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1、PICC石家庄分公司团险培训 专业化营销团队的组建、运作与管理 Wilson Yeung 杨永彪 2005年10月19日,Training Objectives 培训目的,The gist of sales management 销售管理的宗旨 How to build and manage a successful sales team 如何建立和管理一个成功的销售团队 3. Identify the most effective way to motivate staff 运用最有限的方法激励员工,Inflation 通货膨胀,1995年，每升汽油2.4元，2005年每升汽油4.5元 假如
2、每年通胀是7% 10元的一顿饭在十年后 大概要20元才可吃到同样的一顿饭,Evolution 演变进行时,通讯,手机不的断更新,You cant change the direction of the wind, but you can adjust my sails to always reach my destination. - Jimmy Dean 你不能改变风的方向，但是你能够调整航行而最终到达彼岸。,Success Is A Choice 事成于行 （成功是一种选择）,The Biggest Challenges For Sales 对于销售人员的最大挑战,Competition
3、竞争 Price 价格 Product 产品 Commission 手续费 Customer 客户 Environment 环境 Company 公司,成功的系统,Forming A Successful Team 组建一个成功的团队,Recruit/Select The Right People 雇佣/选择合适的员工 Develop Career Advancement Build Training System 建立培训系统 Groom Agents Leader 培养代理人团队的领导人 Establish Performance Management/Reward System 建立绩效
4、管理/奖励系统 Retain Potential/Good Staff 保留有潜质的/优秀的员工,GUIDE TO BASIC ACTIVITY MANAGEMENT,This guide is designed to help all leaders understand: 设计此指南以帮助所有领导了解,The benefits of managing activity for their sales persons 管理活动对于销售人员的益处 The benefits of managing activity for themselves, and 管理活动对他们自己的益处，及 The s
5、teps of managing activity 管理活动的步骤,What activity management is not 所谓活动管理并不是, Administration 行政 Complicated 复杂的 Quick 急促的,GUIDE TO BASIC ACTIVITY MANAGEMENT,11 Steps to Managing Activity,11 Steps to Managing Activity,11 Steps to Managing Activity,Step 9 步骤9 Where the number of appointments undertaken
6、 is less than the minimum required - take action! - Do not do nothing. To do nothing is to fail the sales person. This action should start with a face to face meeting to understand why the number of appointments was less than the minimum required. It might have been: 如果执行的预约少于所需的最少预约时注意！不要什么也不做。什么都不
7、做是失败的销售人员。要面对面的开始分析为什么预约的数量少于所需的最小数量。也许是： Too little prospecting 潜在客户太少 Too few pre-booked appointments 提前预约太少 Too many cancellations 取消预约太多,11 Steps to Managing Activity,Step 10 步骤10 When you have established the actual reasons, document in an action plan what the sales person (and you if necessary
8、) is going to do. This might be: 当你已经找到真正的原因，要反应到行动计划上，说明什么是销售人员（和你必要时）应该做的。也许是： More prospecting for new clients 多开发新客户 Contacting existing clients 联系现有客户 Planning the diary better to increase the amount of selling time. 在日志上计划增加总的销售时间,11 Steps to Managing Activity,Step 11 步骤11 Go back to Step 3 !
9、回到步骤3！,11 Steps to Managing Activity,Over time, there will be two major benefits: 到此为止，有两个主要益处 1. You will ensure the sales person is busy, achieves the minimum number of appointments required to achieve his/her goal, and, 你将保证销售人员工作忙碌，完成所需最少预约数量以达到他/她佣金目标 2.You will be able to establish a training
10、program where the ratios fall short of the norm, e.g. why does one sales person need to make 100 phone calls in order to book 10 appointments when another can make 20 calls and book 10 appointments,or why does one sales person make 5 sales from 10 appointments whereas another only makes 2 sales? 当销售
11、量低于标准时你能够建立培训计划，如，为什么一个销售人员为了10个预约要打100个电话而其他人 才打20个电话，或者为什么一个销售人员可以在10个预约客户中销售5单而有的销售人员只销售2单？,11 Steps to Managing Activity,11 Steps to Managing Activity,As stated, activity management 如所述，活动管理 requires discipline and this is where most people fail. 需要纪律而这就是许多人失败的地方 Activity management 活动管理 must be
12、 done 必须 every day, 每天做， every week and 每周做和， every month 每月做,The Secret Weapons For Sales Management 销售管理的秘密武器,Producer Premium is driven by 5 key drivers: 销售人员的保费有5个关键的驱动力,No. of Sales Unit 销售单位的数量 No. of producers / Units 销售人数/单位数 Activity ratio 活动比率 No. of cases / active producers 活动人均件数 Premium
13、 / case 件均保费,Premium 保费,=,No. of producers 销售人数,No. of producers 销售人数 Sales units销售单位数,A/R活动率 x No. of cases 件数 Active producer 有绩效的销售人数,Premium Case 件均保费,x,x,x,Which key driver creates the greatest impact? 哪个关键驱动力最有影响力,Key driver 1 : Increase the no. of producer 关键1:增加销售员的数量,Key driver 2 : Increase
14、 Premium / case 关键2:增加件均保费,Which key driver creates the greatest impact? 哪个关键驱动力最有影响力,No. of producer 销售人数,Activity ratio 活动比率,No. of cases / active producer 活动人均件数,Premium / case 件均保费,What is the growth impact? 对增长的影响,Key driver 3 : 1 extra case / month 关键3:月均件数,Which key driver creates the greates
15、t impact? 哪个关键驱动力最有影响力,No. of producer 销售人数,Activity ratio 活动比率,No. of cases / active producers 活动人均件数,Premium / case 件均保费,What is the growth impact? 对增长的影响,Key driver 4 : Increase activity ratio 关键4:增加活动比率,Which key driver creates the greatest impact? 哪个关键驱动力最有影响力,No. of producers 销售人数,Activity ratio 活动比率,No. of cases / active producer 活动人均件数,Premium / case 件均保费,What is the growth impact? 对增长的影响,What are Employees Looking For 员工在寻找什么,Interesting, Challenging work 59% 有趣和富有挑战的工作 Company is well managed 48% 公司的管理井井有序 Work I feel Passio
