销售支持工作上半年总结及工作提醒课件

销售支持工作

上半年总结及工作提醒目录营销业务进度及基础数据业务竞赛活动主顾开拓活动营销业务进度单位营销年度计划累计年化标保年进度排名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%--数据截止：2009年6月22日营销基础数据－活动率1-5月平均65.4％，较去年同期提升3.24％各单位活动率数据单位1月奖金2月奖金3月4月奖金5月月均奖金合计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活动率工作提醒4月活动率较低，分析结果是：各层级数据表明，主管、试用层级较3月正增长；正式层级负增长12.5个百分点，差距较大，分析原因是3月考核月带动活动率整体上升，而且拉升较高，因此与4月形成较大差距，另，考核月过后导致队伍的心态松懈，同时消耗了储备能量，导致影响4月总体体能。注意提升7月活动率，重点关注正式层级。钻石率、钻石会员占比1、开门红启动让1月的钻石率达成了29%，为上半年最高点。受春节假期影响，2月的钻石率也跌到最低谷，4、5月份稍回正常。2、从09年起，我们强调了对钻石会员占比的要求，通过竞赛激励、各单位对钻石会员占比的推动，让会员占比到了3月以后基本到了一个较平稳的水平。各单位钻石率机构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%各单位钻石会员占比机构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、各单位的钻石达成进度比较后置，每月会员占比及钻石率进度飙升高峰期主要集中在25日之后；2、钻石指标受业务竞赛影响较大，竞赛月对钻石指标的促进较明显，而钻石指标在考核月则压力较大；3、钻石率、月度持续率及钻石会员占比三个指标之间的关系休戚相关，如果每个月的钻石人力平台无法保证，则对下一个月与再下一个月的会员占比带来直接影响；工作提醒下半年推动工作提示8月中下旬将举办分公司第五届钻石半年会，将选址海滨度假村举行；7、8月份分公司将启动全省大型钻石巡讲，巡讲将借用火炬传递概念进行，配合机构钻石半年会表彰或第六届钻石半年会启动等钻石活动。请重点关注下半年新人入钻率及各月度持续率指标，建设好每月钻石平台。钻石半年会入围情况数据截止6月23日，全省仅225位业务员、9个营业组入围钻石半年会，而截止五月份连续五个月连钻的业务员有827人、53个营业组和22个营业部。现达成情况不太理想。机构钻石业务员钻石组钻石部23202200191018201820170015001200111010001010900700600600600600500300100100全省22590目录营销业务进度及基础数据业务竞赛活动主顾开拓活动业务竞赛活动开门红开门红业务竞赛2009年开门红，个险承保API15675.3万元，达成率122.5%其中营销承保API13740.5万元，达成率125％，较去年同期增长43.43％达成营销年度计划25％开门红！开门红业务竞赛单位承保API责任额达成率富贵经理富贵大使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%

合计15675.312800122.5%50250四五连动竞赛四五连动中，个险（不含XX）预收API13630万元，承保API12438万元，达成分公司目标99.51%，达成总公司目标115.3％，夺取总公司奖励92.78万，为全系统最高（不含XX12.76万元奖励）。其中营销承保API12381万元，达成营销年度计划22.5％四五连动竞赛机构目标预收API达成率承保API达成率奖励费用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强表彰单位优秀营业部营销精英500强营销新人100优合计普吉婺源三清山普吉婺源三清山入围奖普吉婺源三清山入围奖434164215984

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311

1812

22261

81123126

1488

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231

1491

117

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1合计211840162298104050639业务竞赛活动相伴成长.同享辉煌--09年XX人寿长期激励计划方案月均首年年度化标准保费增员率有效活动率首年年度化标准保费成长率[90万,）3%62%20%[60，90万）4%[30，60万）5%09年期权竞赛项目08年09年入围数量通过率入围数量通过率第一阶段入围5365%8077%第二阶段入围4483%3949%第三阶段入围49%824%数据截止：2009年6月22日09年期权竞赛机构业务员年度化标准保费最新排名1091359318254285772329680706764856977108969462391第50名年化标保874478.8509年期权竞赛机构姓名09年1-6月API08年1-6月API成长率增员率有效活动率保费排名是否达标备注82714903353495146.7%7.0%59.9%54FALSE进入保费排名前150名8045558619656829.8%4.7%62.8%56达标7170256600989619.3%3.0%65.1%76FALSE6936700352238796.9%3.3%66.9%87达标6610202436533551.4%5.6%63.7%98达标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保费排名潜力人员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达标3947002204249893.2%5.3%56.7%249FALSE09年期权竞赛机构姓名09年1-6月API08年1-6月API成长率增员率有效活动率成长率排名是否达标备注40659881509213169.6%7.0%62.9%8达标进入成长率排名前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达标3197701181709476.0%6.2%61.3%72FALSE2185002128257670.4%7.8%63.6%81达标2144123126169669.9%4.3%64.3%83FALSE2587020157268564.5%8.1%62.8%95达标3841097236451762.4%4.2%65.5%101达标4581653289595958.2%6.5%57.0%115FALSE2218195149011348.9%5.3%62.6%157达标成长率排名潜力人员1949555135124144.3%5.8%63.8%180达标3815954266495743.2%4.0%69.7