Recently, the China Insurance Regulatory Commission (CIRC) issued the Opinions on Unswervingly Promoting the Reform of the Management System of Insurance Salesmen, indicating that it will guide insurance companies to adopt various flexible forms, improve the treatment and protection of marketers, and further improve the image of the marketing team. Experts pointed out that the new regulations are related to 3 million insurance marketing teams, which means a subversive adjustment to the existing insurance marketing system, but the specific operational details need further study. Or increase the cost of insurance companies. It is worth noting that compared with the draft for comment, the "employee system" that has been called for before is missing in the final version of the opinion. In the opinion of analysts, it is very likely that the relevant provisions of the "employee system" were strongly resisted at the consultation meeting of the China Insurance Regulatory Commission. "After the pilot is completed, the insurance company will treat the insurance salesmen who have joined one after another differently. No matter what the original intention of the measures is, it will definitely cause great commotion among the salesmen. " Insurance analysts pointed out that at present, great resistance will come from insurance companies, because the "employee system" will implement the basic salary plus business commission, which will undoubtedly greatly increase the operating costs of insurance companies, and it will face great challenges for the insurance industry in transition. Another practical problem that the "employee system" will face is that it is difficult to measure the workload of overtime work in the marketing field, and whether employees should pay overtime pay for overtime work. Diversification of production and marketing channels Whether in mature markets or developing markets, the insurance salesman system has been facing various challenges. Economist Lang Xianping recently publicly announced that "our insurance is to engage in pyramid schemes!" In fact, his comments represent the views and attitudes of a large part of consumers on insurance. Regulators hope to enhance the strength and market share of new insurance marketing channels and models, so that the reform and transformation of insurance marketing can be undertaken by healthier channels. Therefore, the development of diversified sales channels and the impact of "separation of production and marketing" on the insurance industry will be reflected more quickly. "From a policy perspective, regulatory policies are guiding the separation of production and marketing in the insurance industry, and insurance intermediaries are welcoming unprecedented development opportunities; From the perspective of product chain, the product line of insurance intermediaries is wider than that of insurance companies, covering low-end, high-end and frontier insurance markets. " An analyst also pointed out that with the gradual maturity of the insurance industry, whether it is insurance companies, intermediary companies, marketers or customers, the cognition of insurance is constantly evolving. From the perspective of foreign insurance market, the most critical positioning of insurance companies is product development, after-sales service and asset management, and sales and services are entrusted to professional insurance intermediary companies. According to the Economic Information Daily, we can find a road suitable for our own development. In fact, the Opinions give a number of reform paths. However, there are still different views in the industry on taking the road of professional intermediary. A life insurance company executive pointed out: "I always believe that the market is the final referee. It cannot be said that intermediary companies are more capable and can manage marketing personnel well. The level of management ability is not a problem of system. Can it be solved by changing to "employee system"? I don't think so, so we can't simply judge that the intermediary model is right. " "Whether it is diversion or the implementation of the' employee system', these two roads will be difficult to walk. There is another way, such as reforming the insurance marketing system itself and modifying the commission payment method, which may be more realistic. " Jiang, a professor of risk management and insurance at Nankai University, said. In his view, the Opinions are more of a guide, and the specific reform of insurance companies should be based on their own actual situation. What kind of "identity" should be given to insurance salesmen is related to the vital interests of 3 million people, so some related actions of marketing management system reform will attract great attention from all parties in the insurance market. It is worth noting that, unlike the "employee system" that the industry generally hoped in the past, the signal released by the regulatory authorities this time is to propose "various flexible forms" to improve the treatment and protection of marketers. "While advocating the' employee system', the regulatory authorities also proposed to add a labor status to the marketers. This institutional arrangement and change can be said to be a compromise to reality, but it is actually more in line with the reality of China's insurance industry and more operable. " Insurance experts said, "In fact, the goal of the reform of marketing personnel management system is not simply to improve the treatment and protection of marketing personnel, but to correct the past crowd tactics. While improving the treatment guarantee of marketing personnel, we should also improve the entry threshold of marketing personnel and build a more systematic and comprehensive vocational education system. After all, treatment and talent quality are linked. No matter how the reform is carried out, the goal should be to select outstanding talents in the industry. For talents who do not meet the development of the industry, the necessary elimination mechanism is also essential. " The above insurance experts said.
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.