Introducing key performance indicators (KPI indicators) into operating units is an important means and method for operating units to standardize operating processes and measure operating results. But how to use it effectively and reasonably is worth studying. At present, KPI indicators commonly used in life insurance marketing series can be roughly divided into two categories. One is the result indicators: such as the first-year premium achievement rate,1March renewal rate, qualified manpower, turnover rate and other indicators, which can directly reflect the operating results of the marketing team and reflect the actual value of the team; There is also a process index, such as increase rate, per capita premium, per capita number of pieces, activity rate and cost control rate, which are the key indicators leading to the team's operating results and final value. Now life insurance companies are basically concerned about these two indicators, because it is difficult to produce good results without process control.
Achievement indicators are indicators that truly reflect the status quo and value of the team, and are less affected by accidental factors, so it is difficult to make fundamental changes in a short time; Process indicators are greatly influenced by accidental and unexpected factors. The short-term and staged excellence of these indicators can be obtained by human operation, but the short-term and staged excellence of process indicators does not mean that the value of the sales team will be improved. We should be clear that only when the relatively long-term phased indicators are excellent can we create an excellent team. If KPI is used to evaluate the sales team, we suggest that the weight of the result index should be increased to a proportion that can arouse managers' concern about the real quality of the team, while the evaluation period of the process index is relatively prolonged, and the average value should be used for evaluation.
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.