銷售支持工作上半年總結(jié)及工作提醒課件

銷售支持工作

上半年總結(jié)及工作提醒目錄營銷業(yè)務(wù)進度及基礎(chǔ)數(shù)據(jù)業(yè)務(wù)競賽活動主顧開拓活動營銷業(yè)務(wù)進度單位營銷年度計劃累計年化標(biāo)保年進度排名53050294.7%1103597794.4%250047094.0%31963134068.3%46048401066.3%53238208664.1%6153196463.0%76147384962.6%83586222462.0%96862421761.5%101810111261.4%1191155761.2%12136281860.1%132836168659.5%142681158659.1%152103123258.6%16121069657.5%175744317155.2%182743140951.4%19185589048.0%202707929.1%21全省549653386361.6%--數(shù)據(jù)截止：2009年6月22日營銷基礎(chǔ)數(shù)據(jù)－活動率1-5月平均65.4％，較去年同期提升3.24％各單位活動率數(shù)據(jù)單位1月獎金2月獎金3月4月獎金5月月均獎金合計72.20%874062.80%350082.00%71.30%786071.40%71.94%2010077.10%559068.70%226070.80%69.00%446069.70%71.06%1231075.50%942064.10%302066.50%68.10%396076.90%70.22%1640073.50%971060.30%376071.90%65.10%442074.20%69.00%1789079.00%1908059.20%070.70%61.60%067.30%67.56%1908074.00%424056.90%068.10%66.20%464071.10%67.26%888071.40%1849058.80%878064.70%67.10%1054069.30%66.26%3781073.40%1015058.30%424072.40%60.50%422065.70%66.06%1861069.70%186057.60%063.80%68.80%138070.20%66.02%324062.20%364062.00%076.30%62.60%248065.50%65.72%612069.90%583053.90%076.40%61.20%298065.80%65.44%881080.60%314055.50%062.00%63.20%261065.60%65.38%575076.70%527050.00%066.60%65.50%266066.80%65.12%793077.60%533055.40%226070.00%59.70%272061.10%64.76%1031073.80%1158054.20%398063.40%61.20%496066.80%63.88%2052066.60%1428055.50%069.20%60.90%064.60%63.36%1428069.70%950047.90%068.90%57.80%488063.90%61.64%1438072.00%732047.00%063.90%58.10%296057.50%59.70%1028059.50%138043.20%060.30%60.40%290065.50%57.78%428042.90%044.40%24040.80%58.10%052.10%47.66%240活動率工作提醒4月活動率較低，分析結(jié)果是：各層級數(shù)據(jù)表明，主管、試用層級較3月正增長；正式層級負(fù)增長12.5個百分點，差距較大，分析原因是3月考核月帶動活動率整體上升，而且拉升較高，因此與4月形成較大差距，另，考核月過后導(dǎo)致隊伍的心態(tài)松懈，同時消耗了儲備能量，導(dǎo)致影響4月總體體能。注意提升7月活動率，重點關(guān)注正式層級。鉆石率、鉆石會員占比1、開門紅啟動讓1月的鉆石率達(dá)成了29%，為上半年最高點。受春節(jié)假期影響，2月的鉆石率也跌到最低谷，4、5月份稍回正常。2、從09年起，我們強調(diào)了對鉆石會員占比的要求，通過競賽激勵、各單位對鉆石會員占比的推動，讓會員占比到了3月以后基本到了一個較平穩(wěn)的水平。各單位鉆石率機構(gòu)1月2月3月4月5月平均36.20%23.90%24.30%31.50%32.40%29.66%30.90%19.40%24.30%29.00%37.20%28.16%34.40%26.20%23.40%28.30%28.10%28.09%29.80%20.00%26.20%26.60%29.80%26.48%38.80%19.00%21.30%24.20%25.50%25.76%32.30%18.50%18.90%22.80%25.40%23.58%29.80%21.20%13.10%24.80%28.50%23.48%30.60%17.30%20.60%26.90%21.20%23.32%32.30%21.60%19.70%18.90%21.50%22.80%34.50%20.10%19.10%17.70%22.00%22.68%36.60%13.80%16.90%21.40%23.50%22.44%28.30%17.70%20.50%21.20%23.60%22.26%27.20%20.30%20.60%18.60%23.00%21.94%22.50%12.70%15.80%16.90%40.20%21.62%28.50%16.50%15.70%23.10%21.90%21.14%28.20%9.70%16.60%18.30%25.80%19.72%24.00%13.80%16.80%22.60%21.30%19.70%27.30%15.10%11.30%20.00%20.10%18.76%20.60%15.60%18.80%19.40%19.40%18.76%22.20%19.70%11.90%19.80%15.60%17.84%21.00%10.80%7.30%14.20%13.80%13.42%全省28.60%17.60%18.40%21.40%23.40%21.88%各單位鉆石會員占比機構(gòu)1月2月3月4月5月平均12.10%13.20%15.20%13.00%13.90%13.48%5.90%8.50%14.10%15.00%15.20%11.74%7.60%8.70%14.40%11.90%13.90%11.30%8.50%10.00%12.30%12.60%10.20%10.72%6.90%9.00%13.50%10.80%11.50%10.34%10.30%8.40%10.00%9.00%10.40%9.62%6.80%9.20%10.30%9.30%10.50%9.22%6.60%6.90%9.80%9.80%9.40%8.50%6.60%6.60%10.30%8.70%9.60%8.36%8.30%7.10%6.70%6.10%13.30%8.30%1.70%3.70%13.90%11.30%10.60%8.24%6.60%7.40%10.30%8.50%8.20%8.20%5.20%7.40%9.80%8.50%9.50%8.09%5.80%6.80%11.50%8.10%7.60%7.96%4.50%5.80%10.20%6.40%6.80%6.74%4.80%5.70%7.00%6.40%8.70%6.52%3.70%4.00%9.40%7.20%7.30%6.32%6.00%5.30%6.60%6.60%6.60%6.22%4.70%5.70%4.70%4.50%6.70%5.26%3.20%5.60%7.10%6.60%2.20%4.94%3.00%3.80%3.40%2.70%4.10%3.40%全省6.60%7.20%9.80%8.50%9.10%8.24%1、各單位的鉆石達(dá)成進度比較后置，每月會員占比及鉆石率進度飆升高峰期主要集中在25日之后；2、鉆石指標(biāo)受業(yè)務(wù)競賽影響較大，競賽月對鉆石指標(biāo)的促進較明顯，而鉆石指標(biāo)在考核月則壓力較大；3、鉆石率、月度持續(xù)率及鉆石會員占比三個指標(biāo)之間的關(guān)系休戚相關(guān)，如果每個月的鉆石人力平臺無法保證，則對下一個月與再下一個月的會員占比帶來直接影響；工作提醒下半年推動工作提示8月中下旬將舉辦分公司第五屆鉆石半年會，將選址海濱度假村舉行；7、8月份分公司將啟動全省大型鉆石巡講，巡講將借用火炬?zhèn)鬟f概念進行，配合機構(gòu)鉆石半年會表彰或第六屆鉆石半年會啟動等鉆石活動。請重點關(guān)注下半年新人入鉆率及各月度持續(xù)率指標(biāo)，建設(shè)好每月鉆石平臺。鉆石半年會入圍情況數(shù)據(jù)截止6月23日，全省僅225位業(yè)務(wù)員、9個營業(yè)組入圍鉆石半年會，而截止五月份連續(xù)五個月連鉆的業(yè)務(wù)員有827人、53個營業(yè)組和22個營業(yè)部?，F(xiàn)達(dá)成情況不太理想。機構(gòu)鉆石業(yè)務(wù)員鉆石組鉆石部23202200191018201820170015001200111010001010900700600600600600500300100100全省22590目錄營銷業(yè)務(wù)進度及基礎(chǔ)數(shù)據(jù)業(yè)務(wù)競賽活動主顧開拓活動業(yè)務(wù)競賽活動開門紅開門紅業(yè)務(wù)競賽2009年開門紅，個險承保API15675.3萬元，達(dá)成率122.5%其中營銷承保API13740.5萬元，達(dá)成率125％，較去年同期增長43.43％達(dá)成營銷年度計劃25％開門紅！開門紅業(yè)務(wù)競賽單位承保API責(zé)任額達(dá)成率富貴經(jīng)理富貴大使329.3208159.1%13484.3306158.3%12163.2106154.0%

1732.81210143.2%636654.7465140.8%410578.1421137.3%214977.9717136.4%523134.9100134.9%

1244.6182134.4%111978.11505131.4%533844.5647130.5%316516.0416124.0%15299.5242123.8%

21682.51372122.6%5271408.81199117.4%622865.9768112.7%317654.6588111.3%27490.7454109.1%

5627.666594.4%

6331.037189.2%12652.980581.1%41824.35445.1%

合計15675.312800122.5%50250四五連動競賽四五連動中，個險（不含XX）預(yù)收API13630萬元，承保API12438萬元，達(dá)成分公司目標(biāo)99.51%，達(dá)成總公司目標(biāo)115.3％，奪取總公司獎勵92.78萬，為全系統(tǒng)最高（不含XX12.76萬元獎勵）。其中營銷承保API12381萬元，達(dá)成營銷年度計劃22.5％四五連動競賽機構(gòu)目標(biāo)預(yù)收API達(dá)成率承保API達(dá)成率獎勵費用117234200%218187%5616227441194%404178%109968501090127%975115%40900514627122%599116%24672648789122%711110%31104509617121%579114%24384110214195%206188%528015091649109%149399%60320337365109%33198%13480789848109%75996%3156013291426108%130998%5316013191396106%124995%52760200206103%19698%8000466480103%42691%18640266267101%24994%1064073569995%64888%1470072866892%64889%1456046242392%40487%924040936690%33281%816092080187%66873%

593355%3357%

全省1250013630109%12438100%437972500強表彰單位優(yōu)秀營業(yè)部營銷精英500強營銷新人100優(yōu)合計普吉婺源三清山普吉婺源三清山入圍獎普吉婺源三清山入圍獎434164215984

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1合計211840162298104050639業(yè)務(wù)競賽活動相伴成長.同享輝煌--09年XX人壽長期激勵計劃方案月均首年年度化標(biāo)準(zhǔn)保費增員率有效活動率首年年度化標(biāo)準(zhǔn)保費成長率[90萬,）3%62%20%[60，90萬）4%[30，60萬）5%09年期權(quán)競賽項目08年09年入圍數(shù)量通過率入圍數(shù)量通過率第一階段入圍5365%8077%第二階段入圍4483%3949%第三階段入圍49%824%數(shù)據(jù)截止：2009年6月22日09年期權(quán)競賽機構(gòu)業(yè)務(wù)員年度化標(biāo)準(zhǔn)保費最新排名1091359318254285772329680706764856977108969462391第50名年化標(biāo)保874478.8509年期權(quán)競賽機構(gòu)姓名09年1-6月API08年1-6月API成長率增員率有效活動率保費排名是否達(dá)標(biāo)備注82714903353495146.7%7.0%59.9%54FALSE進入保費排名前150名8045558619656829.8%4.7%62.8%56達(dá)標(biāo)7170256600989619.3%3.0%65.1%76FALSE6936700352238796.9%3.3%66.9%87達(dá)標(biāo)6610202436533551.4%5.6%63.7%98達(dá)標(biāo)560542253270105.2%3.9%61.6%136FALSE5494933347223358.3%4.2%56.1%143FALSE5418975363481349.1%4.9%58.6%148FALSE5025592262499091.5%7.0%60.7%169FALSE保費排名潛力人員4953561372095233.1%3.9%63.1%174FALSE4581653289595958.2%6.5%57.0%199FALSE4499577335929533.9%6.6%55.9%203FALSE4201185309787036.1%3.3%55.2%225FALSE40659881509213169.6%7.0%62.9%240達(dá)標(biāo)3947002204249893.2%5.3%56.7%249FALSE09年期權(quán)競賽機構(gòu)姓名09年1-6月API08年1-6月API成長率增員率有效活動率成長率排名是否達(dá)標(biāo)備注40659881509213169.6%7.0%62.9%8達(dá)標(biāo)進入成長率排名前120名2137363962886122.0%6.5%56.7%17FALSE3947002204249893.2%5.3%56.7%37FALSE5025592262499091.5%7.0%60.7%40FALSE3460924184453287.6%8.3%64.6%47達(dá)標(biāo)3197701181709476.0%6.2%61.3%72FALSE2185002128257670.4%7.8%63.6%81達(dá)標(biāo)2144123126169669.9%4.3%64.3%83FALSE2587020157268564.5%8.1%62.8%95達(dá)標(biāo)3841097236451762.4%4.2%65.5%101達(dá)標(biāo)4581653289595958.2%6.5%57.0%115FALSE2218195149011348.9%5.3%62.6%157達(dá)標(biāo)成長率排名潛力人員1949555135124144.3%5.8%63.8%180達(dá)標(biāo)3815954266495743.2%4.0%69.7