The insurance industry is called the sunrise industry in the century. Why is it difficult to increase the number of employees? The main reasons are: (1) the salesman failed to increase the number of employees, and his confidence was frustrated and he was unwilling to increase the number of employees; Performance experts believe that adding staff will increase the burden and refuse to add staff; In order to compete, the company implements "crowd tactics" and lowers the threshold for increasing staff, and everyone will increase, leading to an increase in turnover rate; The company did not form a good atmosphere for increasing staff, which led to the weak willingness of marketers to increase staff; Insufficient training of sales staff's skills in increasing staff, resulting in insufficient methods and skills in increasing staff; Blindly wishing leads to a big psychological gap between newcomers, which will have a negative impact on the market after the loss.
Nothing in the world affects the development of an organization or a person more than ideas. The key to solve the problem of "difficulty in increasing staff" is to establish a correct concept of increasing staff.
To establish a correct concept of increasing staff, we need to start from three levels:
The first level-the level of company operators, regards increasing staff as the foundation of the company's sustainable development, and pays equal attention to increasing staff and sales, and goes hand in hand.
Companies should strictly increase the number of employees, avoid implementing "crowd tactics" and lower the threshold for increasing employees. The main tasks are: to obtain the relevant information of the applicant as soon as possible; Have a systematic interview procedure, arrange multiple interviews, and have standardized interview contents and methods; Seriously understand the background of prospective newcomers; Give new people a sexual orientation test, and take the result as one of the conditions for hiring or not; Examine the marketing ability of prospective newcomers before employment; Prospective newcomers don't need to make bills during their study.
The second level-team supervisor level, takes organizational growth as the goal of career struggle and cultivates the habit of increasing members.
Supervisors should make it their daily work to improve employees' willingness to increase employees and improve their skills. Specific to the daily work: self-presentation, using the supervisor's own income mainly from management allowance to motivate subordinates to improve their willingness to increase staff; In recent years, the income of some old business elites who did not take organizational development was compared with that of those who did, which made subordinates understand that only organizations have high performance and stimulated their willingness to increase employees. Increase the proportion of time to talk about increasing staff in the morning meeting every day to form a good atmosphere for increasing staff in the workplace; Increase the training proportion of adding employees in daily training and improve the methods and skills of adding employees; Make organizational development goals and plans for subordinates and plan organizational development blueprints for subordinates.
The third level-the level of potential marketers, takes the road of organizational development as the starting point of their career and improves their skills by increasing employees.
Marketers are the implementers of direct staff increase, so we should correctly understand the necessity and importance of staff increase. If you want to increase the number of employees, you must first solve the psychological problem, that is, increasing the number of employees is like making a new insurance policy. On the basis of having the skills to find prospective employees, you must do the following basic work: find suitable employees every week and establish additional cards; Arrange the increase of personnel visits in daily visits, fill in the weekly report of personnel increase, and form the habit of personnel increase; Continue to visit prospective employees regularly and repeatedly, truthfully tell them what kind of work they will be engaged in, let them know the truth of the industry, and let prospective employees know the cost and direction of efforts after joining the company.
I hope I can help you.
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.