20 19 summary of the company's work in the second quarter (I) in the past three months, all the work of Jinzhong branch has started in an all-round way and developed steadily, successfully passing through the running-in period after the company was newly established and gradually moving towards a period of rapid development. With the strong support of the leaders of the head office and provincial companies, and with the close cooperation of the superior functional departments, all the staff worked hard to develop, unite and struggle, overcome difficulties and achieved satisfactory business results. At the same time, the overall management level of the company has been comprehensively improved, and the professional quality and pioneering ability of all employees have been significantly improved. The specific work in the second section is summarized as follows:
I. Marketing Work
On the solid foundation of the previous stage, the focus of marketing work is "business surprise activities in the second quarter". In the "activity", all the staff are in the same boat, constantly strive for self-improvement, overcome many difficulties, strive to broaden the market field, actively participate in the increasingly fierce market competition, carry forward the enterprise spirit of "being realistic, honest, hardworking and innovative", and make great contributions to the business development.
By the end of the second quarter, our accumulated premium income was 5.27 million yuan, of which auto insurance business 185.4 1 10,000 yuan, accounting for 35. 18% of the total premium, and non-auto insurance business15800 yuan, accounting for 64.82% of the total premium. Yuci team completed1874,200 yuan, accounting for 35.56%; The western team completed 3,335,400 yuan, accounting for 63.29%; Lingshi team completed 53,800 yuan, accounting for1.02%; Heshun team completed 5800 yuan, accounting for 0. 1 1%. It was originally planned that the premium income would exceed 6 million yuan by the end of the second quarter. However, due to the company's insufficient reinsurance capacity, two corporate property insurance businesses with a single amount of 1.7 million yuan had to be underwritten by other companies, which made it impossible to complete the target task.
In the second quarter, * * * realized premium income of 2,842,500 yuan, including auto insurance business1425,900 yuan, accounting for 50 17%, and non-auto insurance business14/600 yuan, accounting for 49.83%. In auto insurance business, compulsory insurance totaled 724,700 yuan, accounting for 50.86%, and commercial insurance was 70 1 10000 yuan, accounting for 49 14%. Yuci team completed 1.7673 million yuan, Xiyang team completed 1.022 yuan, Lingshi team completed 49,400 yuan and Heshun team completed 5,800 yuan.
By June 30th, the top three individuals' annual sales were: XX142,300 yuan, XX 86400 yuan and XXX 80200 yuan. In the second quarter, xx, xx and xxx ranked in the top three personal sales lists respectively.
Second, management.
With the all-round development of our department's work, the management work is becoming more and more perfect in the continuous work practice. The continuous improvement of the comprehensive management level of the Division has provided a strong impetus for the comprehensive and steady development of all work.
1, and improved a number of internal control systems.
In the second quarter, our department successively issued a number of targeted personalized systems, such as Measures for Internal Personnel Management and Assessment, Measures for Work Discipline Management and Assessment, and Measures for Health Area Management and Assessment. At the same time, we pay attention to implementation and practical results, and send special personnel to check the implementation of various systems from time to time to deal with problems in time, which greatly improves the overall work efficiency.
2. Strengthen the training and learning of employees.
In view of many factors such as the company's temporary inability to go public, the original marketing team formation work was temporarily slowed down, and the focus of work was on the continuous training and learning of existing employees. Since employees joined the company, our department has paid close attention to their ideological trends and behavioral norms, and used the morning meeting time every day to constantly learn their professional knowledge, exercise their professional ability, warn their professional ethics, and urge and help them adapt to their new jobs as soon as possible. By the end of June, 16 employees in our department had successfully obtained the qualification certificates of insurance agents. And the one-time pass rate is far ahead in all branches of the province.
In late May, we invited relevant leaders of the head office and provincial companies and staff of functional departments to conduct short-term business training for all employees. Through this high-level professional training, all employees not only accepted the profound cultural edification and baptism of the company in a tense and vivid learning atmosphere, but also thoroughly studied professional knowledge, professional ethics, practical experience and other contents closely related to practical work. This training has greatly mobilized employees' work passion, encouraged them to be conscientious, constantly dare to innovate, challenge themselves and create more brilliant achievements.
3. Standardize internal affairs management.
At the end of May, with the investigation of vehicle allocation in place, combined with the relevant regulations of provincial companies, our department issued the "Vehicle Management Measures", which implemented centralized management, unified deployment, fixed-point refueling, and special personnel to take charge of vehicles, and put an end to the private use of buses, which not only improved the efficiency of vehicle use, but also greatly saved costs, and received very obvious results. At the same time, learn from the method of vehicle management, standardize the procurement and collection process of daily office consumables such as office supplies, purified water, daily necessities and computer consumables, reduce waste and reduce costs.
Three. Difficulties and shortcomings
In the second quarter, all the staff were United as one, and always firmly adhered to the belief of "overcoming difficulties, meeting challenges and going all out to promote development". Through unremitting efforts, the marketing task has completed 87% of the plan. There are three main reasons why the initial task was not completed:
1, the company's reinsurance capacity is insufficient, which directly affects the business development.
In May, after unremitting efforts, mobilizing all available contacts and doing a lot of hard work, we finally won the enterprise property insurance business of xx Power Plant10.4 million yuan under xx Company. However, due to the company's insufficient reinsurance capacity, our department only underwrote 1.3 million yuan, and the rest 1.3 million yuan was reluctantly given to xx company and xx company. For the same reason, our department only got back 400,000 yuan from the 800,000 yuan enterprise property insurance business of xx Coal Mine under xx Company. These two businesses lost 6.5438+0.7 million yuan in premium, which is the direct reason why the marketing task was not completed in the second quarter. We feel very sad.
2. The delay in listing of branches directly hindered business development.
In the half year since we started our business, all our customers come from employees' personal connections, which are very limited customer resources. Because the branch company can't go public for a long time, employees going abroad to participate in the exhibition should not only consider doing everything possible to expand new customers, but also be subject to various restrictions. Some things can't be said or done, and it is very difficult to expand new customers. This is just a "roadblock" that directly hinders business development from within the company. At this stage, the company can't do any marketing promotion. Without the strong marketing support of brands and products, employees can only contact customers in the most primitive way and can only promote themselves by telling everyone. Faced with customers who pay more attention to brand effect and social popularity, this marketing method is not only inefficient, but we are also worried that it will affect the company's image in the long run.
3. Some employees lack work motivation and enthusiasm.
Many unfavorable factors, such as the delay in listing of branches, directly affect the working attitude of some employees. The underwriting restrictions of bulk sales have greatly dampened employees' enthusiasm for fully tapping key customers, resulting in passivity, muddling along and muddling along. More seriously, the negative state of individual employees will affect the centripetal force of the whole team, and then affect the overall exhibition ability of the team. The emergence of this situation also comes from the responsibility of low personal quality of employees and lax internal management of departments. Although we have never relaxed our encouragement and restraint to employees, this situation is inevitable.
Work plan for the fourth and third quarters
In view of the problems encountered in the previous stage, combined with the actual situation of our department at this stage and the rapidly changing competitive environment in the market, after careful analysis of the operating conditions of peer companies, detailed investigation of customers' real consumption needs and in-depth study of local market trends, we made the following arrangements for the work in the third quarter:
1, slow and steady, fine and fine.
The marketing target in the third quarter is that the accumulated premium income exceeds 8 million yuan. The relevant report pointed out that "China's economic operation is in a critical period of stabilization and recovery. We must unswervingly continue to implement a proactive fiscal policy and a moderately loose monetary policy, fully implement a package plan to deal with the international financial crisis, and constantly enrich and improve it according to the situation. " Facing the optimistic market prospect, we should strengthen the cohesion of the team through continuous study and research, practice our internal strength hard, accumulate wealth and make steady progress. Continuously improve the comprehensive management level of our department, promote the accuracy and refinement of market development, foster strengths and avoid weaknesses, and improve work efficiency.
2. Take development as the theme and service as the main line.
"Innovative development, service development and harmonious development" is the basic idea of our work in the next stage, with the focus on promoting development through service. To achieve marketing objectives, we must pay close attention to management and focus on implementing actions. Since mid-June, our department has taken the lead in carrying out the activity of "insurance into the community, zero-distance service". This activity formulated service standards, defined service contents and standardized service procedures. The purpose of this activity is to realize the "four consciousnesses and four abilities" of all employees, namely: enhancing the sense of striving for the first place and enhancing the ability of pioneering and innovating; Enhance the sense of responsibility and improve the management ability; Enhance service awareness and improve the ability of harmonious development; Enhance crisis awareness, enhance initiative and enterprising ability. At present, this activity is in full swing, with the participation of all staff, and has achieved satisfactory results. Positive activities like this will be launched one after another in the next stage of work, constantly improving the service level and promoting the steady and efficient development of all work.
It can be predicted that the next stage of work will face more difficulties and accept stronger challenges. In order to comprehensively and steadily push forward all the work, stimulate the enthusiasm of employees to the maximum extent, and comprehensively improve the comprehensive professional quality of employees, we hope to get more support and help from superior companies in underwriting policies, service scope, marketing and so on. To provide stronger backing support and a more relaxed and superior development platform for business expansion.
All the staff of our department have made up their minds to unite as one, rely on cohesive team strength, innovate management consciousness, adhere to the company's business philosophy of "modesty, honesty and trustworthiness", overcome various unfavorable factors, strive to broaden the service field, expand the influence, win the market, and strive to hand in a satisfactory answer sheet to the superior company in the third quarter.
20 19 summary of the company's work in the second quarter (II) On October, 20 19, xx Co., Ltd. held a working meeting in the second quarter of 20 19. The meeting conscientiously implemented the "two studies and one work" study and education of xx Power Grid Company and the deployment of the second quarter work conference of 20 19, summed up the preliminary work and deployed the next stage tasks, demanding further understanding of the situation, innovating ideas, improving quality and efficiency, ensuring safety and promoting the coordinated and healthy development of the company.
Comrade xx, the company's executive director, general manager and deputy secretary of the party group, conveyed the spirit of the second quarter work conference of xx Power Grid Company and made an important speech.
In his speech, xx reviewed the progress made by the company in the previous stage. He said that under the strong leadership of the Party Group of xx Power Grid Corporation, the company vigorously explored the international market, operated overseas projects steadily, and continuously improved its management level, and successfully completed various tasks in the first quarter. On April xx, the company independently won the bid for the second phase of xx Hydropower Project at a very low discount rate, realizing a "good start" in international business development; The M&A project of stock assets in Europe, Oceania, Brazil and other markets has made positive progress; Brazil xx Hydropower sent out the first and second phases of green space construction and development projects to accelerate; The operating efficiency and benefits of overseas assets such as Brazilian companies, xx assets companies and Philippine projects have been improved, and the overall operating indicators in the first quarter were completed better than the time schedule.
Xx emphasized that the Party Group of State Grid Corporation attaches great importance to international development. In the report of the second quarter work conference, "international development" is listed as one of the four development concepts of xx Power Grid Corporation, which has the same strategic position as safe development, healthy development and innovative development. Mr. Liu pointed out that the internationalization of the company's development refers to the all-round internationalization of strategy, business, technology, talents and management brands. It is necessary to achieve new breakthroughs in development concepts, business expansion, corporate governance, personnel training, etc., and change from internationalization of business development to internationalization of company development, so as to achieve a leap-forward improvement in development scale, quality and efficiency. The establishment of the international development concept of State Grid Corporation of China has given the international company a higher mission, put forward higher requirements, and provided an important strategic opportunity for the company to achieve leapfrog development. International business will usher in a new round of rapid development.
Xx pointed out that in the next stage, the company will focus on the following six aspects: focusing on promoting transnational transcontinental power grid interconnection, overseas large-scale clean energy development and other projects, and actively promoting the development of global energy Internet; Actively expand M&A projects of stock assets in developed markets and emerging markets, steadily promote the construction of green space projects, and strive for new breakthroughs in international business; Operate existing overseas assets such as Brazilian companies, xx assets companies and Philippine projects stably and reliably, and improve the quality and efficiency of overseas assets operation; Effectively enhance safety awareness, strengthen safety management and service guarantee for overseas personnel, strictly prevent and control international business safety risks, and ensure the safe and smooth operation of overseas assets; Deepen the construction of transportation supervision center, maintain the credit rating of the company and overseas subsidiaries, and continuously improve the management level; Strengthen the three constructions in an all-round way, actively carry out the learning and education activities of "two studies and one work", continuously organize the selection of party member Service Team and "Moon Star", and vigorously advocate the work style of independent thinking, telling the truth, doing practical things and seeking practical results within the company.
The meeting was presided over by xx, deputy general manager of the company. The Development Planning Department, the Market Development Department and the Financial Assets Department made a special report on the progress of the company's key stock projects in the first quarter and the implementation of performance appraisal indicators, the progress of the company's key green space projects and the company's financial operation in the first quarter.
At home, members of the company's leadership team, assistant to the general manager, heads and assistants of various departments, heads of affiliated units in Beijing, and department-level personnel to be sent to Brazil and xx Assets Company attended the meeting.
20 19 summary of the company's work in the second quarter (3) Another 20xx three months have gradually left us, bidding farewell to the warm spring season and welcoming the hot summer day. As the saying goes, a good year lies in spring, which means a new beginning, and a new beginning must have a new breath.
In the second quarter, the company completed department integration and gradually improved various system departments. Of course, my work has also become more professional. The transformation of the company has brought the nature of our work to a more professional direction, which is already obvious.
In the second quarter, I completed the final debugging task of China Travel Service in Hong Kong, and began to undertake the preparatory work of software park, the construction preparation of xx community, the equipment maintenance of xx munitions warehouse, and the hardware implementation of access control temperature and humidity system of xx warehouse. Prepare the preliminary plan of xx local tax and the preliminary design of xx oil depot.
In the final debugging of China Travel Service in Hong Kong, I encountered many practical situations that I had never encountered in the implementation of weak current. In the debugging project, I turned the original theoretical solution into the actual solution. It is rare to meet such an opportunity to improve your technical level. I think this is a valuable technical wealth in my growth.
In the early stage, the software park only helped xx to do some daily work, and there was not much contact with the project. In my daily contact with xx, I learned another way of dealing with people in project management, which is also an opportunity to improve my level.
In the early stage of xx Community, we encountered difficulties in coordinating with Party A, the supervisor and the cooperative units. It is also a process experience and an opportunity to improve your business level.
In the maintenance of xx munitions warehouse, the implementers did not leave any documents in the early stage, nor did they leave any documents about the project at the user's place, which brought great inconvenience to the later maintenance, and the training for users was not very systematic, so it was impossible to guide the maintenance on the phone. Therefore, it is also essential to summarize the data in the later stage of the project.
During the implementation of Zunyi project, I came into contact with temperature and humidity equipment. Although the temperature and humidity equipment is not a difficult thing, it provides another available material for my future scheme design.
In the implementation of Zunyi, the phenomenon of disconnection from software appeared again. Therefore, it is suggested that while the hardware is implemented, the software can also enter the site, and the smooth handover has been realized, and finally the project that users are satisfied with is made.
This quarter, I feel that the communication between departments is getting less and less, which has caused a lot of disharmony in our mutual cooperation. Although the work can be done well, it can avoid disharmony in the work. Everyone has several tasks. If everyone doesn't understand each other, the work can't be done well. For example, during the preparation of the preliminary proposal for Chengdu Oil Depot, I had a lot of other work, but the plan stipulated the time, all the work was completed almost at the same time, and the work arrangement could not be just a project, which caused some disharmonious tidbits. Although they are all for work, I hope everyone can understand each other below.
I. Completion of various indicators
1. Deposit situation: At the end of the second quarter of 20 19, the deposit balance of our department was RMB X million, a net increase of RMB X million compared with the beginning of the year, and x% of the plan for the first quarter was completed, including the deposit balance of RMB X million, a net increase of RMB X million compared with the beginning of the year, and the company deposit balance of RMB X million, a decrease of RMB X million compared with the beginning of the year;
2. E-banking: At the end of the second quarter, our department opened X bank cards, X effective mobile banking customers, accounting for x% of the total, and X POS machines.
Second, the main work measures
At the beginning of April, our department called employees to hold a departmental meeting to make a good start in research and deployment. Specific measures can be summarized as follows.
1. Pay attention to the assessment and arouse the enthusiasm of the work. At the beginning of the year, according to the objectives and tasks of the Head Office, the assessment plan and other documents, combined with the actual work of business departments, our department assigned the business indicators and tasks of e-banking, e-banking and share conversion to people, and formulated a detailed assessment plan, which fully mobilized the enthusiasm of cadres and workers, led the leaders to take the lead, and employees rushed to the top. The business department has formed a strong atmosphere of pulling deposits and grasping e-banking business.
2. Pay attention to publicity and plastic farming firm brand. The second quarter is the marketing peak season. Our department attaches great importance to publicity and marketing, and * * * organizes outreach activities 15 times, with people in the responsible area and employees grouped, visiting institutions, enterprises and institutions, and individual industrial and commercial households to collect customer information, publicize our products, and improve customers' awareness and satisfaction with our products. On April 13, our department launched a unitary code scanning activity of "code scanning is polite, surprises are waiting for you" according to two indicators: the new platform login of mobile banking and the conversion rate of existing customers. By the end of March, 328 customers in our department scanned the QR code to log on to our new e-banking platform and converted stocks, which achieved good results. On April 27th, our department and xx Dance School held the "Nong Xin Cup" contest, winter training report performance and lottery, which publicized our Suixin Card, mobile banking, card loan service and other services on the spot, attracted many parents of children, and had interactive answers with prizes, effectively shaping the brand image of ABC products. This activity collected more than 400 pieces of customer information, excavated deposits of more than 4 million yuan, and on-site 0 yuan scanned the code and transferred it to 20 yuan. From May 7th to May 9th, our department carried out outreach marketing activities, sent flowers to people's homes to pray, greeted women in the area with festivals, further enhanced the feelings with rural commercial banks, and collected customer data to publicize our products. In three days, * * * collected more than 65,438 pieces of data and expanded 2 POS machines, which achieved good results.
3. Grasp transformation, improve service quality and lay a solid foundation for business development. As the first batch of transformation pilot institutions of the Head Office, our department has been working in strict accordance with the transformation requirements since the transformation in June 20 18. After half a year's operation, it has successfully passed the acceptance of the head office and won unanimous praise from customers. Through the transformation of outlets, the internal management efficiency, indicators and process management of our department have been optimized, and the work efficiency and service quality of employees have been improved. Mainly manifested in: First, the customer waiting time is significantly reduced. Through data calculation, it is found that although the number of customers who come to handle business has not decreased since the implementation of the transformation, the waiting time of customers has obviously decreased, and the average time for each customer to handle business has decreased by 2 to 3 minutes compared with that before the transformation. Second, differentiated services improve customers' patience in accepting services. In the business hall, although it is crowded, it is orderly. The lobby manager divides customers into high cabinets, low cabinets and self-service areas, which improves the attention to each customer and makes customers feel warm. Third, the marketing awareness of employees has gradually deepened. Through one-word marketing training, the front desk staff actively recommended the Bank's e-banking business and new products to customers when handling business, the tellers recommended potential customers, and the retail account manager deeply explored the potential financial product demand of customers and actively recommended appropriate products and services, further increasing the Bank's middle and high-end customer base.
4. Grasp unit deposits and conduct hierarchical marketing. The balance of corporate deposits in the business department accounts for three quarters of the total deposit balance. Therefore, our department has been grasping this business, carrying out hierarchical marketing at all levels, sending special personnel to follow up the company's business, further safeguarding financial and departmental customers, and actively expanding new institutional customers. At the beginning of the year, our department learned about the reinsurance fund for housing construction loans of poor households through social relations. Our department has done a lot of work through the docking with finance. Since February, we have sent special personnel to follow up and signed relevant cooperation agreements with Finance. In March 1 1, a special fund of 37.4 million yuan was received. Last year, our department learned that our county finance bureau was going to set up an agricultural guarantee company. After half a year's docking with finance, our department successfully opened an account of an agricultural guarantee company in March.
Three. Existing problems and deficiencies
There are still some problems and deficiencies in our department, which are embodied in the following aspects: First, strengthen study and broaden knowledge. Our department generally doesn't learn new skills, understand new products and the policies of the head office. The business level always stays on the original basis. Lack of financial professional knowledge and relevant legal knowledge;
Second, our department is generally slow, procrastinating, and not proactive, lacking team consciousness, and comes as soon as things happen. After the work arrangement, no one took care of it, and no feedback was reported. For example, how is the work arrangement? At what stage? If there is no feedback, or if you don't do it at all, you should pay attention to the arrangement in three or four ways.
Third, the service consciousness is not strong enough, and the understanding of service work is not in place. Although our department follows the seven steps of transformation, it seems that its affinity is not strong, its attitude is cold and its speed is slow. When the customer has doubts, the explanation is not in place and he doesn't want to say more.
Fourth, many strategies put forward in the process of network transformation should be formulated according to the characteristics of the network itself, and the requirements are not hard to meet customers. But now the internal training requires a version, but nothing has been done. Our bank is one of the first transformation institutions. Regarding the setting of hardware facilities, the Head Office did not follow up the progress of Internet access. After surfing the internet, except for four ATMs, our department has no self-service setting, and all of them are manual services.
Fifth, the responsibilities of each post are unclear and unclear.
20 19 summary of the company's work in the second quarter (4) 20 19 The second quarter has turned into history in an instant, and I feel quite touched when I start to think back on my work in these three months. It was in February 2065438+2009 that I had the honor to join Jiazhi Company and became an employee of the sales department. Before that, I had never been formally engaged in automobile sales, and my understanding of automobiles was rather vague. Through the study of sales work and the running-in with the company's corporate culture in the past six months, I deeply feel that I have made progress, but I also feel that there are still many problems and deficiencies in my working methods. But looking back on the past and showing the future, I think there are still many gains in the third quarter. The following is my summary:
I. Summary of Work in the Second Quarter
1, sales task completed
1) In the third quarter, 282 cars were sold, and I personally sold 1 15 cars, including xx 19 cars, xx 15 cars and xx2/kloc-0 cars, accounting for/kloc-0 of the total number of cars.
2) According to the sales arrangement of the general office, each employee flew to xx in turn to be on duty, where I received 1 13 valid customers, of which 6 were sold. A powerful blow to competitors.
2. Summary and analysis of sales work
1) induction speech. In the sales position, we must first mention two people, one is director Lin of the general office, and the other is manager Wang of the sales department. I am very grateful to them for their help in my work. When I was in contact with automobile sales, I was very lacking in automobile knowledge and sales knowledge, so my work can be said to be difficult to start with. In the first two months, under the leadership of Director Wang and Manager Mo, we conducted customer negotiations and analyzed the customer situation, so we always think of them when we meet customers who are difficult to talk about in sales or compare the advantages of models. It is because of their help in sales skills and negotiation, as well as previous experience that I was able to work independently in August. The whole learning process can be said to be the result of two leaders' words and deeds.
2) Adjustment of professional mentality
A salesman's day should start at the first sight in the morning. Every morning, I will wake up from the cheerful and radical alarm, and then greet the day's work with a full of energy and happiness. If I have less experience than others, then I am more honest than others; If I don't have as many lists as others, then I am better than others.
3) Development of key customers. Here I want to say: We should treat the customers of Class B as Class A, so that we can have one more Class A than others, and one more Class A will give us one more chance. Visit customers at least three times a week. I think attacking customers is the same as setting goals. First of all, we should focus on becoming customers. Only in this way can we achieve results. When the key customer approves, I will shift my energy to the second key customer.
4) Shortcomings in my own work:
In the sales work, some people are eager to clinch a deal, which not only affects the development of their sales business, but also hits their self-confidence. I think I will abandon these bad practices in my future work, actively learn and consult the business knowledge of old salesmen and improve my sales skills as soon as possible.
Two. Section 3 Work
In the process of the company's development, I think that to become a qualified salesperson, we must first adjust our thinking, unify our thoughts and goals with the company, and clarify the company's development direction, so as to fully integrate into the company's development and carry out our work in an orderly manner.
First of all, from the concept: I want to be consistent with the company's business philosophy and business philosophy, unify my goals and understanding with the company's top management, and help the company promote corporate culture construction.
Second, in terms of business, we should know the information, hobbies and family situation of our customers. , tap customer needs, do a good job in customer relations, and keep abreast of information, and strive to double the number in the third quarter compared with the second quarter.
Third, self-awareness: abandon selfish, strong and lazy temperament, learn from the strengths of others with a positive attitude, learn to be modest, and learn to get along more harmoniously with bosses, friends and colleagues;
Finally, I hope the company's performance in the third quarter will be more brilliant!