Business channel competition of group insurance

Team is the foundation of business development, and team infrastructure is the cornerstone of sales team development. The basic construction of sales team has become the fundamental place for insurance subjects to win market competitive advantage. In the fierce market competition, it is an important task for all group insurance salesmen to comprehensively examine the market development environment, analyze the problems existing in the current group insurance team infrastructure, further accelerate the development of team system, management mode, professional quality, information construction, team culture and compliance management, and vigorously enhance the competitiveness of insurance subjects in the group insurance market.

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existing problems

At present, there is still a certain gap between the present situation of group insurance team infrastructure construction and the standard of "specialization, precision and specialization" required by market competition, mainly in the following aspects:

1. The Measures for the Administration of Group Insurance Salespersons has been promoted slowly. In the basic construction of group insurance sales team, the Measures for the Administration of Group Insurance Sales Staff can be said to be the institutional basis for the construction of the whole group insurance sales team. At present, the individual insurance channels and bancassurance channels of major insurance companies in the market have implemented corresponding sales personnel management measures, and gradually established and improved the sales team management system, providing a perfect and smooth management system platform for the construction and development of the corresponding channel teams. However, due to the small premium scale and the small number of teams in the group insurance channel, the promotion of the Measures for the Administration of Group Insurance Salespersons in most insurance institutions is not optimistic, and most of them stay at the level of system introduction or the initial stage of promotion.

2. The development and promotion progress of the information management system for group insurance salesmen is slow. In the infrastructure construction of the group insurance sales team, the salesperson information support system plays an important role. At present, the group insurance channels of most insurance institutions have not fully popularized the use of the group insurance salesman management information system, including the entry management, performance statistics, salary calculation, rank assessment and other links of group insurance salesmen. It is mainly carried out in the traditional way, which leads to the inefficiency of the management of group insurance salespeople in grass-roots institutions and reduces the management and ability of group insurance salespeople in grass-roots insurance institutions.

Strengthen the sales team of group insurance

Countermeasures for infrastructure construction

1. Accelerate the Measures for the Administration of Group Insurance Salespersons. The establishment of group insurance team management system is the premise of team management. However, the fierce market competition requires all insurance entities to further accelerate the implementation and promotion of the Measures for the Management of Group Insurance Salespeople, establish a unified management method for group insurance salespeople, and provide unified and standardized personnel management system support for the development of group insurance salespeople in all aspects such as personnel recruitment, contract signing, performance calculation, assessment and promotion, salary distribution and team building.

2. Actively promote the provincial centralized management of the group insurance channel sales team. According to the current development trend of China's group insurance market, the group insurance channel should actively promote the provincial centralized management of the group insurance channel team. First, on the basis of popularizing and implementing the Measures for the Management of Group Insurance Salespeople, and under the premise of unified norms, we will gradually establish a team management and business processing system with provincial insurance companies as the core, a sales and customer service system based on prefecture-level companies, clarify the organizational structure and promotion standards of group insurance channel sales teams at all levels, realize unified and standardized management, convenient and flexible service, and improve the level of channel professional team building. Through the centralized management of group insurance channel sales personnel at the provincial level, the unified management of personnel management, performance appraisal, commission payment, rank assessment and commendation and reward of group insurance sales personnel in the province can be realized. Second, according to the principle of "high standard, high quality and high performance", we will strengthen the recruitment and training of new people in the group insurance channel, implement team classification management in the business area, and gradually establish a high-quality elite sales team. According to the requirements of market development, establish a full-time customer service team to provide customers with unified, standardized and personalized after-sales service, establish a good image of professional service, and improve customer satisfaction and loyalty. The third is to speed up the construction of group insurance sales information system. In view of the backward means of group insurance channel management and a large number of manual operation risks, it is necessary to further accelerate the development and promotion of group insurance channel sales personnel management system, sales support system and customer relationship management system, realize the comprehensive information management of sales team, sales support and customers, and effectively improve the management level and market competitiveness of group insurance team.

3. Take measures to improve the professional quality of the group insurance sales team. First of all, according to the requirements of market development, the employment standards of group insurance sales personnel and group insurance customer service personnel are formulated. According to the different categories of corporate business, agency business, enterprise annuity business and insurance policy business, the work standards and behavior norms of corresponding personnel are determined, and the group insurance sales team and customer service team are guided to strive to improve their own quality and meet the requirements of corresponding positions. Secondly, we should vigorously strengthen education and training. In accordance with the principle of combining full-time and part-time jobs, we will strengthen the construction of group insurance lecturers, establish a unified and standardized teaching material system and training implementation system, carry out various forms of special training, give play to the role of "mentoring" of management and sales elites at all levels of group insurance channels, and continuously improve the professional quality of group insurance teams.

4. Create a distinctive group insurance team culture. Team culture is the soul and spiritual pillar of the enterprise, and vigorously promoting the construction of group insurance sales team culture is a strategic measure to build the core competitiveness of group insurance team. First, it is necessary to build a team management concept of "loyalty inside and trust outside", strengthen the construction of the integrity system of the group insurance sales team, and form

The atmosphere of "loyalty and glory, honesty and glory" truly regards group insurance as a cause of spreading happiness, strengthens its belief in the cause of group insurance, and devotes itself wholeheartedly to the cause of group insurance. The second is to establish a consistent team vision and goals, closely combine personal growth vision with team development vision, stimulate the potential of sales team members, and create a positive team culture throughout the team.

5. Strengthen compliance management and enhance the ability of business sustainable development. Operating in compliance with the law is an important guarantee for the stable operation of insurance institutions and a prerequisite for enhancing their core competitiveness. "The more rapid development, the more standardized management; The more compliance management, the more development can be promoted ",which has become the common sense of the development of various insurance institutions. The construction and development of group insurance sales personnel should adhere to risk prevention as the lifeline of team building and development, adhere to the principles of risk management and control, such as prevention first, prevention in advance and control in the process, and strengthen the sales risk and management risk of group insurance personnel.

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