How to improve the scale ability of property insurance companies

As the boss of many types of insurance, it is very important for the whole insurance industry to improve the sales ability of property insurance. In essence, the basic attribute of property insurance companies is risk management, and product sales are an important part of company management. It can be said that the strength of product sales ability is the foundation of a company's survival, development and benefit. Then, how can property insurance companies continuously improve their sales ability and make themselves invincible in the fierce market competition? The author makes a superficial talk here.

Strengthening front-line team building is the basis of improving sales ability.

The fundamental driving force for property insurance companies to improve their sales ability lies in strengthening the construction of front-line sales teams. To adjust and enrich the first-line sales team, we must first solve the problem of where people come from. There are only three ways: first, introduce new employees and recruit young people with professional qualifications, certain work experience, passion and plasticity from the society. For example, the "Thousand Talents Plan" implemented by PICC P&C is a better way; The second is to use local materials, select a group of people who are eager to learn and have sales hobbies and potential from the company background sequence to enrich the sales front line, revitalize the workforce and activate endogenous motivation; Third, select outstanding agents from the agent team who have outstanding performance for several years and meet the entry requirements to enter the sales front-line general edition and local edition staff team, pay attention to their performance and conduct assessment, moderately relax the academic qualifications and age conditions, thoroughly open up the career promotion channels for agents, and revitalize the human resources of agents.

Secondly, to solve the problem that team stability is peace of mind and willingness. First, policy support: new employees should have basic salary guarantee within 2-3 years of sales work, the salary of backstage employees is slightly higher than that of the original post, and excellent agents can be appointed as team leaders. Protect their work enthusiasm with policy incentives and keep the team relatively stable and growing; Second, strengthen study and training, improve sales skills, and practice the ability to win the market. New employees should assign professionals to deliver, help and guide them, so that they can get familiar with the situation as soon as possible and enter the role. In addition to training in the company, they should be retrained every year to improve their business skills, stimulate their entrepreneurial enthusiasm and cultivate them into a new force in the market as soon as possible.

Scientific organizational structure is the support to improve sales ability.

Scientific organizational structure is a strong support to improve sales ability. To improve sales and service capabilities, it is necessary to adjust the organizational structure at the provincial, city and county levels, shorten the management chain, optimize the workflow and improve the efficiency of management and service.

At the provincial branch level: the product line management department and the sales channel business department are combined. The management department is mainly responsible for controlling, serving, coordinating and coordinating the overall business development of the product line, and is responsible for the development, efficiency and compliance of the entire product line; The division focuses on the exclusive management of a certain channel, is responsible for market development and exploration, and accepts the management and guidance of the product line management department. The main person in charge of the department should be subordinate to the product line management department or directly served by the main person in charge of the management department, and the management and the office should actively dock. The two should be organically integrated and have their own emphases, but they should not be separated and independent. Otherwise, it will increase management chain and cost, reduce management and service efficiency, and affect the coordinated and sustainable development of business.

At the level of city branches: on the basis of referring to the organizational structure of provincial branches, the business departments set according to the industry attributes of customers and the magnitude of big customers do not need to be attached to the product line management department or part-time jobs, because these business departments are independent accounting units and have relative independence.

At the level of county branches: there is no need to set up management departments according to product lines, but set up business maintenance and expansion teams according to business source channels and customer industry attributes or orders of magnitude. The management attributes are in the branch manager's office, and team members are responsible for the corresponding superior product lines.

Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.