Part I
20** year is almost over, looking back on the work of 20** year, there are fruitful joy, there are with colleagues to collaborate with the hard work of the attack, there are also encountered difficulties and frustrations when melancholy, time flies, do not know, full of hope 20** year is accompanied by the beginning of the new year is approaching. It can be said that 20 ** year is the company to promote industry reform, project initiation, expand the market taste of sustainable development of the key year. Now on this year's work is summarized as follows:
After such a tense and orderly year, I feel that their work skills on a new level, do every job has a clear plan and steps, action has a direction, work has a goal, the heart really has a bottom! Basic to do a busy but not chaotic, tight but not scattered, clearly organized, things are clear, fundamentally get rid of the just joined the work only focus on hard work, I do not know the phenomenon of summing up experience. In this way, I walked into this year from the infinite busy, and from the infinite easy out of this year, and, at the same time in the work, I also understand the reasoning of the people, but also understand, a good state of mind, a zeal for the work and its relative sense of responsibility is how important, 20 ** year for the company experienced a lot of which I am in the Qishu Lake Resort project:
Zilu Temple's successful opening for the majority of believers to unravel its mysterious veil, Qishu Fairyland Zhongkun International Hotel's opening of the end of the five-year project carefully cast, followed by the dream to find Huizhou water stage and resort clubs and villas open, I believe that the Qishu Lake Resort project will be even better tomorrow, but also strengthened my confidence in the work of the hard work of the confidence.
Summarized a year's work down, in this year's work in contact with many new things, produced many new problems, but also learned a lot of new knowledge, new experience, so that their own ideological understanding and working ability to have a new improvement and further improve. In the daily work, I always ask myself to start from the actual, adhere to high standards, strict requirements, and strive to achieve the business quality and moral quality double improvement.
Overall, there are still deficiencies, there are still some urgent problems we need to solve, mainly in the new things to learn enough, often work by experience, with the previous work routine to deal with the problem, showing that the work of the bold innovation is not enough.
The next step of the intention, in the future work to continue to innovate, timely communication with colleagues around, listen to colleagues and leaders around the opinion and implement it in the work, the next work I will continue to work hard, more to the leadership to report to the leadership of their own thoughts and feelings in the work, correct and make up for their own shortcomings and defects in a timely manner. Our work to unite to have the strength, to cooperate to succeed, in order to push our work forward! I believe that: under the correct leadership of the higher-ups, the future of the Beijing Yixian Company is like a vast eagle, spreading its wings and soaring.
Another year through the wind, another year of hand in hand, 20 ** year inadvertently has slipped from the side, looking back on this year, in the support and help of the leadership and colleagues, I diligently and pragmatically to complete the work, but also the successful completion of the tasks entrusted to the tie, their own in all aspects of the enhancement.
In the company more than a year's time, during which there are joys and sorrows, but more grateful, because in the work not only learned with the work-related knowledge, skills and methods, but also realized a lot of how to do, how to deal with the world's reasoning and attitudes, which is more valuable than anything else in life, and will benefit from a lifetime. Now the annual work is summarized as follows:
First, the annual XX company *** counted contracted XX sets, the realization of the contract price of XX billion yuan, the collection of XX billion yuan; *** counted XX sets of real estate certificates; for the reception of XX sets of formalities.
Second, the statistical verification and transcription of monthly statements.
Third, the sales staff monthly in place funds statistics and verification.
Fourth, the establishment of a variety of text, electronic files, organize, improve and enter the work.
Fifth, the daily accounts on a monthly basis.
Six, with the bank to call the arrears.
The office is a very complicated work department, as a member of the settlement room, whether in the work arrangements or in dealing with the problem, have to carefully consider, to be able to stand alone. In short, over the past year, through hard learning and continuous exploration, gained a lot, I firmly believe that the work as long as the dedication to do, will be able to do well.
Do a year of office work, sometimes also feel that they have some experience, or by their own judgment to deal with things, so there are a lot of problems, but also made a lot of mistakes, and only after the fact to know that their lack of social experience, or improper handling, I am determined to improve their quality and recuperation in the future work, and learn more about the philosophy of the world, in order to be able to Beyond the present self, strive for greater progress!
20** year for the whole real estate industry is a year of deep and dramatic impact, in the case of the whole market downturn, the company to take stock of the situation, the scientific development of sales policy, but also played a few beautiful battle, especially through the company's celebration of the occasion of the timely launch of XX community of two buildings for the market a few days in the performance is quite good, fully explains the company in the analysis of the customer, to grasp the market in terms of the scientific and rational, and this also sets a good example for the future work of all of us.
In the situation of strong wait-and-see attitude, the arrival of the real estate winter has become an indisputable fact, looking forward to 20 ** year, regardless of the policy or market regulation, we face the challenge of the degree of intensity is self-evident, in such an unfavorable environment, we have to adapt to the situation, but also with a keen insight into the opportunities, I believe that XX has a deep heritage of the company will be able to withstand the situation, and I also believe that after the wash, the company has been able to meet the challenges of the market, and the company has been able to meet the challenges of the market. I also believe that after the baptism of the XX company tomorrow will be more brilliant.
Part II20XX is a more competitive year in China's insurance market, the national civil servants *** with the world! At the same time also China Life development calendar important year, xx marketing district department in the city company party committee, the general manager's office of the correct leadership, conscientiously implement the beginning of the year, the city insurance association and the city company general manager's office of the requirements put forward by the branch, closely around the branch of the various work indicators, to the development of the business as the theme of the year's work, a clear business ideas, grasp the focus of the operation, and actively and effectively carry out the work of
work, and achieve better results. The company has achieved good results. In order to provide a useful reference for future work, the work of the 13th District Department in 20XX and the work plan for 20XX are reported as follows:
Business results and work summary in 20XX
As of November 30, the 13th District Department, under the ****same efforts of all the business colleagues and staff members***, has achieved a premium income of xxxxx million yuan from new policies, including term premiums xxx million yuan, wholesale premiums xxxxxx yuan, accident insurance premiums xxxx million yuan, two months ahead of schedule to complete the accident insurance indicators issued by the municipal company; District Department to November there are marketing agents xxxx people, of which the number of people licensed xxxx people, the license rate of xx%; supervisors at all levels xx people, of which x people, the Department Manager x people, the Branch Manager x people. Realized the stability of the business scale and team manpower.
Looking back on the course taken in 20XX, cohesion of the xx district department people tenacious struggle, perseverance and hard work of the spirit, around the focus of the work at different stages, for the actual situation at all stages, we actively adjust our thinking to keep up with the pace of the company's development, the main take the following specific work measures:
(a) from the ideological firm confidence, a clear direction, a full understanding of the market situation, the market situation. Seize the opportunity and face the challenge.
The general manager's office has repeatedly emphasized in various meetings that the future market competition is becoming more and more intense, the same company from all aspects of the industry and we launched a contest, in this market environment, only to catch up, active development is the hard way. xx District Department of the upper and lower levels of the spirit of the full understanding of the spirit of the higher-ups, realize that can never be passively surrounded by the municipal company's plan indicators, but should actively develop the market, this is the Two different concepts of development, and will achieve very different development results. We make use of all kinds of opportunities to change the concept of the personnel in all aspects of the district department, and change "want me to develop" to "I want to develop". For the front-line sales staff, we have repeatedly emphasized that it is fundamental to achieve results and capture the market, to see the inexhaustible resources of the life insurance market, and to realize that a policy is a piece of the market. Only by establishing a new concept of development, constantly capturing market share, and competing with the same industry with service and morale, can the marketing team be invincible in the market tide. It is the attack on the ideological fortress, unified the concept of development, only for the xx district department fundamentally enhance the cohesion, the district department presents a proactive, healthy and upward mental outlook.
(2) for the year the various stages of the business focus, my district actively cooperate with the city company's arrangements, combined with the actual situation of the district, the timely launch of the competition program, targeted performance pull.
From the beginning of the year, the District Department for the direction of the year's work, launched the "everyone to reach the standard, and strive to be a star" competition program, advocating that all business partners to achieve the basic goals, to learn from the star salesman, and continue to strive to achieve high requirements. Throughout the year, the district department led the business partners to always work along the established direction, realizing the continuity and effectiveness of the overall work. The whole year can be basically divided into three stages:
The first stage: at the beginning of the year xx wholesale sales business competition, my district department with the city company "xxxxxx" wholesale promotion program, launched the district department "golden chicken" wholesale business competition program, comprehensively enhance the scale of premiums, to achieve the opening of the door to the world. The company's first step is to make sure that you have a good deal of money to spend on your business.
The second phase: from February to August, the district department focused on the term business and enrollment work, and successively launched the Spring Festival "New Year's Eve, New Year's Festival Race" New Year's promotion program, "March in March, new clothes" term business promotion program, "Eagle", and the "New Year's Eve, New Year's Festival Race" New Year's promotion program, and the "Eagle", the "New Year's Eve" New Year's Festival Race. A series of targeted promotional programs, such as the "Eagle Action" futures business promotion program and the "Passionate Early Summer June Storm" business promotion program, effectively boosted performance growth. With the opportunity of moving to a new workplace in July, the District Department launched the "Red July, Gold Rush Action" performance and enrollment promotion program and the "August Thanksgiving Visits, Everyone's Achievements and Celebration of Moving" promotion program, advocating "Everyone's Achievements and Contributions to the New Workplace". New workplace to make contributions", the district department also took the opportunity to put forward the "daily visits, weekly performance, monthly increase, annual progress" district motto, hanging in the various workplaces, effectively strengthened team cohesion, and achieved remarkable results.
The third stage: September to the end of the year, the district department to use xxx training advantageous time, comprehensive mobilization of team morale, improve sales skills, carry out multi-level confrontation, sprint year-end goals. Under the arrangement of the city company, in September, my district department organized more than 200 partners to participate in the full set of training of xx company, so that the majority of partners from a new perspective to get the sublimation of ideas and skills enhancement. The district department took advantage of the situation, and vigorously advocated skills training, atmosphere and goal tracking in the team, in line with the city company to carry out and hype "xxxx" district department confrontation at the same time, and actively carry out the internal confrontation within the district department competition, has launched the "Lion King Scramble", "Five Tigers", "Elite Ring" and other competitions, the district department launched the "September battle drums anxious to fight for supremacy, celebrate the Mid-Autumn Rush Guilin", "Golden Autumn", "October burning fire, five tigers". October, the five tigers fight for the throne", "the will of the people, victory in late fall" November term business competition program and "victory in the XX sprint" December term business competition program, have effectively raised team morale and enthusiasm for work, and have contributed to the development of the team. The team's morale and enthusiasm for work have effectively boosted the team's morale and made a useful pull for the year's sprint.
(3) for each level of personnel, clear responsibility positioning, strengthen the sense of job and work responsibility, so that field partners and internal staff are clear direction, each in their own way.
1, for the team leader to strengthen the goal consciousness, enhance the supervisor to drive awareness.
District Department at the beginning of the year for the entire year's work direction, and will be the objectives of the refinement of the decomposition, and all supervisors signed a full-year goals and responsibilities, so that the goal is clear, rewards and penalties based on the enhancement of all the supervisors to lead the team to sprint the year's confidence in the work of the target; in the work of a year, the District Department is also the team's annual goals for each month of the year, the development of the monthly work objectives, and Continuously through the monthly work summary meeting, weekly supervisors will be in charge of the performance analysis, with data to speak, tracking the achievement of team goals. In each policy meeting, the district department will announce the individual performance of supervisors at all levels and the increase in the number of employees, which will motivate supervisors at all levels to "strike the iron but also need to be hard", and take the lead to drive the subordinates. It is this kind of work method of stage tracking and checking that leads the team supervisor to always recognize the direction and lead the team to chase the annual work goal.
2, for elite masters to strengthen the sense of honor, strengthen training and training.
District Department from 20XX to form the "elite club" since the standard year by year, the number of members increased year by year, to 20XX there are 36 members of the District Department of the elite club, selected by the city company's elite club of 3 people, join the U.S. Million Dollar Round Table Association (mdrt) 1 person. In order to further promote the growth of the elite team, the district department at the beginning of the year to reformulate the "Elite Club Charter", the 20XX club shortlisting standards again upward, to provide more preferential policies for the elite businessman, effectively promote the team to strive for excellence, and strive to join the club's enthusiasm. After moving into the new workplace, the district department specially made honor roll for the elite club to enhance the sense of honor of the elites, and called on everyone to "learn from the elites and pay tribute to the elites", and a good atmosphere was formed in the district department. In order to accelerate the growth of the elite, the district regularly organizes regular meetings of the elite club, and conducts various training and goal tracking. Especially since October, the district department has formed a 60-member "elite commando team" for group confrontation, and conducts half-day training every Sunday morning, inviting the masters of the district department, leaders of the municipal company and excellent lecturers to share and give lessons, or provide opportunities for external exchanges and customer communication. These initiatives have strongly enhanced the level of elite partners, benefiting from several aspects of concepts, attitudes, skills and habits. By the end of November, the district department has a large number of business partners have reached or close to the 20XX elite club shortlisting standards, the foundation of the top performers is becoming more and more solid.
3, for the district staff, adjust the departmental structure, clear job responsibilities, and effectively do a good job of team support and service work.
In order to give full play to the role of group training, lecturers, internal staff at all levels, my district department in the departmental structure adjustment and the division of labor of the staff position to carry out a lot of useful exploration and practice, and achieved obvious results. Especially after moving to the new workplace, the district department has set up "Sales Support Office" and "Human Resource Support Office", re-divided and ratios of personnel, set up a special person in charge of human resource support management, and a special person in charge of sales support to ensure the clarity and organization of the work. This ensures the clarity and organization of the work. The district department also gives full play to the characteristics of group training instructors, assigning group training to assist the development of each team or outlet, so that each department and outlet have special counseling; at the same time, the district department of a number of special tasks were assigned to the group training responsible for ensuring that the work of the comprehensive and in-depth development of the work, such as the "Elite Club", "Product Explanatory Meeting", "Basic Law Assessment", "Basic Law Assessment" and "Basic Law Assessment". ""Basic Law Assessment and Warning" "Agent Qualification Examination" "Workplace Layout" "Newcomer Training "Newcomer Training" and "Newcomer School" are clearly assigned in accordance with the specialties of the group training lecturers, and the group training lecturers in charge of the work are responsible for the work to the end, effectively mobilizing the subjective initiative of the relevant personnel, and laying the foundation for the continuous and in-depth development of the work. The district department held daily group training, lecturer evening meeting, timely convey the latest information, discuss work methods, discuss all kinds of problems, mutual exchange of learning, to ensure the smooth development of the work and the implementation of the enhancement of the work, and at the same time enhance the group training lecturer's ability to work and coordination of mutual assistance, and achieve obvious results.
(d) Grasp the basic management, improve the quality of the team, maintain team stability; a grasp of the product presentation, improve the scale of premiums, to ensure that the goal is reached.
Grasping the basic work, based on long-term development, is the direction of the thirteen districts have always insisted on for a long time, in 20XX, the district's basic management work on a new level. The district department from the morning meeting operation, attendance management, systematic training, workplace construction and other aspects, strengthen the point by point training, so that all the work is carried out in an orderly manner, the team formed a regular work habits, the team's quality continues to improve, the team's stability continues to increase.
In the morning meeting operation, the district department always attaches great importance to, require group training to make great efforts to ensure that the effect of each morning meeting, a year of operating results. In particular, since October, the district department will be the density of the morning meeting from three times a week to adjust to the daily morning meeting, due to years of solid team management foundation, this move is not only in the team can be successfully implemented, and by most of the supervisors and marketing partners welcome. Many partners have said that the daily morning meeting has made the partners more aware of their work and learned more knowledge, which is very conducive to the continuity of the business habit. Everyone's understanding and support of the daily morning meeting reflects the district department's long-term solid basic management and a high degree of executive power.
In order to do a good job of attendance management, the district department at the beginning of the year revised the attendance management methods, canceled the part-time saying, all the people put forward a clear attendance rewards and punishments mechanism, in order to set up a system awareness in the whole district department, a clear "to be a number of work should be to go to work to work," the hard truth, to guide the team to further rectify the wind, to develop a good style of work. The good system is decentralized to the ministries for implementation. Good system decentralized to the implementation of the ministries, coupled with an effective monitoring mechanism, so that the attendance rate of the Ministry of my district is always more than 70%, a strong impetus to the implementation of the work.
In order to make all levels of business personnel to get the appropriate training support, the District Department in the morning meeting outside the operation, the establishment of a targeted training system, such as: for newcomers "newcomer training courses"; for the Division within a year of the personnel of the "new school"; for the elite masters of the "elite school"; for the "elite school"; for the "newcomer school"; for the "newcomer school"; for the "newcomer school". For the elite masters of the "elite club training", for the director of the "economic policy will be training", for the undocumented personnel of the "on behalf of the seniority test counseling training" and so on, the district department from time to time to provide personnel at all levels with outside training opportunities, effective and efficient. The district department also from time to time for all levels of personnel to provide external training opportunities, effectively enhance the team's ability to broaden the horizons.
In the construction of the workplace, our district department has realized a qualitative leap this year. This is first of all thanks to the strong support of the general manager's office of the branch, the district department to make use of the force, with the authorities, make full use of the time to move to a new workplace, the realization of a large amount of alteration and renovation, so that the old company glows with new vitality, after the renovation of the workplace, the office of a sufficient number of beautiful environment, the development of the team to create a hardware foundation. Take this opportunity to once again to the general manager's office of the * far-sighted expression of all xx district department of people's gratitude! After moving into the new workplace, the district department from a long-term perspective, invested a lot of money to buy office furniture, basic facilities and other necessities, and redesigned all kinds of display boards, decorated with the "elite club honor roll", "xx district department respect people", "Company Introduction", "Information Board" and other exhibition boards, and made "Performance Tracking List", "Newcomer Transition Tracking List Various display boards such as "Performance Tracking List", "Newcomer Transition Tracking List", and "District Motto" were created for each workplace to create a stimulating atmosphere. The remodeling of the new workplace fully stimulated the work enthusiasm of all partners, and also showed the good image of China Life to the community who came to the district department to participate in the briefing and handle business, which was well received.
In addition, the district department has carried out in-depth and continuous exploration and practice in a number of basic management aspects, such as activity management and performance rate management, which has laid a solid foundation for the sustained and healthy development of the XX district department.
(5) Actively responding to the call of the Insurance Supervisory Commission and the General Manager's Office to further develop county insurance, utilizing township outlets to expand the company's influence and enhance the fighting force of the district department.
My district department over the years in the township network construction has been effective, has formed a Tongzhou city as the center of the workplace, seven townships business outlets of a reasonable layout, the township network has become an important performance growth point of the current xx district department. This year, the district department has successfully nurtured the marketing service department of the township, and at the same time, it has increased the investment in the construction of township outlets, and given the necessary support from all aspects, which has achieved outstanding results.
The district department for each outlet are equipped with internal staff and group training, the workplace equipment, fundamentally lifted the obstacles to the development of outlets. The district department held a township outlet manager symposium to discuss the new ideas of outlet construction, and clearly put forward the development goals of each outlet. In the second quarter of this year, the district department specially summarized the situation of Tongzhou villages and towns possessing sales personnel, and carried out regional planning from a strategic perspective. The district department takes turns to each workplace for village and township distribution, asking partners to recognize the development goal, and strive to achieve "village and township have partners, village and township have customers", these initiatives for the township outlets partners to point out the direction of the increase in the number of members and the performance of the long-term role in promoting.
The agents in the rural outlets work hard to bring protection to the masses of rural people, popularize the knowledge of insurance, and at the same time bring premiums for the company, and the premium income of the outlets has already taken up half of the entire Tongzhou marketing business. At the same time of economic benefits, the social benefits brought by the network construction are more obvious, in the townships with business network, the influence of XX Life occupies a prominent position, and it is difficult for the same company to gain a firm foothold in the local community, which has laid a solid foundation for the long-term development of our business.
Part III20** year inadvertently has slipped from the side, looking back on this year, step by step footprints! I entered the xx company in 20** in ** month, during the period of employment, I am very grateful to the company's leadership and colleagues for their support and help.
In the company's leadership and the support and help of all colleagues, I quickly integrated into our collective, to become a member of this big family, in the mode of work and the way of work has been a major breakthrough and change, in the tenure of the period, I strictly require themselves to do their own work. Now the work of 20** is summarized as follows.
First, the daily work of the internal work
As the company's sales internal work, I am aware of the importance of the position, but also to enhance my personal social skills. The sales department is an important hub for the internal and external communication, coordination, and contact with the eight parties. The work is mainly carried out from the following aspects;
1, the daily business interface, customer service, dealing with customer complaints, customer consultation calls and telephone records.
2, the customer sales policy conveyance and business letters sent.
3, sales meeting arrangements, records and tracking results.
4, do a good job in the department's file management, the establishment of customer information files (involving the user's basic situation, the use of varieties, quantities, prices, settlement methods).
5, a variety of promotional activities to understand the situation, statistical expenses reimbursement and other assistance.
6, the establishment of sales ledger (reflecting the price of sales revenue, transportation and miscellaneous expenses, the amount of goods recovery, the amount of goods receivable).
7, the establishment of sales expense ledger (reflecting the department's internal costs and the cost of each business person, travel, transportation and miscellaneous expenses, the amount of money or a fixed amount of money to cover the cost of withdrawal).
8, a variety of statements of statistics, summary, report printing and forwarding.
9, the sales manager travel costs of the first review and report for approval.
10, all kinds of sales information and data related to my plant trade secrets should be properly stored, and shall not be lost or leaked to the outside.
11, the analysis of competing brands of similar products and archives, sales-related promotional materials, registration, distribution.
12, the month of the customer return amount of scheduling, tracking, follow-up.
Second, there are shortcomings and plans
For the solar energy market is not deep enough to understand the technical problems of the product grasp of the excessive weakness, can not be very clear to the customer to explain, for some of the big problems can not quickly come up with a good way to solve the problem. In the process of communication with customers, overly dependent on and trust customers, so as to cause a series of adverse reactions.
The work of this job is not good, not enough guidance, affecting the sales performance of the marketing department. 20 ** the arrival of the year, on the basis of good job, on the basis of the above problems, I personally have to do their best to master some technical knowledge, try to be able to cope with the comfortable, calm and decent. Continuously enhance their ability to identify and communicate with customers on the basis of better, more for the benefit of the company.
Third, the departmental organization of some of the above suggestions
In the next year's work planning for the following work as the main work to do:
1, the establishment of a familiar with the business, and relatively stable sales team. Talent is the most valuable resource of the enterprise, all sales results are originated from a good sales staff, the establishment of a cohesive, cooperative spirit of the sales team is the root of the enterprise. In next year's work to establish a harmonious, lethal team as a major task to grasp.
2, improve the sales system, the establishment of a set of clear and systematic business management approach. Sales management is the enterprise's oldest problem, sales staff traveling, see customers in a laissez-faire state. The purpose of improving the sales management system is to allow sales staff to play a subjective initiative in their work, a high degree of responsibility for their work, and improve the sense of ownership of the sales staff.
3, cultivate sales staff to find problems, summarize the problem, and constantly self-improvement habits. Cultivate sales staff to find problems, summarize the problem is to improve the overall quality of sales staff, in the work of the problem can be found to summarize the problem and be able to put forward their own views and suggestions, the business ability to improve to a new level.
4, sales targets. This year's sales target is the most basic to do month after month, there are into the bill. According to the sales task issued by the company, the task according to the specific circumstances of the decomposition to the monthly, weekly and daily. To monthly, weekly, daily sales targets are broken down to the various sales staff to complete the sales task of each time period; and on the basis of the completion of sales tasks to improve sales performance.
I think the company's development next year is with the overall quality of the entire company's staff, the company's guidelines, team building is inseparable. Improve the standard of execution, the establishment of a good sales team and have a good working mode and working environment is the key to work.
Fourth, the summary
A year, through hard learning and continuous exploration, gained a lot, whether in the work arrangements or in dealing with the problem, have to carefully consider, to be able to stand alone. I firmly believe that as long as the work is done diligently, it will be able to do a good job. Do a year of sales inside work, sometimes also feel that some of their own experience, or by their own judgment to deal with things not carefully enough, so there are a lot of problems, but also made a lot of mistakes, only to know afterwards that their lack of social experience, or improper handling methods, I am determined to improve their quality of work in the future and recuperation, and learn more about the philosophy of the world, in order to be able to go beyond the present! I am determined to improve my quality and recuperation in the future work, and learn more about the philosophy of people in the world, in order to be able to surpass the current self, and strive for greater progress!