销售人员管理情况分析.ppt

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,销售人员管理情况分析,省公司个险销售部,2012,年,2,月,3,日,提纲,营销基本法运行,佣金支出与成本使用,人员考核,工作提示,收展队伍发展,发展总体情况,各市公司发展情况,成本使用情况,发展总体情况,指标,预算目标,达成数量,预算进度,个险渠道占比,同比增长,首年标保,16800,2564.09,15.26%,14.15%,100.59%,首年期交,34300,5687.82,16.58%,13.93%,10.24%,十年期及以上期交,20300,1435.51,7.07%,15.58%,37.88%,短期险,5000,298.39,5.97%,15.27%,45.97%,短意险,3310,175.31,5.30%,14.58%,46.18%,持证人力,8010,6580,82.15%,14.27%,29.91%,长险举绩人力,4820,3038,63.03%,15.28%,15.51%,综合举绩人力,6000,3445,57.42%,15.17%,30.89%,提纲,营销基本法运行,佣金支出与成本使用,人员考核,工作提示,收展队伍发展,发展总体情况,各市公司发展情况,成本使用情况,各市公司发展情况（,1/2,）,保费,单位,首年标保,首年期交,十年期及以上期交,短期险,短意险,保费,达成率,保费,达成率,保费,达成率,保费,达成率,保费,达成率,沧州,388.1,22.18%,872.44,23.45%,220.12,7.83%,39.57,5.65%,24.68,4.75%,邯郸,216.94,18.38%,500.93,22.87%,103.23,7.48%,37.11,12.37%,26.39,12.00%,承德,223.53,17.74%,521.99,20.55%,125.89,8.68%,8.74,3.72%,5,2.94%,保定,358.25,19.36%,780.99,18.96%,261.53,11.83%,42.92,7.15%,21.89,6.84%,廊坊,238.54,15.10%,531.31,18.64%,163.5,9.62%,26.51,5.52%,10.05,3.87%,衡水,120.34,15.63%,256.6,17.70%,59.71,6.63%,20.5,8.91%,13.38,8.36%,石家庄,320.5,13.35%,710.77,14.51%,103.08,3.66%,30.23,5.40%,24.31,5.28%,邢台,90.31,10.38%,194.64,13.24%,29.22,2.84%,11.52,5.91%,9.18,5.74%,唐山,413.94,11.83%,904.78,12.06%,253.24,6.15%,59.66,5.28%,31.59,4.65%,秦皇岛,133.69,12.73%,289.19,11.76%,55.01,4.91%,16.26,3.39%,5.19,1.79%,张家口,59.96,10.16%,124.17,11.29%,60.97,8.02%,5.38,5.98%,3.66,5.23%,河北省,2564.09,15.26%,5687.82,16.58%,1435.51,7.07%,298.39,5.97%,175.31,5.30%,各市公司发展情况（,1/2,）,人力,单位,持证人力,长险举绩人力,综合举绩人力,新增人力,城区,人力,达成率,人力,达成率,人力,达成率,持证人力,占比,沧州,964,98.37%,473,81.55%,542,74.25%,111,149,15.46%,保定,970,89.81%,445,72.95%,492,64.74%,35,154,15.88%,秦皇岛,371,86.28%,196,70.00%,209,59.71%,3,163,43.94%,承德,491,72.21%,251,67.84%,259,56.30%,34,157,31.98%,唐山,1087,86.27%,515,64.38%,583,58.30%,95,518,47.65%,衡水,312,72.56%,139,63.18%,166,59.29%,24,122,39.10%,廊坊,336,73.04%,195,62.90%,216,55.38%,6,75,22.32%,邢台,284,69.27%,127,60.48%,149,57.31%,8,55,19.37%,邯郸,498,72.17%,256,56.89%,290,52.73%,20,165,33.13%,石家庄,837,76.09%,333,45.62%,417,45.82%,37,306,36.56%,张家口,430,87.76%,108,41.54%,122,39.35%,20,247,57.44%,河北省,6580,82.15%,3038,63.03%,3445,57.42%,393,2111,32.08%,提纲,营销基本法运行,佣金支出与成本使用,人员考核,工作提示,收展队伍发展,发展总体情况,各市公司发展情况,成本使用情况,成本使用情况（,1/4,）,2011,年全省,附加佣金委托报酬基本制度,合计,培训津贴,引才奖,管理津贴,个人展业年奖,培育奖,计件津贴、复效奖,服务津贴,补扣款,5930.81,388.86,240.87,660.47,973.10,0.00,991.05,2371.06,305.41,100.00%,6.56%,4.06%,11.14%,16.41%,0.00%,16.71%,39.98%,5.15%,成本使用情况（,2/4,）,2011,年四季度全省,合计,培训津贴,引才奖,管理津贴,个人展业年奖,培育奖,计件津贴、复效奖,服务津贴,补扣款,1764.44,123.68,101.2,163.86,277.31,0,265.02,527.86,305.5,100.00%,7.01%,5.74%,9.29%,15.72%,0.00%,15.02%,29.92%,17.31%,成本使用情况,（,3/4,）,2011,年各市公司,单位,FYC,附加佣金,队伍发展支出占比,成本使用率,人均总收入,(,元,),人均基本法收入,(,元,),合计,队伍发展类,底薪服务类,保障支出,张家口,172,249,57,178,14,22.95%,144%,9704,5978,承德,400,523,95,407,21,18.15%,131%,19374,10666,石家庄,903,1018,313,612,93,30.73%,113%,22987,11605,沧州,834,926,193,695,38,20.85%,111%,20929,10414,邯郸,375,411,124,274,14,30.06%,110%,19538,8308,秦皇岛,430,443,97,289,57,21.89%,103%,22357,11817,保定,790,763,204,504,56,26.72%,97%,16297,7838,邢台,258,247,57,171,19,23.18%,96%,17076,8019,衡水,254,238,60,162,16,25.10%,94%,16714,7632,唐山,1373,1197,322,814,60,26.94%,87%,28058,11941,廊坊,489,325,74,230,21,22.76%,67%,27702,9766,河北省,6279,6339,1596,4335,409,25.17%,101%,20714,9797,成本使用情况,（,4/4,）,2011,年四季度各市公司,单位,附加佣金,四季度利好政策支出占比,人均总收入,人均基本法收入,合计,队伍发展类,底薪服务类,保障支出,其中：四季度利好政策支出,沧州,280,98,171,11,40,14.32%,7072,5059,承德,119,41,74,4,17,14.24%,5481,4618,秦皇岛,125,50,70,5,18,14.75%,7262,4602,石家庄,293,129,154,10,74,25.20%,6933,4301,唐山,307,109,187,11,48,15.57%,8128,3765,邢台,83,29,52,2,11,13.32%,5973,3589,邯郸,127,44,80,3,12,9.56%,5722,3420,保定,266,116,143,7,58,21.67%,5358,3295,廊坊,83,26,53,4,12,13.91%,7610,3281,衡水,74,25,46,2,9,12.67%,5269,2952,张家口,66,25,40,1,6,9.77%,3322,2744,河北省,1764,694,1070,59,306,17.31%,6393,3893,提纲,营销基本法运行,佣金支出与成本使用,人员考核,工作提示,收展队伍发展,发展总体情况,各市公司发展情况,成本使用情况,佣金支出与成本使用,（,1/5,）,新基本法运行情况,项目,新基本法上线前,新基本法上线后,2010,年一季度,2010,年二季度,2010,年三季度,2010,年四季度,2011,年一季度,2011,年二季度,2011,年三季度,2011,年四季度,基本法支出（万元）,1390.87,1644.20,2644.88,2383.29,3232.42,3190.67,3153.00,4367.94,基本法支出占,FYC,比重,19.91%,18.72%,20.90%,26.84%,29.60%,28.44%,30.34%,47.61%,人均基本法收入（元）,253.95,315.05,507.2,514.8,699.2,763.36,774.64,1210.56,佣金支出与成本使用,（,1/5,）,新基本法运行情况,项目,增员类,管理类,培育类,个人销售类,金额,占,FYC,比,金额,占,FYC,比,金额,占,FYC,比,金额,占,FYC,比,新基本法上线前,3,个季度（万元）,949.92,3.34%,3582.69,12.61%,77.23,0.27%,344.04,1.21%,新基本法上线后,5,个季度（万元）,2437.95,4.82%,7340.88,14.51%,3526.39,6.97%,596.57,1.18%,佣金支出与成本使用,（,1/5,）,新基本法运行情况,项目,新人基本法收入,推荐人增员收入,支出,占,FYC,比,支出,占,FYC,比,新基本法上线前,3,个季度（万元）,744.53,2.62%,205.39,0.72%,新基本法上线后,5,个季度（万元）,2029.98,4.01%,973.1581,1.92%,类别,委托报酬名称,支出金额,占,FYC,比,占制度成本,增员类,新人津贴,507,5.53%,17.10%,潜力新人奖,11,0.11%,0.35%,推荐新人奖,134,1.46%,4.53%,直接增员奖,0,0.00%,0.00%,伯乐奖,21,0.23%,0.70%,小计,672,7.33%,22.68%,管理类,直辖组津贴,1081,11.79%,36.49%,绩优组经理奖,163,1.78%,5.51%,辅导津贴,3,0.03%,0.09%,直辖处津贴,0,0.00%,0.00%,直辖区津贴,1,0.01%,0.03%,责任津贴,75,0.82%,2.53%,小计,1323,14.42%,44.64%,培育类,培育组津贴,458,5.00%,15.47%,培育处津贴,34,0.37%,1.15%,培育区津贴,0,0.00%,0.00%,培育组经理奖,7,0.08%,0.24%,小计,500,5.45%,16.86%,个人销售类,展业津贴,56,0.61%,1.88%,展业季奖,0,0.00%,0.00%,小计,56,0.61%,1.88%,保障类,养老保障（公司计提）,413,4.50%,13.94%,制度成本合计,2964,32.31%,100.01%,佣金支出与成本使用,（,2/5,）,四季度基本法支出,佣金支出与成本使用,（,3/5,）,四季度利好政策支出,项目名称,支出金额,占,FYC,比,成功增员津贴,228,2.48%,处经理发展津贴,9,0.09%,晋升组经理奖,8,0.09%,新晋升主管扶持奖,19,0.21%,新人签约成功培训津贴,110,1.20%,营销员创富奖励,1443,15.73%,农村营销服务部奖励,385,4.20%,准组经理津贴,1,0.01%,合计,2203,19.81%,佣金支出与成本使用,（,4/5,）,市公司四季度成本支出,单位,当期,FYC,基本法支出,(,不含保障,),占,FYC,比,养老保障（公司计提）支出,占,FYC,比,过渡项目支出,占,FYC,比,张家口,447,136,30.41%,17,4.81%,100,22.37%,邢台,508,137,26.95%,17,4.34%,112,22.05%,唐山,1159,335,28.86%,54,4.45%,248,21.40%,承德,381,116,30.45%,17,3.31%,80,21.00%,秦皇岛,517,147,28.52%,25,4.42%,108,20.89%,沧州,1260,329,26.10%,58,4.95%,252,20.00%,衡水,443,109,24.56%,20,4.61%,87,19.64%,邯郸,815,215,26.36%,35,4.66%,158,19.39%,廊坊,583,157,26.88%,27,3.73%,113,19.38%,保定,1486,464,31.20%,66,4.52%,272,18.30%,石家庄,1576,407,25.84%,78,4.61%,286,18.15%,合计,9174,2551,27.81%,413,4.50%,1817,19.81%,佣金支出与成本使用,（,5/5,）,市公司全年基本法成本支出,单位,1,季度,2,季度,3,季度,4,季度,保定,30.55%,27.63%,31.24%,31.20%,承德,28.89%,27.07%,29.50%,30.45%,张家口,29.31%,26.02%,29.54%,30.41%,唐山,29.48%,27.82%,28.64%,28.86%,秦皇岛,31.62%,28.13%,28.39%,28.52%,邢台,23.87%,24.10%,23.62%,26.95%,廊坊,27.48%,27.32%,28.73%,26.88%,邯郸,25.96%,27.02%,28.21%,26.36%,沧州,23.38%,21.84%,24.60%,26.10%,石家庄,28.74%,28.10%,29.09%,25.84%,衡水,25.49%,24.49%,26.71%,24.56%,提纲,营销基本法运行,佣金支出与成本使用,人员考核,工作提示,收展队伍发展,发展总体情况,各市公司发展情况,成本使用情况,人员考核,（,1/5,）,全省四季度人员考核,业务员系列,参加考核职级,达标人数,占比,降级,晋升,维持,合同终止,总计,业务员,4434,71.64%,643,3823,1723,6189,业务主任,11234,59.16%,7755,336,10899,18990,业务经理,237,47.98%,250,40,204,494,高级业务经理,72,52.94%,64,8,64,136,考降业务主任,608,9.35%,496,112,5894,6502,小计,16585,51.33%,32311,主管系列,组经理,1620,58.53%,51,2717,2768,高级组经理,296,46.39%,19,619,638,资深组经理,196,51.04%,7,377,384,处经理,160,51.61%,1,309,310,高级处经理,23,39.66%,58,58,资深处经理,9,45.00%,20,20,区经理,1,50.00%,2,2,小计,2305,55.14%,4180,总计,18694,51.23%,8069,1601,19204,7617,36491,人员考核,（,2/5,）,队伍整体质态,地市,总计,达标人数,占比,达,Q,人力,占比,举绩人力,占比,邯郸,3379,1892,55.99%,2031,60.11%,2940,87.01%,石家庄,4119,2248,54.58%,2242,54.43%,3508,85.17%,衡水,2045,964,47.14%,1104,53.99%,1688,82.54%,邢台,2019,1422,70.43%,1325,65.63%,1652,81.82%,保定,6799,3425,50.38%,3383,49.76%,5535,81.41%,唐山,4085,2164,52.97%,2053,50.26%,3194,78.19%,廊坊,2582,1276,49.42%,1277,49.46%,1874,72.58%,秦皇岛,2281,1186,51.99%,1106,48.49%,1554,68.13%,张家口,2909,1395,47.95%,1311,45.07%,1935,66.52%,沧州,3765,1894,50.31%,1850,49.14%,2501,66.43%,承德,2508,1024,40.83%,1089,43.42%,1659,66.15%,总计,36491,18694,51.23%,18771,51.44%,28040,76.84%,人员考核,（,3/5,）,市公司主管数量,单位,2011,一季度,二季度,三季度,四季度,主管数量,占营销员比例,主管数量,占营销员比例,主管数量,占营销员比例,主管数量,占营销员比例,衡水,413,21.16%,381,18.74%,330,15.49%,333,16.28%,邯郸,551,11.80%,501,11.19%,496,10.82%,509,15.06%,唐山,538,13.27%,510,12.45%,490,11.57%,520,12.73%,邢台,235,10.00%,229,11.43%,227,11.15%,257,12.73%,秦皇岛,295,14.47%,280,14.26%,265,13.58%,271,11.88%,廊坊,293,13.34%,282,12.61%,295,12.25%,303,11.74%,承德,324,9.97%,298,11.49%,280,10.39%,286,11.40%,沧州,448,13.06%,420,12.15%,412,10.81%,425,11.29%,石家庄,455,9.36%,458,9.64%,475,9.79%,496,11.20%,保定,726,10.23%,709,10.23%,720,10.03%,753,11.08%,张家口,214,8.48%,221,8.76%,225,8.56%,250,8.59%,总计,4492,11.69%,4289,11.57%,4215,10.95%,4403,11.96%,人员考核,（,4/5,）,市公司主管数量变动,单位,一季度,二季度,三季度,四季度,主管系列晋升,业务系列晋组,合计,主管系列晋升,业务系列晋组,合计,主管系列晋升,业务系列晋组,合计,主管系列晋升,业务系列晋组,合计,保定,5,26,31,13,19,32,15,49,64,23,33,56,唐山,21,25,46,11,8,19,6,18,24,9,30,39,邢台,3,4,7,3,6,9,3,12,15,4,30,34,张家口,1,7,8,6,15,21,5,13,18,8,25,33,石家庄,6,19,25,11,18,29,13,32,45,9,23,32,沧州,8,7,15,8,7,15,2,14,16,9,13,22,邯郸,3,7,10,6,20,26,6,17,23,6,13,19,秦皇岛,3,2,5,2,2,2,6,8,7,11,18,廊坊,3,7,10,6,6,12,2,16,18,1,8,9,承德,11,1,12,1,2,3,1,5,6,1,6,7,衡水,1,1,2,5,2,7,1,8,9,2,3,5,小计,65,106,171,72,103,175,56,190,246,79,195,274,人员考核,（,5/5,）,2011,年市公司主管季均考核比率,单位,考核达标率,主管考核通过率,考核匹配率,保定,91%,65%,91%,廊坊,92%,67%,91%,石家庄,93%,68%,91%,邢台,87%,59%,90%,张家口,86%,57%,89%,承德,80%,51%,87%,沧州,82%,55%,87%,唐山,82%,55%,86%,秦皇岛,75%,47%,85%,邯郸,77%,48%,82%,衡水,65%,37%,76%,总计,83%,56%,87%,1,、季度考核达标率,=,（考核维持主管人数,+,考核晋升主管人数,+,新晋升主管人数）,/,参加考核主管人数,2,、主管考核通过率,=,（主管晋升人数,+,主管维持人数）,/,参加考核主管人数,3,、考核匹配率,=,实际确认队伍职级人数,/,系统推荐职级人数,提纲,营销基本法运行,佣金支出与成本使用,人员考核,工作提示,收展队伍发展,发展总体情况,各市公司发展情况,成本使用情况,管理层,主管层,普通营销员,新入司人员,省公司下发的各项政策文件,本单位成本支出和使用情况,新版基本法优势,管理、增员利益,当主管的利益,增员利益,新人利益,增员利益,工作提示,（,1/3,）,明确各层级宣导重点,知行合一,季度,18,日考核结束，市公司围绕上季度本单位主管基本法经营开展情况进行分析，对有代表性主管架构进行剖析，优秀主管进行分享，制订下阶段队伍发展目标，对制度经营优秀人员进行表彰，开展日常化的追踪、评估、激励。,每月,10,日佣金发放结束，县支公司以主管例会形式开展收入分析，围绕上月主管收入情况进行分析，对有代表性主管收入和团队绩效进行剖析，优秀主管进行分享。,规范职场早会经营模式，从周一至周六，每天一个主题，由主管和组训人员进行销售话术培训、基本法宣讲、增员技能培训等，形成常态化经营模式。,规范制度经营模式,周专题经营,月收入分析,季发展辅导,工作提示,（,2/3,）,扎实开展制度经营动作,工作提示,（,3/3,）,提高佣金计算、发放工作质量,各项工作,职级考核、月末确认完成时间,补扣款录入完成时间,新单回访扣罚保单清单维护和出勤率上报完成时间,二次补扣款录入完成时间,年终决算数据报送,佣金实付表、审批单、银行发放表报送时间,责任人,规定完成时间,12,月,18,日前,12,月,2,日前,12,月,4,日前,12,月,4,日前,12,月,8,日前,12,月,10,日前,石家庄,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,8,日,12,月,10,日,田晓玲,唐山,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,8,日,12,月,10,日,阚艳春,秦皇岛,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,8,日,12,月,10,日,周丽民、耿超,邯郸,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,8,日,12,月,10,日,刘文娟,邢台,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,9,日,12,月,10,日,王臻,保定,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,9,日,12,月,10,日,张琳,张家口,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,9,日,12,月,10,日,何培尧、赵晨,承德,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,8,日,12,月,10,日,郝俊华,沧州,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,8,日,12,月,10,日,李晓博、王翠平,廊坊,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,8,日,12,月,10,日,李文钊、魏丹,衡水,12,月,8,日,12,月,2,日,12,月,4,日,12,月,4,日,12,月,8,日,12,月,10,日,韩婕,各项工作,职级考核、月末确认完成时间,日常考核录入,补扣款录入完成时间,二次补扣款录入完成时间,年终决算数据报送,佣金实付表、审批单、银行发放表报送时间,责任人,规定完成时间,11,月,31,日前,12,月,2,日前,12,月,2,日前,12,月,4,日前,12,月,8,日前,10,月,10,日前,石家庄,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,8,日,10,月,9,日,啜红亮,唐山,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,8,日,10,月,16,日,霍小丽,秦皇岛,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,8,日,10,月,9,日,吴丹,邯郸,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,8,日,10,月,10,日,田磊,邢台,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,8,日,10,月,9,日,刘丽娟,保定,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,9,日,10,月,10,日,张琳,张家口,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,8,日,10,月,10,日,邵丽荣,承德,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,8,日,10,月,9,日,胥晓平,沧州,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,9,日,10,月,9,日,崔蕾,廊坊,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,9,日,10,月,9,日,魏丹,衡水,11,月,28,日,12,月,1,日,12,月,2,日,12,月,4,日,12,月,8,日,10,月,9,日,张素仙,工作提示,（,3/3,）,提高佣金计算、发放工作质量,工作提示,（,3/3,）,几点说明,上载,AMIS,丢单子,由于,AMIS,系统升级过程中，与,SZIS,接口出现问题，出现孤儿单上载不成功问题，全国普遍都存在，目前无法解决。如市公司出现此类问题，及时与省公司处理，我们会第一时间解决。,总公司下发,营销员管理规范（流程）,的通知（国寿人险发,【2008】511,号），规定了对无法通知到保险营销员本人情况的处理。,（通知家属、职场张贴公告、寄挂号信等方式）。,为了夯实队伍基础、充分发挥成本使用效率，,2012,年将对,AMIS,、,SZIS,系统进行严格考核，请各市公司参考“简易查询平台”，及时发现差距，加强对各层级参加考核人员的督导，对零绩效人力及时清理。,特殊情况下离司,严格考核,谢谢大家！,