The first 20** years are coming to an end. Looking back on the work in the past 20** years, there are fruitful joys, difficulties in tackling key problems with colleagues, and melancholy when encountering difficulties and setbacks. Time flies, unconsciously, the hopeful 20** years are approaching with the beginning of the new year. It can be said that 20** years is a crucial year for the company to promote industry reform, project start-up, market expansion and sustainable development. This year's work is summarized as follows:
After such a tense and orderly year, I feel that my work skills have reached a new level. I have a clear plan and steps in every job, a direction of action, and a goal of work. I am really confident! Basically, we are busy but not chaotic, tight but not scattered, clear in organization and clear in everything, and fundamentally get rid of the phenomenon of just working hard and not knowing how to sum up experience when we first joined the work. In this way, I walked into this year from infinite busyness and walked out of this year from infinite ease. Moreover, while working, I also understand the truth of dealing with people. In contrast, it is very important to have a good attitude, enthusiasm for work and a sense of responsibility. For the company, I have experienced a lot in 20 years, including my project in Shu Qi Lake Resort:
The successful opening of Luzi Temple unveiled its mysterious veil for the majority of believers, and the opening of Zhongkun International Hotel in Shu Qi Wonderland also ended the five-year careful casting of the project. The next dream is to find the opening of Huizhou water stage, holiday club and villa area. I believe that the future of Shu Qi Lake Resort will be better, which also strengthens my confidence in working hard.
Summing up one year's work, I have come into contact with many new things, produced many new problems, learned a lot of new knowledge and experience, and improved my ideological understanding and working ability. In my daily work, I always ask myself to proceed from reality, adhere to high standards and strict requirements, and strive to improve my professional quality and moral quality.
Generally speaking, there are still some shortcomings and problems to be solved urgently, mainly manifested in the lack of learning new things, often acting by experience in work, and relying on previous work routines to deal with problems, which is manifested in the lack of bold innovation in work.
The next step is to innovate constantly in the future work, communicate with colleagues around us in time, listen to the opinions of colleagues and leaders around us and implement them in the work. I will continue to work hard in the next work, report my thoughts and feelings in my work to the leaders, and correct and make up for my shortcomings and defects in time. We need unity to strengthen our work and cooperation to achieve success and push our work forward! I believe: under the correct leadership of the superior, the future of the company is like an eagle, flying high.
Another year of elegant hand in hand, 20 years slipped away inadvertently. Looking back on this year, with the support and help of leaders and colleagues, I have diligently and practically completed my job, successfully completed all the tasks assigned by the iron, and improved in all aspects.
I have been in the company for more than a year, during which I have joys and sorrows, but I am more grateful, because I have not only learned the knowledge, skills and methods related to my work, but also learned a lot about being a man and being a man. This is a life treasure that is more precious than anything else and will benefit me for life. The annual work is summarized as follows:
1.XX company signed XX sets of contracts throughout the year, realizing the contract price of XX billion yuan and paying the house price of XX billion yuan; * * * XX sets of real estate licenses; XX sets of house closing procedures.
2. Statistical inspection and monthly report copy.
Third, the statistics and verification of monthly funds of sales staff.
Four, the establishment, collation, improvement and entry of all kinds of text and electronic files.
5. Daily accounts of Nissin and Monthly Statement.
Six, cooperate with the bank to collect arrears.
The office is a very complicated department. As a member of the settlement room, we must carefully consider whether we are working or dealing with problems, and be independent. In short, over the past year, I have gained a lot through hard study and continuous exploration. I firmly believe that I can do it well as long as I work hard.
After working in the office for a year, I sometimes feel that I have some experience or handle things by my own judgment, so I have made many problems and mistakes. Afterwards, I know whether it is my lack of social experience or improper handling. I am determined to improve my quality in my future work, rest and learn more about the philosophy of dealing with others, so that I can surpass myself now and strive for greater progress!
20** years has a profound impact on the whole real estate industry. In the case of the whole market downturn, the company sized up the situation, scientifically formulated sales policies, and fought several beautiful battles. Especially when the company celebrated, it launched two buildings in XX community in time, and the record in the face of the market for a few days was quite good, which fully showed that the company's analysis of customers and grasp of the market were scientific and reasonable, which also established confidence for everyone's future work.
With a strong wait-and-see mood, the arrival of real estate winter has become an indisputable fact. Looking forward to 20 years, no matter how policies or markets are adjusted, the intensity of the challenges we face is self-evident. In such an unfavorable environment, we should not only adapt to the situation, but also have a keen insight into opportunities. I believe that XX company with profound background will be able to withstand the test of the situation, and I also believe that the future of XX company after baptism will be more brilliant.
The year of 20XX is a year of more intense competition in the insurance market in China, and the civil servants of the whole country share the same world! At the same time, it is also an important year for the development of China's life expectancy. Under the correct leadership of the Party Committee and the General Manager's Office of the Municipal Company, xx Marketing Department conscientiously implemented the requirements put forward by the Municipal Insurance Association and the General Manager's Office of the Municipal Company at the beginning of the year, closely focused on the various work indicators issued by the branch, took business development as the theme of the whole year, made clear business ideas, grasped business priorities, and actively and effectively implemented them.
Work and achieved good results. In order to provide useful reference for future work, the work situation and work plan of thirteen districts in 20XX are reported as follows:
20XX year's operating results and work summary
As of June 30th, 165438+ With the joint efforts of all business colleagues and all employees, 13 realized the new single premium income of RMB XXXX million, including the forward premium of RMB XXXX million, the wholesale premium of RMB xxxx million and the accident insurance premium of RMB xxxx million, and completed the accident insurance index issued by the municipal company two months ahead of schedule. From June 5438 to June 065438+1October, there were xxxx marketing agents in the whole region, of which xxxx were licensed, with a licensing rate of xx %；; There are xx supervisors at all levels, including X department managers and X branch managers. Business scale and team manpower are stable.
Looking back on the course of 20xx years, it embodies the spirit of tenacious struggle and persistent struggle of the people in xx District. Focusing on the work priorities of different stages and aiming at the actual situation of each stage, we actively adjusted our thinking and followed the development pace of the company, and mainly adopted the following specific work measures:
(1) Strengthen your confidence ideologically, make a clear direction, fully understand the market situation, seize opportunities and face challenges.
The general manager's office has repeatedly stressed in various meetings that the market competition will become more and more fierce in the future, and peer companies will continue to compete with us from all aspects. In this market environment, only catching up and developing actively is the last word. The whole department of xx fully understands the spirit of the superior, and realizes that it can't passively turn around the planned indicators of the municipal company, but should actively explore the market. These are two different development concepts and will achieve completely different development results. We take every opportunity to change people's ideas in the area and change "I want to develop" into "I want to develop". For front-line sales staff, we have repeatedly stressed that it is fundamental to achieve performance and occupy the market. We should see the inexhaustible resources in the life insurance market and realize that making an insurance policy will occupy a market. Only by establishing a new concept of development, constantly occupying market share and competing with peers with service and morale can the marketing team be in an invincible position in the market tide. It is by conquering the ideological fortress and unifying the development concept that the cohesion of xx District is fundamentally enhanced, and the whole district presents a positive and healthy mental outlook.
(II) In view of the business priorities in all stages of the year, our district actively cooperated with the arrangement of the municipal company, and combined with the actual situation of our district, launched the competition plan in time to promote the performance in a targeted manner.
Since the beginning of the year, according to the work direction, the district department has launched a one-year competition scheme of "Everyone Reaches the Standard and Strive to Be a Star", advocating all business partners to achieve basic goals, learn from star salesmen and continue to strive to meet high requirements. In the whole year's work, the district department led the business partners to work hard along the established direction, realizing the continuity and effectiveness of the overall work. The whole year can basically be divided into three stages:
The first stage: xx wholesale sales competition at the beginning of the year. Our district cooperated with the "xxxxxx" wholesale promotion plan of the municipal company, and launched the whole district's "Golden Rooster Good News" wholesale business competition plan to comprehensively enhance size premium and achieve a good start.
The second stage: From February to August, during the Spring Festival, the district department successively launched a series of targeted promotion programs, such as "Lantern Festival on the 15th day of the first month, Chinese New Year Contest", "Changing clothes in March in Yangchun", "Operation Eagle" and "Storm in Early Summer and June with Passion", which effectively boosted performance growth. Taking advantage of the opportunity of moving to a new workplace in July, the district department launched the performance improvement plan of "Red July, Gold Rush Action" and the promotion plan of "Grateful Visit in August, Everyone Celebrates and Moves", advocating "Everyone makes achievements and contributes to a new workplace". The district department also took the opportunity to put forward the district training of "visiting every day, making achievements every week, increasing staff every month and making progress every year", which was hung in various workplaces.
The third stage: from September to the end of the year, the district department uses xxx training to fully mobilize team morale, improve sales skills, carry out multi-level competitions, and sprint year-end goals. Under the arrangement of the municipal company, in September, our department organized more than 200 partners to participate in the full-time training of xx company, which enabled the majority of partners to sublimate their ideas and improve their skills from a new perspective. Taking advantage of the trend, the district department vigorously advocates skill training, atmosphere building and target tracking in the team. While cooperating with the municipal companies to develop and hype the "xxxx" district-level departmental competition, we actively carried out internal competitions at the district level, and successively launched competitions such as "The Lion King strives for hegemony", "Five Tigers strives for hegemony" and "Elite Challenge". The district department launched "September hegemony, Guilin celebrates Mid-Autumn Festival" and ". Win Late Autumn 1 1 monthly business competition scheme and Win XX Sprint1February business competition scheme have effectively improved team morale and work enthusiasm, which has made a beneficial pull for the annual sprint.
(3) For personnel at all levels, clarify responsibilities, strengthen post awareness and responsibility awareness, and let on-site partners and back office staff have a clear direction and perform their duties.
1, strengthen the sense of purpose and enhance the sense of leadership for team leaders.
At the beginning of the year, the district department formulated the work direction for the whole year, and detailed the objectives, and signed an annual target responsibility letter with all supervisors, so that the objectives were clear and the rewards and punishments were well-founded, which enhanced the confidence of all supervisors in leading the team to sprint the annual work objectives; In the course of one year's work, the district department also makes monthly work goals in combination with the team's annual goals in each work month, and constantly tracks the achievement of the team's goals through the performance analysis of the monthly work summary meeting and the weekly director's economic policy meeting. At every economic policy meeting, the district department will announce the personal achievements and personnel increase of supervisors at all levels, encourage supervisors at all levels to "strike while the iron is hot" and take the lead in driving subordinates. It is this working method of stage follow-up inspection that allows team leaders to always recognize the direction and lead the team to pursue the annual work goal.
2. Strengthen the sense of honor, training and cultivation of elite masters.
Since the establishment of "Elite Club" in 20XX, the standards have been improved year by year and the number of members has increased year by year. By 20XX, there will be 36 members of elite clubs in the region, among whom 3 will be selected as elite clubs of municipal companies, and 1 will join the Million Round Table Association (MDRT). In order to further promote the growth of elite teams, at the beginning of the year, the district re-formulated the articles of association of elite clubs, which once again raised the membership standard of 20XX clubs, provided more preferential policies for elite salespeople, and effectively promoted the team's enthusiasm for striving for Excellence and striving for membership. After moving into the new workplace, the district department specially made an honor list for elite clubs to enhance the sense of honor of the elites and called on everyone to "learn from and pay tribute to the elites", which formed a good atmosphere in the district department. In order to accelerate the growth of elites, the district department regularly holds regular meetings of elite clubs to conduct various trainings and target tracking. Especially since 10, the district department has set up an "elite commando" of 60 people to conduct group confrontation, conduct half-day training every Sunday morning, and invite experts from various departments, leaders of municipal companies and outstanding lecturers to share lectures, or provide opportunities for foreign exchange and customer communication. These measures have effectively improved the level of elite partners and benefited a lot from their concepts, attitudes, skills and habits. By the end of June, 1 1, a large number of business partners in the whole region had reached or approached the shortlisting standard of 20XX elite clubs, and the foundation of outstanding personnel was getting more and more solid.
3. For the department personnel in the district, adjust the department structure, clarify the post responsibilities, and provide team support and services.
In order to give full play to the role of staff at all levels, such as group training, lecturers, back office, etc. Our district has carried out a lot of beneficial exploration and practice in the aspects of departmental structure adjustment and personnel post division, and achieved remarkable results. Especially after moving to a new workplace, the district department set up a "sales support office" and a "human support office" to re-divide and allocate personnel, and set up a special person to take charge of human support management and sales support, ensuring the clarity and order of all work. The district department also gives full play to the characteristics of Yong ying lecturers, and assigns Yong ying to assist the development of each team or network, so that each department's network has special tutors; At the same time, the district department has arranged group training for some special work to ensure the comprehensive and in-depth development of the work, such as "elite club", "product briefing", "early warning of basic law examination", "agent qualification examination", "workplace arrangement", "newcomer training" and "newcomer school". All of them are clearly assigned according to the specialties of the group training lecturers, and the specially responsible group training lecturers are responsible for the end, effectively mobilizing the subjective initiative of relevant personnel. Every day, the district department holds group training and night meetings for lecturers, conveying the latest information in time, discussing working methods and various problems, and exchanging and learning with each other, which ensures the smooth development of work and the improvement of execution, and at the same time improves the working ability and coordination and mutual assistance ability of group training lecturers, and has achieved obvious results.
(4) Pay attention to basic management, improve the quality of the team and keep the team stable; Grasp the product briefing, increase the size premium, and ensure the goal is achieved.
Grasping basic work and basing on long-term development is the direction that the thirteen districts have always adhered to. In 20XX, the basic management of the district has reached a new level. From the aspects of morning meeting management, attendance management, systematic training and workplace construction. The district strengthens the training bit by bit, so that all the work is carried out in an orderly way, the team has formed regular work habits, the quality of the team has been continuously improved, and the stability of the team has been continuously enhanced.
In the morning meeting management, the district department has always attached great importance to it, requiring the group training to make great efforts to ensure the effect of each morning meeting, and the management effect has been remarkable in the past year. Especially since 10, the district has adjusted the morning meeting density from three times a week to once a day. Due to the solid team management foundation for many years, this initiative has not only been successfully implemented in various teams, but also welcomed by most supervisors and marketing partners. Many partners have said that the daily morning meeting will make their partners have a stronger sense of work and learn more knowledge, which is very conducive to the sustainability of exhibition habits. Everyone's understanding and support for the daily morning meeting reflects the solid and high execution of the basic management of the district department for a long time.
In order to do a good job in attendance management, at the beginning of the year, the district department revised the attendance management method, canceled the theory of part-time, put forward a clear attendance reward and punishment mechanism for everyone, established a system awareness in the whole region, and made clear the hard truth of "you can only go to work if you have a job number", guiding the team to further correct the atmosphere and develop a good work style. A good system is decentralized to various ministries and commissions, and with an effective supervision mechanism, the attendance rate in our district has always been above 70%, which has effectively promoted the implementation of all work.
In order to provide corresponding training support for business personnel at all levels, the district department has established a targeted training system in addition to the morning meeting, such as: "Newcomer Training Course"; The "new school" for people who have joined the company within one year; Elite master "elite club training", in charge of "economic Committee training", undocumented personnel "substitute exam counseling training" and so on. The district department also provides external training opportunities for personnel at all levels from time to time, effectively improving team ability and broadening their horizons.
In terms of workplace construction, our district has achieved a qualitative leap this year. First of all, thanks to the strong support of the general manager's office of the branch, the district department made full use of the opportunity of moving to a new workplace to realize large-scale transformation and renovation, which made the old company glow with new vitality. After the transformation, the number of workplaces and offices is sufficient and the environment is beautiful, which creates a hardware foundation for the development of the team. I would like to take this opportunity to express once again the gratitude of all the people in xx District for their foresight to the General Manager's office! After moving into the new workplace, the district department has invested a lot of money to buy office furniture, infrastructure and other necessities for a long time, and redesigned all kinds of exhibition boards, and arranged various exhibition boards such as "honor list of elite clubs", "respected figures of xx district department", "company introduction" and "information column", and made "performance tracking list", "registration tracking list of newcomers" and "district training" for various workplaces. The reconstruction of the new workplace fully stimulated the enthusiasm of all partners, and also showed a good image of going abroad for life to all sectors of society who participated in the briefing and handled business in the region, which was well received.
In addition, the district department has carried out in-depth and continuous exploration and practice in many basic management aspects, such as activity management and performance management, which has laid a solid foundation for the sustainable and healthy development of xx district department.
(V) Actively respond to the call of the CIRC and the General Manager's Office, further develop county insurance, use township outlets to expand the influence of the company and enhance the fighting capacity of the district.
Over the years, the construction of township outlets in our district has achieved remarkable results, forming a workplace with Tongzhou city as the center and seven township business outlets with reasonable layout. Township outlets have now become an important growth point in xx District. This year, the district department has successfully developed the marketing service department of subu town, and at the same time, it has increased investment in the construction of township outlets, given necessary support from all sides, and achieved outstanding results.
The district department has provided backstage and group training for each outlet, and the workplace equipment is readily available, which fundamentally eliminates the obstacles to the development of outlets. The district department held a symposium for managers of township outlets to discuss new ideas for network construction and clearly put forward the development goals of each outlet. In the second quarter of this year, the district department specially summarized the situation of sales staff in Tongzhou villages and towns and made regional planning from a strategic perspective. Districts and departments assign villages and towns to various jobs in turn, requiring partners to claim development goals, and strive to achieve "every village has partners and every village has customers". These measures have pointed out the direction for township network partners and played a long-term role in promoting personnel increase and performance.
The agents of rural outlets have brought protection to the broad masses of rural people, popularized insurance knowledge and brought premiums to the company. At present, the premium income of each outlet has accounted for half of the whole Tongzhou marketing business. At the same time of economic benefits, the social benefits brought by network construction are more obvious. In towns and villages with business outlets, the influence of xx life occupies a prominent position, and it is difficult for peer companies to gain a foothold in the local area, which has laid a solid foundation for the long-term development of our cause.
The third article 20 years slipped away inadvertently. Looking back on this year, step by step! I joined xx Company on * * month, 20**. During my tenure, I am very grateful to the company leaders and colleagues for their support and help.
With the support and help of company leaders and colleagues, I quickly integrated into our collective and became a member of this big family, and my working style and mode also made major breakthroughs and changes. During my tenure, I strictly demand myself to do my job well. The work of 20** years is summarized as follows.
First, the back office daily work
As the sales office of the company, I am well aware of the importance of the post and can also improve my personal communication skills. The backstage of the business department is an important hub for connecting the preceding with the following, communicating inside and outside, coordinating the left and right, and contacting the four parties. Mainly from the following aspects to carry out the work:
1, daily business contact, customer service, handling customer complaints, answering customer consultation calls and phone records.
2. Communicate sales policies and send business letters to customers.
3. Arrange, record and track the results of sales meetings.
4. Do a good job in the file management of this department, and establish customer information files (involving the basic information of users, varieties, quantities, prices and settlement methods).
5, all kinds of promotional activities, statistical expenses reimbursement and other assistance.
6. Establish a sales ledger account (reflecting sales revenue and price, transportation and miscellaneous fees, the amount of payment recovered and the amount of payment receivable).
7. Establish a sales expense account (reflecting the internal expenses of the department and the amount of expenses, travel expenses, transportation and miscellaneous expenses, lump-sum or fixed lump-sum expenses extracted by various business personnel).
8. Statistics and summary of various reports, as well as printing and forwarding of reports.
9. The preliminary examination and report of the sales manager's travel expenses shall be signed and approved.
10. All kinds of sales materials and data involving the trade secrets of our factory shall be properly kept and shall not be lost or leaked.
1 1. Analysis and archiving of competitive brand information of similar products, collection, registration and distribution of sales-related publicity materials.
12. Check, track and follow up the monthly repayment amount of customers.
Second, the existing shortcomings and plans
The understanding of solar energy market is not deep enough, the technical problems of products are too weak to explain clearly to customers, and some big problems cannot be solved quickly. In the process of communicating with customers, we rely too much on and trust customers, which leads to a series of adverse reactions.
The work is not done well and the guidance is not enough, which affects the sales performance of the marketing department. With the coming of 20 years, on the basis of doing my job well, I personally have to try my best to master some technical knowledge and try my best to deal with it freely and calmly. Constantly enhance their ability to distinguish, and on the basis of better communication with customers, they can consider the interests of the company more.
Third, some suggestions for the above departments.
In next year's work plan, we will focus on the following tasks:
1. Establish a sales team that is familiar with business and relatively stable. Talent is the most valuable resource of an enterprise, and all sales achievements come from having a good salesperson. Establishing a united and cooperative sales team is the foundation of an enterprise. It is an important task to build a harmonious and lethal team in next year's work.
2. Improve the sales system and establish a clear and systematic business management method. Sales management is a long-standing problem in enterprises. It is a laissez-faire state for salespeople to go on business trips and meet customers. The purpose of perfecting the sales management system is to let the sales staff play their subjective initiative in their work, have a high sense of responsibility for their work and improve their sense of ownership.
3. Cultivate sales staff to find problems, sum up problems, and constantly improve their habits. The purpose of training salespeople to find and summarize problems is to improve their comprehensive quality, find and summarize problems in their work and put forward their own opinions and suggestions, so as to raise their professional ability to a new level.
4. Sales target. The most basic sales target this year is to have a monthly income statement. According to the sales task assigned by the company, the task is divided into month, week and day according to the specific situation. Decompose the monthly, weekly and daily sales targets on each salesperson to complete the sales tasks in each time period; And improve sales performance on the basis of completing sales tasks.
I think the development of the company next year can not be separated from the overall quality of the employees of the company, and can not be separated from the company's guidelines and team building. Improving execution, establishing an excellent sales team, and having a good working mode and working environment are the keys to work.
Fourth, summary.
Over the past year, we have gained a lot through hard study and continuous exploration. No matter in the work arrangement or in dealing with problems, we should be considerate and independent. I firmly believe that as long as you work hard, you can do it well. After working in the sales office for a year, I sometimes feel that I have some experience, or I have not judged things carefully enough, so I have made many problems and mistakes. Afterwards, I know whether it is my lack of social experience or improper handling. I am determined to improve my quality, rest and learn the philosophy of being a man in my future work, so that I can surpass myself and strive for greater progress!