專業(yè)化營銷團隊的組建運作與管理培訓(xùn)(ppt 34)-全文預(yù)覽
【正文】 re most people fail. 需要紀律而這就是許多人失敗的地方Activity management 活動管理must be done 必須every day, 每天做，every week and 每周做和，every month 每月做The Secret Weapons For Sales Management銷售管理的秘密武器Producer Premium is driven by 5 key drivers: 銷售人員的保費有 5個關(guān)鍵的驅(qū)動力v No. of Sales Unit 銷售單位的數(shù)量v No. of producers / Units 銷售人數(shù) /單位數(shù)v Activity ratio 活動比率v No. of cases / active producers 活動人均件數(shù)v Premium / case 件均保費Premium保費=No. of producers 銷售 人 數(shù)No. of producers 銷售人數(shù)Sales units銷售單位數(shù)A/R活動率 x No. of cases 件數(shù) Active producer 有績效的銷售人數(shù)PremiumCase件均保費x x xProducerDevelopment增員Recruitment retention招聘 保留Productivity生產(chǎn)力 Skill training development技巧培訓(xùn) 發(fā)展Which key driver creates the greatest impact? 哪個關(guān)鍵驅(qū)動力最有影響力Key driver 1 : Increase the no. of producer 關(guān)鍵 1:增加銷售員的數(shù)量No. of producers 銷售人員數(shù)量 Activity ratio 活動比率No. of cases / active agent 活動人均件數(shù)Premium / case 件均保費What is the growth impact?對增長的影響202335%3$5002,000$12,600,0002,20035%3$5002023$13,860,000110%Key driver 2 : Increase Premium / case 關(guān)鍵 2:增加件均保費2,00035%3$6002023$15,120,000120%Which key driver creates the greatest impact? 哪個關(guān)鍵驅(qū)動力最有影響力No. of producer 銷售人數(shù) Activity ratio 活動比率No. of cases / active producer 活動人均件數(shù)Premium / case 件均保費What is the growth impact?對增長的影響202335%3$5002,000$12,600,000Key driver 3 : 1 extra case / month 關(guān)鍵 3:月均件數(shù)2,00035%4$5002023$16,800,000133%Which key driver creates the greatest impact? 哪個關(guān)鍵驅(qū)動力最有影響力No. of producer 銷售人數(shù) Activity ratio 活動比率No. of cases / active producers 活動人均件數(shù)Premium / case 件均保費What is the growth impact?對增長的影響202335%3$5002,000$12,600,000Key driver 4 : Increase activity ratio 關(guān)鍵 4:增加活動比率2,00050%3$5002023$18,000,000143%Which key driver creates the greatest impact? 哪個關(guān)鍵驅(qū)動力最有影響力No. of producers 銷售人數(shù)
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