Time goes by, never stops, and a piece of work is over. Looking back on the work since this period, I have gained a lot. Should I write a work summary record? What are the characteristics of a good job summary? The following is my monthly work summary of department managers (generally 5), I hope it will be helpful to you.
The monthly work summary of the department manager is 1. Good results need to be shared, so as to play an encouraging role. At the same time, it is also conducive to encouraging other employees to work together. Work summary can undoubtedly make a good job continue. The following is my own summary of xx in 20xx:
First of all, it summarizes the overall environmental conditions of the market in these xx months, such as changes in the market capacity of the industry, brand concentration and competitive situation, changes in the market share ranking of competing products, changes and characteristics of channel models, changes and characteristics of terminal types, changes in consumer demand, and characteristics of regional markets. The purpose is to understand the current situation and development trend of the overall market environment and grasp the pulse of the market environment.
Secondly, the performance of the main competing products in the market is deeply analyzed from the aspects of product series, price system, channel model, terminal image, promotion, advertising, marketing team and strategic partners. , so as to know yourself and know yourself. The purpose is to find the excellent marketing model of benchmarking enterprises, and tap the gap and deficiency between themselves and benchmarking enterprises.
Finally, it summarizes and analyzes its own marketing work, including sales data, target market share, product mix, price system, channel construction, sales promotion, brand promotion, marketing organization construction, marketing management system, salary incentive and so on. It is necessary to analyze key projects and try to be comprehensive and systematic. The purpose is to extract the key problems, analyze the initial reasons, and then it is possible to formulate corresponding solutions.
Take precautions and win thousands of miles away. Marketing planning is to emphasize seeking things first, systematically and comprehensively plan and deploy the overall marketing work of the enterprise in the new month. But we should also understand that the monthly marketing plan is not a marketing plan, but a strategic thinking based on monthly analysis and summary. A detailed marketing plan needs to be broken down into quarters or months, and only in this way can it be of practical significance.
Goal orientation is the key to marketing. In marketing work planning, the first thing to do is to set marketing objectives, which are concrete and data-based objectives, including monthly overall sales objectives, expense objectives, profit objectives, channel development objectives, terminal construction objectives, staffing objectives and so on. And refine and decompose it. For example, the sales target of end products should be decomposed into every region, every customer, every system and so on. Circulation products are decomposed into every region, every customer, etc.
The second is product planning. New product development plan and product improvement plan based on consumer demand analysis; Analyze regional leading products through sales data and draw up regional product sales mix; According to the characteristics of different regional markets and the existing customer network resources, the channel positioning of regional products is put forward. Then it is necessary to draw up a standard price system, from CIF to suggested retail price, including the price fluctuation range of all intermediate links, and sometimes it is necessary to draw up a phased price adjustment scheme in combination with the product life cycle.
Monthly work summary of department manager 2 Looking back on the work in the past month, we can find many shortcomings.
I. Regional sales and payment back
There is no doubt that regional sales performance is the primary issue, and the change of sales performance can also explain many problems, so we often look at several figures in regional sales reports, such as regional pure sales data, commercial delivery data and commercial payment figures.
In fact, the most important thing is pure sales data, because pure sales are the basis of sales, so as to see the real changes in the market. However, according to different pharmaceutical marketing models, the acquisition and authenticity of pure sales data are different, and the pure sales data of OTC self-operated model is relatively true. As long as the chain headquarters provides the monthly purchase data of each single store, it is basically pure sales, because the chain and the following will have requirements for inventory, and the terminal unified data of self-operated prescription drugs are generally accurate, and the pure sales of agents are also accurate.
Generally speaking, commercial delivery can also reflect certain market conditions, and generally speaking, the delivery figures are mostly at the company level. However, if the regional delivery figures change greatly, it is necessary to pay attention to whether competing products change, market activities, big customer start-up, sales staff change, channel pressure and so on. This sales manager should know.
The aggregate data reflects the regional business management ability, so I won't say much. Managers with ideas can talk about the "ring comparison" and "ring comparison" of sales. The former explains the continuous changes in the current month, while the latter explains the cumulative changes in the same period. Therefore, the chain growth in some areas is beautiful, but the chain decline may be problematic!
Second, product development
How did the sales performance come from? Obviously, it is realized through products. The products are mainly concentrated in two parts. First, the situation of big products and mature products, because these products often account for a large proportion of sales, which is the basis of regional performance and can't go wrong. Generally speaking, the small growth of mature products is relatively normal, followed by second-line products and new products, because these products often determine the growth of sales.
Third, customer development and customer management.
In short, a formula can be used to explain the relationship between customers and sales volume: "sales performance = customer number * customer unit output", so from this perspective, sales only do two things, one is the maintenance and deep excavation of old customers, and the other is the development of new customers. These two things must be clearly explained in the monthly sales report. The most common problem in regional management practice is insufficient development of new customers, resulting in limited increment. At the other extreme, it is not worth the loss to be busy developing new customers and ignoring the maintenance results of old customers every day. Moreover, it is not necessary to follow the "28 Law" in customer management and investment. These are "military taboos" in sales management!
Four. Summary and analysis of market activities
Marketing activities in drug sales are "necessary". There is no activity, and only by the "hard push" of the sales staff can the quantity be picked up. Marketing activities reflect whether the regional market is "moving" to a certain extent, and marketing activities and customer development complement each other.
No matter what kind of medical marketing model, marketing activities are the key link of regional sales management. Regional academic activities and customer activities of prescription drugs, terminal promotion and training of OTC, and "three meetings" and terminal activities of generic drugs will basically change as long as you do it, but the purpose and form of activities in different markets and products at different stages of development should be different, so the number, purpose, plan, content, input and effect of marketing activities every month are different.
Verb (abbreviation of verb) team building
One of the three axes mentioned by Mr. Gu in the management behavior of the sales manager is "leading the team". The essence of sales is the combat effectiveness of the sales team, and people are the foundation of everything! Therefore, the recruitment and change of personnel in the region, the training and counseling of sales personnel should be the important contents of the regional report. Only talking about business, not talking about team and management, shows that the regional manager has not completed the transition from sales to management!
Problems and demands of intransitive verbs
Many sales managers like to "report good news but not bad news", which is actually unwise. On the one hand, the market can't be without difficulties, and problems don't mean that the market is "too good". In fact, both of them want to know the real situation of the market from the company level, and asking questions is sometimes an opportunity to sum up resources. Under normal circumstances, enterprises are not afraid to sell resources, and they are afraid that they will have input but no output! Another situation is asking questions or even complaining every day, which is not good. Simply put, the company arranges you to solve the problem. Too many questions may indicate that your work is not done well, so ask questions in the monthly summary, but still be objective!
Department Manager's Monthly Work Summary 3 This month's work summary is as follows:
First, grasp three main lines.
1. Business income is the top priority and the first main line of major customer branches. At present, there are 363 big customers in this area. This year, the business income plan of the Key Account Division is 665,438+0,680,000 yuan, and the actual performance in XX is 56.05 million yuan. Complete 0% of the 965438+ annual plan. The stock business income index is 57.02 million yuan. By the end of February, 501.3 million yuan has been completed, accounting for 90% of the annual plan.
2. Business development is the main engine to drive the growth of business income and the second main line. There were 5,245 fixed telephone plans in the whole year, and 5,250 were actually completed, which is 100% of the annual plan. The fixed telephone users developed by our department this year mainly include: Bank of China, Chinese Medicine Hospital, etc. In XX, our department also signed 3000 fixed-line telephone agreements, including 800 FRs, 500 new cc Group factories and 500 courts. These projects will be completed gradually at the beginning of XX. At the same time, according to market research, we are still tracking some new projects, such as sd Hotel, yk Co., Ltd. and so on.
PHS planned 3,360 sets a year, and actually completed 5,023 sets, accounting for 1.50% of the annual plan. In the development of PHS business, we mainly rely on the good working relationship between account managers and major customers to sell PHS by group buying and promoting virtual intelligent networks.
There are 236 annual plans for broadband (B), of which 4 10 was actually completed, accounting for 174% of the annual plan.
There are 800 broadband (Class A) households in the annual plan, with 1.449 households completed, accounting for 1.8 1% of the annual plan.
In the second broadband development, 10m optical fiber or adsl was directly added, and some technical networking services were also developed in large customers. Our department has successively signed broadband group purchase agreements with Shen Da Group, People's Hospital and other units, and successfully completed Class A broadband indicators.
In networking, through the efforts of our bureau, we signed seven lease agreements with cj for long-distance 2m digital circuits in August of XX. In February, XX, 65438, we signed a lease agreement with zsy for 25 2m digital circuits in the whole province. The above two projects are authorized by the provincial company and operated by our department. The successful signing of these two projects has added luster to our bureau.
3. Service work is the basis of ensuring quantity, promoting increment and stimulating new quantity, and it is the third main line.
In terms of storage capacity, the Unicom special line of Sanhui Fashion Co., Ltd. was dismantled after the excellent service of XX account manager. In hl Group, after several rounds of competition with mobile companies, the mobile private line was successfully dismantled, and the loss of long-distance calls was recovered as a whole. There were countless cases of anti-robbery, and finally the loss rate of key customers was ensured to be 1.09%, which was lower than the provincial control index of 3%.
In the aspect of promoting increment, we have further increased the efforts to dismantle the machine to connect to the grid and dismantle adsl-installed optical fibers.
In the aspect of encouraging new customers, through tracking new customers, we can provide services to new customers at the first time, thus forming a good first impression and constantly cultivating loyal new customers for China Telecom. This year, we successfully signed new customers, such as brf, wlt, ly and so on. Among them, the communication fee of BRF 65438+February has exceeded 60,000 yuan.
Second, adhere to two concepts.
1. Insist on the people-oriented concept internally. Work is done by people, and the quality of work is closely related to people's ability and will. XX years insist on regular training for account managers to improve their comprehensive working ability and let talents appreciate. At the same time, through effective incentives and other means, the account manager has a strong desire to do business. This year, the performance appraisal method was formulated, the performance contract was signed, and the account manager responsibility system was established. In the process of implementation, we widened the distribution gap, making account managers feel that doing well is different from doing badly, thus really playing an incentive role.
2. Adhere to the concept of customer first and dedicated service.
With the development of the city, many units in the urban area have to relocate, and at the same time, the whole network relocation is proposed. Account managers have to spend a lot of energy on coordination, because there is basically no increase in product volume, and it is difficult to reflect the work results on performance. However, if the service is not good, the relocation of these units is likely to become the replacement of other operators' telephones. In this case, it is especially necessary to adhere to the concept of "customer first, dedicated service", focus on the overall situation, think about what users think, worry about what users are anxious, and help users solve communication problems in a timely and thoughtful manner.
Summary of the work of the department manager in April In order to better carry out the activities of 20xx Safety Production Month, our power supply company closely focused on the theme of "Consolidating the Safety Foundation and Promoting Safety Development", and according to the Notice on Carrying out the Activities of 20xx National Safety Production Month and the spirit of relevant meetings, and according to the actual situation of our power supply company, we carried out a series of safety production activities and publicity. Safety production month activities are summarized as follows:
First, leaders attach importance to it and organizational measures are in place.
In order to strengthen the organization and leadership of this safety month activity and ensure its effective implementation, the company's deputy manager in charge of safety is responsible for the organization and implementation of this safety month activity. In order to improve the management's understanding of safety month activities, at the regular safety meeting, the management leaders and safety officers of the construction department were organized to study and carry out a special mobilization meeting with the theme of "consolidating the safety foundation and promoting safety development".
The manager of the company gave strong financial support to the safety month activities, and allocated funds for the publicity expenses during the safety month several times, and successively produced three sets of theme banners (front hall, chemical office, steel mill; Two sets of big banner slogans (dumper room, chemical water office) and several small slogans are all at the construction site; A safety signature leaflet with two warning words decided to spend 1000 yuan per month to select the winner of the safe mobile red flag.
Second, carry out various forms of publicity and education activities.
During the activity, a variety of safety publicity and education activities were carried out, such as signing safety warning signs, organizing employees to participate in the safety month education examination, participating in the Jincheng Coal Industry Cup national knowledge contest on safe production and popularizing law, and selecting safe and civilized flowing red flags. According to the characteristics of thermal power construction, safety knowledge publicity materials on aerial work, electric shock prevention, mechanical injury prevention and habitual violation prevention were collected and distributed to each operation team for organization and study. Educate employees to "lay a solid foundation for safety and promote safety development" and improve their self-protection ability.
By publicizing the activities of Safety Production Month, we will create a strong safety and civilized construction atmosphere and improve the safety and civilized construction awareness of all employees.
Third, take the Safety Month as an opportunity to solve practical problems.
In the safety month activities, various departments, construction departments and managers at all levels actually solved several problems in the safety month activities, and aimed at the implementation of the safety month. During the safety production month, the safety and environmental protection department did a lot of work and solved a lot of problems. Two special safety inspections have been organized, which have rectified a number of problems and eliminated hidden dangers.
Do a good job in flood control, wind prevention and lightning protection in summer to ensure construction safety in flood season; The south side of section D of No.2 coal conveying tunnel is affected by rain and dynamic load, and the slope is unstable. We took timely measures to build a retaining wall with a length of17.5m and a height of 5-7m with mortar.
Attach great importance to the safety management of aerial work. In view of the high-altitude work at the scene and the great danger, we mainly do three things:
1. Collect information about aerial work and distribute it to all construction teams to improve workers' knowledge of aerial safety.
2. The proportion of safety investment has increased, and safety nets have been installed in key parts such as dumper room for protection.
3. Strengthen on-site anti-habitual violation supervision. It is necessary to increase the punishment and management of habitual violations.
Summary of the work of the department manager in May In view of the fact that I was only in XX for a few days last month, it was not a complete month, and my role was quite special, it was a bit far-fetched to summarize my work in XX as a department manager, so I would like to summarize my work and feelings in intellectual property rights in the past two months. First of all, talk about this plan. In March, the independent leading department began to be a team leader, and plans were made at the beginning of each month. However, I know that for such a long time, the plan can't keep up with the changes, and there are many uncertainties. So I need to know how to change with the trend, and be good at catching and digging things that are not planned. To tell the truth, at the beginning of each month, 50% or even 80% of customers who may be able to make plans often fail to proceed as expected, but the final performance is still more than 80% of the plan. The conflict and contrast between these two data are great, and the most crucial thing is unplanned; Sales should not be too rigid. Besides making full use of your own resources, you should also know how to accumulate unexpected resources, which will often bring you many surprises. There is a reserve army in modern European war, so it is necessary for us to do sales. After more than half a month's efforts, perhaps everyone's resources are running out. Whoever has more reserve resources in the end, who can develop it, will do the best and win the final victory! Simply put, planning is necessary, but there are many useful things to do besides planning, but these are not written on this paper!
On the other hand, from the management point of view, I am very tolerant of employees, because I attach great importance to employees, and the methods I attach importance to are all wrong and right now; My starting point is to make employees happy, so that we can get closer. I remember the first day B came to my department and told me that I was an easy-going manager with no shelf, which made me very pleased. Take good care of your employees, employees will have a good attitude to take good care of customers, employees will take good care of customers, and the company's performance will also be taken care of. I need to make every employee earn money and work happily. Of course, my approach is also wrong. The mistakes are: first, sometimes they are too loose, too familiar with the employees in their own departments, and lack the prestige that managers should have; Second, sometimes they are too protective and take everything on themselves, just hoping that they won't have too much pressure and can work happily. Now that I think about it, it seems that this will make them grow too slowly!
In view of the above problems, for next month's planning, in terms of performance, my staff is relatively new and the available resources are relatively small compared with other departments, so the first point is to grasp the accumulation of customers, which requires an effective supervision and reward and punishment system; In addition, the business needs diversification, and it is impossible to do only one kind of business. As a manager, I will try my best to find more "chips" for the department. Next month, the first achievement is the accumulation of customers, and the second is to do two big single sprint department performance; The third is to rely on the development of new business; Therefore, my work next month will start from these three aspects. Since we are liberalizing the belt department, I think as long as it is for the benefit of the company and as long as we can pay wages, we can try anything. I firmly believe that there will always be more methods than problems!
From the management point of view, I need to learn from managers and take the essence. On the other hand, I need to compare and recognize my own shortcomings, especially the methods for employees, correct myself and make some changes!
For next month, according to the actual situation of my current department, there are currently three people in my department. My initial task is 30,000 yuan and the sprint is 50,000 yuan! For the two months I have now, what I want to do most is to let them grow up next month and learn something, whether it is salary or ability; For newcomers who may be assigned immediately, I believe that I will soon integrate into my department and the department will grow slowly; The focus of my training is A. She lacks self-confidence, but her overall quality is good and her mobility is good. So, let her place an order as soon as possible, let her have a performance, let her gradually become confident and let her try more. As for B, just entering this industry, I don't expect much from the performance in the first month, and accumulation is its primary task. The most important thing of telemarketing is to accumulate wealth and do what I should do, so it will always be a blockbuster; But the work attitude needs strict requirements, especially for newcomers. I know this common sense, very well!
Finally, in terms of department construction, performance: I have always wanted to be the first, my team has been the first since March, so it goes without saying that I will still be the first next month, which is my goal and the common goal of our department; In the construction, our department will have its own unique departmental culture and consistent goals. The goal is everyone's direction and clear what they should do; Culture and slogans will infect everyone around you and drive everyone to work hard. Everyone in the department has a common concept of honor and disgrace, and it is crucial to unite as one. This needs to be gradually formed through some subtle stimulating behaviors and some leading roles of leaders, which will be the key to the construction of this department!
The above is a summary of my work. It's really my first time to write this. Please correct any shortcomings!
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