<p>&nbsp;</p> <div style="text-align: left; line-height: 150%" align="left"><b><span style="line-height: 150%; font-size: 15pt">KPI</span></b><b><span style="line-height: 150%; font-size: 15pt">指标分析与改善措施</span></b></div> <p> <table style="border-bottom: medium none; border-left: medium none; margin: auto auto auto -39.6pt; border-collapse: collapse; border-top: medium none; border-right: medium none" border="1" cellspacing="0" cellpadding="0"> <tbody> <tr> <td style="border-bottom: windowtext 1pt solid; border-left: windowtext 1pt solid; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; width: 72pt; padding-right: 5.4pt; border-top: windowtext 1pt solid; border-right: windowtext 1pt solid; padding-top: 0cm" width="96"> <div style="text-align: center; line-height: 150%" align="center"><b><span style="line-height: 150%; font-size: 12pt">问题</span></b></div> </td> <td style="border-bottom: windowtext 1pt solid; border-left: #ece9d8; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; width: 162pt; padding-right: 5.4pt; border-top: windowtext 1pt solid; border-right: windowtext 1pt solid; padding-top: 0cm" width="216"> <div style="text-align: center; line-height: 150%" align="center"><b><span style="line-height: 150%; font-size: 12pt">分析原因</span></b></div> </td> <td style="border-bottom: windowtext 1pt solid; border-left: #ece9d8; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; width: 270pt; padding-right: 5.4pt; border-top: windowtext 1pt solid; border-right: windowtext 1pt solid; padding-top: 0cm" width="360"> <div style="text-align: center; line-height: 150%" align="center"><b><span style="line-height: 150%; font-size: 12pt">改善措施</span></b></div> </td> </tr> <tr> <td style="border-bottom: windowtext 1pt solid; border-left: windowtext 1pt solid; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; width: 72pt; padding-right: 5.4pt; border-top: #ece9d8; border-right: windowtext 1pt solid; padding-top: 0cm" width="96"> <div style="text-align: center; line-height: 150%" align="center"><span style="line-height: 150%; font-size: 12pt">增员率</span></div> <div style="text-align: center; line-height: 150%" align="center"><span style="line-height: 150%; font-size: 12pt">偏低</span></div> </td> <td style="border-bottom: windowtext 1pt solid; border-left: #ece9d8; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; width: 162pt; padding-right: 5.4pt; border-top: #ece9d8; border-right: windowtext 1pt solid; padding-top: 0cm" valign="top" width="216"> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">1</span><span style="line-height: 150%; font-size: 12pt">、增员活动量不足</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（</span><span style="line-height: 150%; font-size: 12pt">1</span><span style="line-height: 150%; font-size: 12pt">）</span><span style="line-height: 150%; font-size: 12pt">意愿：</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">①</span><span style="line-height: 150%; font-size: 12pt">不了解组织利益</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">②</span><span style="line-height: 150%; font-size: 12pt">增员创伤</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">③</span><span style="line-height: 150%; font-size: 12pt">辅导意愿低</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（2）能力</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">①</span><span style="line-height: 150%; font-size: 12pt">增员选择能力不足②辅导能力弱</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">2</span><span style="line-height: 150%; font-size: 12pt">、销售与增员习惯不习惯</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">3</span><span style="line-height: 150%; font-size: 12pt">、业务主管本身产能低、无吸引力</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">4</span><span style="line-height: 150%; font-size: 12pt">、职场气氛差、脱落率高</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">5</span><span style="line-height: 150%; font-size: 12pt">、人员素质低、人均收入低</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">6</span><span style="line-height: 150%; font-size: 12pt">、缺乏单位内部在职训练</span></div> </td> <td style="border-bottom: windowtext 1pt solid; border-left: #ece9d8; padding-bottom: 0cm; background-color: transparent; padding-left: 5.4pt; width: 270pt; padding-right: 5.4pt; border-top: #ece9d8; border-right: windowtext 1pt solid; padding-top: 0cm" valign="top" width="360"> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">1</span><span style="line-height: 150%; font-size: 12pt">、方法：</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（1）不推销，即死亡&mdash;&mdash;增员是推销的延伸</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（2）不增员，即死亡&mdash;&mdash;增员是寿险经营的命脉</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（3）运用基本法&mdash;&mdash;组织利益，高效率，高报酬</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（4）熟悉各种增员方法，来源，面谈技巧</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（5）运用各项选择流程，工具与概念</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（6）业务主管以身作则，单位举办增员活动</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（7）拟定年度人力发展计划</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（8）改善职场布置，气氛，提升工作士气</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（9）提高三个月转正率，降低脱落率</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（10）提升人均绩效，追求团队荣誉</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（11）改善正式业务员比例，优化人员组织结构</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">2</span><span style="line-height: 150%; font-size: 12pt">、规划、设定每月（季）增员活动，新聘人员时应考虑：</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（1）代理人登陆考试时间、次数</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（2）季节性转业</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（3）人力市场变化</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（4）增员活动规划</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（5）单位辅导人员数</span></div> <div style="text-align: left; line-height: 150%" align="left"><span style="line-height: 150%; font-size: 12pt">（6）主管辅导能力</span></div> </td> </tr> </tbody> </table> </p>