- 100,000 yuan, for the marketing team leader;
10 --- 300,000 yuan, for the marketing section chief;
300,000 yuan or more. For marketing manager.
More than 1 million yuan for the marketing department manager.
Fifth, from the welfare treatment; the company for marketing personnel opened a pension insurance account, the end of each year in accordance with the provisions of the marketing personnel to deliver the pension, and deposited into the pension account. Sixth, the year-end assessment of marketing staff every year, from the implementation of the system, performance, customer service and other aspects of the assessment, and the results of the assessment will be loaded into the individual generation of marketing files.
Three, improve the construction of corporate culture, enhance team cohesion and combat effectiveness
Successful enterprises benefit from successful culture, and the core of corporate culture is the work of cohesion. Only good corporate culture, in order to revitalize the enterprise, the team has a strong vitality and combat effectiveness. Over the past year, the Ministry has always put the construction of corporate culture in the first place, to "tree first-class image, create a first-class performance, build a first-class team" for the creation of specific objectives. First of all, the spiritual culture in the first place, often constantly organize staff training and learning, supplementing the spiritual food, the provisions of every Friday for the study day, to improve the staff's theory, regulations, business, cultural knowledge has played a positive role in promoting. Strive to build the sales department into a learning, organizational, diligent and pragmatic team. Adhere to the morning meeting system is unchanging. Every morning at 7:50 a.m. to participate in the morning meeting, make full use of the morning meeting for work arrangements, exchange of ideas, experience sharing, the use of the morning meeting to enhance the collective centripetal force and cohesion; the construction of the corridor culture, hanging quotes and aphorisms, and at all times to inspire the majority of employees to strive to upward, self-improvement, mobilizing the work of the entire workforce enthusiasm and creativity; Secondly, to carry out the behavioral culture construction. In order to closely integrate the construction of corporate culture and business development, so that simple business work becomes lively, solid and effective. I often use spare time to organize some positive and healthy cultural and sports activities, through the activities to enhance the confidence of the staff of the company, every year, "July 1," the party's birthday, "11" National Day and other holidays, we have to organize commemorative activities, especially after the Spring Festival each year, we have to organize a form of staff to carry out the work of the company, the company has to organize the work of the company, the company has to organize a form of cultural and sports activities. To organize a diverse and colorful cultural and artistic programs, and actively participate in the cultural and artistic performances organized by the city company, through a variety of activities, enriching the life of the staff, enhance the understanding of the staff and friendship, and enhance the company's centripetal force and cohesion. Thirdly, we focus on the construction of material culture. People's insurance as the insurance industry's first big brand, the construction of the image project is particularly important, for which the Department of the image of the project to become the backbone, according to the team acceptance criteria, according to the Department of the existing situation, although the office space is small, we make full use of every piece of space for the opening of the fitness activities for the staff to open the room and the lounge. When you walk into our spacious and bright activity room, you will certainly be infected by a warm and harmonious, healthy atmosphere. There is a record of our staff's daily life. When employees are out running business, overtime work or physical discomfort can be used to suspend the body and mind, relieve fatigue. The company also set up a staff restaurant for the staff, free of charge for employees to provide breakfast, all-round to strengthen the cultural construction of the business community, enhance the cohesion of the team, and improve the combat effectiveness. Our goal is: to make every employee feel the warmth and peace of the big family. Really take the company as their home, the colleagues as their brothers and sisters.
Three, based on their own work, to create a first-class team, provide first-class service
The development of the company's ultimately reflected in the social benefits of the right style, tree image is a systematic project to shape the corporate image. Our department often carries out multi-form, multi-content short-term labor competition activities in phases, and carries out "Youth Civilization" activities all year round, specifically focusing on four aspects: First, shaping a new visual image of the enterprise, putting the company's sign, logo, "Youth Civilization" plaque hanging in a conspicuous place; Second, the company's development of the company is ultimately reflected in the social benefits of the company. The first is to create a new visual image of the enterprise and hang the sign, logo and plaque of "Youth Civilization" in a conspicuous place; the second is to improve the construction of the workplace. The development of insurance introduction, policyholder instructions, service supervision desk, and so on all on the wall; the establishment of a claims advice box, supervision telephone, in order to further play the role of the window, to create a good PICC "Gold Medal Service", strengthened the construction of the business hall, specifically the establishment of a customer lounge, equipped with lounge chairs, drinking fountains, disposable drinking cups, ink and pen Paper utensils, but also for the customer to provide audio, television, to create a beautiful office environment for customers, so that customers into the business hall to leave a "home away from home" feeling; third is to create a first-class team to carry out the "Gold Medal Service" activities. Standardized service procedures, the use of civilized language, the implementation of the system of responsibility for the first question, to carry out the green channel, the business hall has a service guide and guide desk, the staff are uniformly dressed, wearing a card on duty, to do a warm reception, civilized and courteous. Fourth, the annual customer survey form, each marketer will be issued to solicit opinions, each survey form back, and deposited in the business department team building files.
Over the past few years, we have provided first-class service to policyholders and the community with courteous service and reasonable prices.
Four, the development of marketing team, efforts to the national benchmark team
From the creation of the benchmark team, we have achieved initial results in the development of the marketing team also has a certain scale, the company's business has also reached a steady development, there is a complete set of management methods and regulations. But we feel that the marketing team to long-term stability and development rely on some of the existing things is still far from enough, especially in this period of economic development, in today's fierce environment of competition between a number of insurance companies, only by the spirit is not enough, now we often feel the development of a large marketing team of the difficulties of the cost of the tension for some incentives can not be implemented, and some of the team activities can not be carried out, and secondly, the marketing staff heavy performance and light learning, training and learning. The second is to the marketing personnel heavy performance light learning, training and learning is still going through the motions more, we also need to work on learning and training, in the assessment and incentive mechanism also need to be perfected and summarized in practice, in the future work, we must, as always, conscientiously carry out the spirit of the parent company, and seriously study the party's "17th National Congress" of the line, Guidelines, policies, the combination of theory and practice, the theory of the real through our practical work, and really make my department out of a marketing road to the future, for the early march into the "national benchmark team" and strive for.
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