In view of the problems existing in the human resource management of insurance enterprises, designing a systematic and perfect training system for employees in the insurance industry can effectively play the potential of employees, help enterprises cultivate all kinds of talents suitable for enterprise development, and effectively support the strategic development of enterprises. It can be seen that building a systematic and perfect employee training system is an important link for insurance companies to achieve long-term development.
Customer industry insurance industry
Improvement of problem-based training system
Customer background
M Life Insurance is a joint venture between an airport group company and an American life insurance company, which provides services to individual and corporate customers in many countries and regions around the world through life insurance, annual insurance, car and furniture protection plan, group insurance, reinsurance, retirement and savings products. While the company's business is booming and all aspects are making continuous progress, M Life Insurance Company has also continuously expanded to the whole country and set up branches in several major cities in China.
In order to ensure that the development of enterprise human resources is synchronized with the realization of the company's strategic objectives, M Life Insurance Company has established a training system with its own characteristics, which mainly includes the training stage of newcomers, promotion training and professional investment and financial management knowledge training. According to the different needs of employees at different stages, the knowledge structure and professional quality of employees are trained.
However, in the actual management process, it seems that the relatively perfect employee training system has not played its due role, and the company's performance has not improved, but has a downward trend. At the same time, many agents have switched to rival companies. Faced with a series of management problems, managers of M Life Insurance Company are puzzled.
Present situation, problems and analysis
After in-depth investigation and analysis of the management status of M company, the following problems exist in the employee training system of M company:
1. Lack of effective demand investigation and analysis.
When making the training plan, the company simply carried out the corresponding training according to the practices of foreign marketing industries, but did not go deep into the grassroots to investigate the training needs, and did not make a scientific and detailed analysis of the training needs of employees, which led to great blindness, randomness and aimlessness. Due to the lack of training demand survey, unreasonable training content of the company, too little training for improving the management skills of grass-roots managers, and the lack of necessary sales skills and other training content, managers and agents have taken many detours in their work.
2. Some training contents conflict with China's legal and moral standards.
In the training content of M Life Insurance Company, some contents are contrary to the laws and moral standards of our country. For example, among the exclusions, the accidental injury caused by the insured's illegal driving of motor vehicles, taking, smoking or injecting drugs is stipulated in the insurance law as deductible. However, M life is in the consideration of attracting customers. In the agent training, the agent publicizes that the company can pay compensation, which undoubtedly becomes a selling point of M life insurance company. But this is irresponsible to the insured, and it is encouraging this illegal behavior in disguise.
3. The mechanical nature of training conflicts with creative work.
Because insurance goods are invisible, non-craving and complex hidden consumer goods, this requires agents to be creative. However, in the company's existing training system, the training content mostly adopts solidified words to deal with the market, which is not in line with China's national conditions. This kind of training leads many agents to imitate mechanically, but can't creatively face different customers and their diverse needs, and the training is far from the expected effect.
4. The company is eager for quick success in training and pursues the maximization of short-term benefits.
In the training stage of newcomers, the company adopted some extreme methods, hoping to make the agents produce results early and quickly through training, which caused great pressure on the agents and even led them to leave their jobs because of dissatisfaction. This goes against the original intention of the company to train employees. The company's "over-training" of employees driven by interests denies the traditional values of China people, which makes agents excessively pursue the number of insurance policies and premium income, and their desire for honor and success is extremely inflated, which is not conducive to the company's long-term talent strategy.
solution
In view of the problems existing in the human resource management of M Life Insurance Company, we can improve them from the following aspects:
1. Strengthen the investigation and analysis of the training needs of agents.
The training demand reflects the shortage of employees' workflow and their expectations for training. The company's analysis of training needs should not only consider whether the training needs are consistent with the strategic objectives and corporate culture of the enterprise, but also consider the degree to which the business level can be improved through training and the importance of training to organizational goals. Fully understand the causes of training needs, truly combine training with the needs of employees and enterprises, and truly achieve the purpose of improving employees' work skills and promoting the strategic development of enterprises. Based on this, Huaheng Zhixin Consulting Team set up a training demand investigation and analysis tool according to the personnel characteristics and work characteristics of M Company, and agreed on the frequency and requirements of training demand investigation according to different training items and training objects.
2. Strengthen the professional ethics education and laws and regulations education and training of insurance agents.
Insurance agents shoulder the heavy responsibility of trust, and many people don't understand economic affairs, especially insurance and pension. They rely on the advice of their agents and believe that they know their own economic affairs. In any case, the agent must prove that his professional quality and service are worthy of the trust and trust of customers. For insurance companies, the highest level of integrity and fair business principles and the highest ethical code of conduct are the key to stand out from many insurance companies and win the trust of customers. Insurance agents should constantly enhance their awareness of law and integrity, and improve their professional ethics and skills to meet the needs of the ever-changing insurance industry.
3. Intensive training on NBS concept for agents.
The sales concept is consistent, and the ultimate goal is to find the problems that customers really care about and need to solve urgently. The core concept of "NBS" in the training system is the core concept of "customer demand orientation". At present, M Company blindly applies the foreign inherent training mode, which obviously cannot adapt to the current national conditions of our country. The expert team of Huaheng Zhixin Consulting pointed out that M Company should strengthen the training of existing NBS sales concepts, so that agents can truly understand and rationally use humanized sales methods to help customers find real needs. In terms of training methods, we should pay attention to participatory teaching, rather than simply adopting the mode of explanation by trainers and passive acceptance by employees. At the same time, based on years of consulting experience and management practice experience, Huaheng Zhixin Consulting Team has set up different training methods according to different training contents, different students' characteristics and work characteristics of M Company, so as to further improve the training effect of employees.
4. Increase the training of employees' self-management ability.
The cultivation of employees' self-management ability mainly includes the cultivation of work habits and time management. In order to effectively train agents to make rational use of time, plan daily work priorities and develop good work habits, the company's trainers and business executives should not only demonstrate and guide agents, but also pay attention to proper supervision and timely communication and exchange with agents, and adopt a step-by-step training method for employees, instead of rushing for success and colliding with employees.
abstract
Aiming at the problems existing in the training system for employees in the insurance industry, such as insufficient analysis of training needs, poor pertinence and deviation of training contents, Huaheng Zhixin's team of consultants and experts established a targeted training system for employees in the insurance industry, and set different training contents, training methods and related analysis tools for different training items and training objects. The employee training system has effectively solved the problems encountered by insurance companies in employee training and has been highly recognized by customer leaders. A scientific and effective employee training system in the insurance industry can effectively stimulate the potential of employees, help enterprises cultivate all kinds of talents suitable for enterprise development, and effectively support the strategic development of enterprises. The implementation of training activities can help employees improve their work skills, and the biggest role of establishing an insurance industry employee training system is to form a mechanism for the continuous emergence of outstanding talents, thus generating sufficient horsepower for the continuous development of enterprises. It can be seen that it is very important for insurance companies to build a targeted employee training system in order to achieve long-term development.
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.