First, the sales skills course must be based on consulting sales and sales of key customers to ensure that sales personnel can master the latest sales theory and practical skills.
The second is professional knowledge courses, including insurance professional knowledge, tax policy, financial system, human resource management and so on. Group insurance salesmen should not only become insurance experts. At the same time, we should also dabble in the financial and human resources of enterprises and have a dialogue with customers on the same platform.
Third, sales management courses. This kind of course is designed for sales managers such as team leaders and sales managers, which lays the foundation for the prosperity and development of the team.
Fourth, psychological adjustment course. In addition to the common incentive courses such as success psychology, it should also include the publicity of the company's business philosophy and corporate culture, aiming at adjusting the mentality of group insurance salespeople and ensuring that salespeople can maintain their enthusiasm for sales and understand and implement the company's sales policies.
Fifth, general skills courses, including communication skills, business etiquette and other courses, aim to improve the overall cultivation of sales staff. Sixth, others. For a group insurance business person, it is necessary not only to deal with individual agents among corporate customers, but also to consider the overall interests of corporate customers. Therefore, it is necessary to be knowledgeable to quickly find the same topic with customers and narrow the distance with customers.
(2) Implementation system
First, we should formulate standard and non-standard training requirements for salespeople at different business levels. Simply put, standard training is like a compulsory course in school, which should include the knowledge and skills that a qualified salesperson must master; Non-standard courses are equivalent to elective courses, which are a step for salespeople to improve their personal cultivation and move towards a higher level.
Second, the implementation forms of training should be diversified. Compared with individual insurance agents, the mobility of the group insurance team is relatively small and the training targets are relatively fixed. On the one hand, this will make the training more systematic and cohesive. On the other hand, training is a job of changing trainees' behavior patterns repeatedly, and relatively fixed training objects put forward higher requirements for the form of training. Therefore, in addition to the traditional closed class training, the training should also take various forms such as morning meeting, evening party, knowledge contest, debate contest and extended training to ensure the effectiveness of the training.
Third, the training departments at all levels of the company must clarify their responsibilities. This may not be very important for insurance companies that only operate in a certain city, but for the national insurance company industry, building a training system is an important content. The head office and branches need to determine their own training objectives. Generally speaking, the training of newcomers should be undertaken by the branch. The training of senior sales personnel and sales managers, which account for 0/5 ~ 20% of the total number of sales personnel/kloc-,should be led by the head office, and the training of middle-level personnel can be organized by branches according to similar regions.
(3) Monitoring system
First, do a good job in post-training evaluation. According to the popular training theory, post-training evaluation includes four levels, namely, reaction level, learning level, behavior level and effect level. Among them, the evaluation of reaction level and learning level is to evaluate students' mastery of knowledge at the end of training, and the evaluation of behavior level and effect level is to evaluate the influence of training on students' work behavior and the resulting effect. At present, the evaluation of training basically stays at the first two levels. How to evaluate students' follow-up behavior to maintain the sustainability of training effect should be a problem that enterprises should strive to solve. Second, we must get the support of sales management personnel. Training is not only the work of the training department, but the direct supervisor of the trainees must be committed to providing an environment for the trainees to show their knowledge, so as to ensure the effectiveness of the training.
2. The company needs a clear business philosophy and strict management.
It is impossible to build an excellent sales team only through training. If a company pursues the expansion policy of high cost and low profit, or even gains temporary market share by illegal operation, then no matter how good the training is, it can't improve the quality of sales staff. Therefore, insurance companies need to be clear about their business philosophy, that is, group insurance must create profits for the company and put an end to acts that harm the company's long-term interests in the sales process. Only in this way can we create a positive atmosphere in the sales team and give the sales staff pressure and motivation.
3. The CIRC needs strict supervision to create a good market competition environment.
The abnormal development of insurance industry due to poor market environment is a lesson from the past. As the supervision department of the insurance industry, CIRC should focus on rectifying the market order, vigorously punish violations and standardize the development of group insurance industry. Only in a fair, open and just market competition environment will the need to improve internal strength become urgent and the training can really begin.
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.