System Design And Realization For SalesPerformanceManagement Of GCI

Sales performance management is of critical importance for business development of insurance companies, and also a major factor in evaluating business quality and loss expense. Based on the sales performance management practice of Generali China Insurance(GCI), the present paper aims to analyze issues including overly high sales expenditure, sales performance evaluation, and evidence inadequacy of incentive mechanisms. Meanwhile, how to conduct rapid market expansion and improve market share with quality business and productive channels are also important topics in sales management.The paper starts with an introduction of domestic and foreign sales management status. Based on a research on the insurance-industry-oriented sales performance management measures, the paper continues to offer a detailed analysis of the functional needs and workflow of sales team management, performance evaluation management, compensation (salary) calculation management, agency and broker management, classified cost management and cost settlement management, and specifies the objective of sales management system construction. Centered on the needs analysis of team management, performance evaluation management, compensation (salary) management, agency and broker management, classified cost management and cost settlement management, the paper provides an overall solution for system design, including architecture design, functional design as well as data base design. With a three-layer technical architecture, the paper adopts a customized reporting tool and other techniques, and realized the design and development of the sales management system, including sub-systems for team management, performance evaluation management, compensation (salary) management, agency and broker management, classified cost management and cost settlement management.Last but not least, the paper offers a comprehensive and complete description of system testing, deployment, implementation and real-time operation, and achieves the objective of system construction. The paper also includes a summary of the application effects of the sales management system of Generali China Insurance.Applying the sales performance management system enables insurance companies to conduct accurate real-time sales performance management, standardized sales agreement approval management for agencies and brokers, qualified sales performance management, and per-policy sales expense management, thus offers concrete support for decision-making in sales management.