Party file: Zhao Xiaoping, business manager of the Jinghai Center Branch of a life insurance company in Tianjin. Problem statement: I was promoted to manager one month ago, which was a happy thing. However, soon after I took office, I discovered problems in the team, which made me very distressed. Most of my team members are new partners who have withdrawn from the difficulties in the market. The elders with longer working experience also seem to have entered an aging period, and their enthusiasm for business development has been greatly reduced. The morale of the team has been seriously affected. Depression and negative emotions are gradually growing. As we all know, the role of morale is to stimulate people's potential physiological and psychological energy such as physical strength, energy, and ability. If the team has high morale, it will not only increase the team's cohesion and potential capabilities, but also be able to overcome the difficulties and setbacks encountered in the industry, bringing many benefits to the team's organizational development and goal completion; if the team's morale is low, it will inevitably It affects performance and even spreads bad mood to other teams. How to boost team morale? What is your normal practice? What innovative actions are there based on this? Zhang Yongxian, Senior Business Manager of China Life Wuhan Branch Sanhe Jijiqi Even if a person only has 60% of the skills, as long as he is confident, he can exert 100% of his energy at work. Although there are many variables in the actual insurance marketing process, Everyone will eventually create miraculous work achievements due to high morale. Harmony - A group that builds the same goals, has the same goals and visions can be said to be a real group. In order to improve the morale of the team, we must first establish a common goal and vision for the entire team, so that comrades can work hard in the same direction and vibrate at the same frequency. This will generate the highest power. There are several reference standards for the formulation of team goals. First of all, the team's goals must be combined with personal goals. They cannot be determined without authorization completely divorced from the individual wishes of the team members, otherwise some people will be separated from the group. Secondly, the goals must be very clear, preferably numerically measurable. More importantly, goals must be challenging for individuals and teams, but achievable with hard work. To put it bluntly, they can be achieved in just one jump. apple. If the task set for the team is far beyond the team's ability to shoulder, instead of stimulating morale and fighting spirit, it will make the team discouraged. Harmony - Building a family culture It is not enough for the team to have the same goal. What is more important is to create a family atmosphere of mutual help and support in the team. As a team leader, it is even more important to pass on this warmth to everyone. For example, when we encounter a team member who has family difficulties, we can mobilize everyone to help him solve the problem; accompany the new member during their career development; organize some activities from time to time, such as dinner parties, karaoke, etc., to increase the cohesion of the team. Communicate more with team members during these activities, treat others the way you like to be treated, and never do to others what you don’t want others to do to you. In addition, trust is the cornerstone of forming a team and determining team performance, and it is also the biggest motivation. As a team leader, you should encourage team members to make suggestions and participate in internal discussions and decisions, so that they feel needed and can use their best abilities. Harmony - Constructing a reward and punishment mechanism American management scientist Adams once proposed the equity theory: the work motivation of organizational members is not only affected by their absolute remuneration, but also by relative remuneration. As the old saying goes, a team will be motivated once and for all, and then it will be exhausted again and again. Morale will be the strongest at first, but will decline over time. Therefore, establishing a fair and just incentive policy is particularly important to improve team morale. For team members who have performed well and completed the target tasks, they should be publicly praised at the morning meeting and asked to share their experiences. They should be rewarded materially, and heavyweight reward projects such as overseas travel should also be launched to make the winners more confident and Have passion and interest, and then contribute more energy. Relatively speaking, the establishment of a punishment mechanism can also improve morale and motivate team members. Team members who violate disciplines and make mistakes must be promptly corrected, treated equally, strictly abide by the assessment system, and moderately criticized. Positive words and deeds that affect the entire team must not be tolerated. Yang Xiaoju, Senior Director of Ping An Guizhou Branch of China, Three Elements to Build Morale. During the Warring States Period, Sun Bin once said that the purpose of gathering troops together is to incite morale. Sales is like fighting. Victory depends on gaining authority and defeat involves losing morale. Building the morale of an iron marketing army is the key to victory. Teach by example, example effect As the saying goes, it is better to show one's voice than to shout, and to teach by example is worse than words. In the process of building team morale and cohesion, teaching by example is a sharp sword. For marketers, performance is the lifeline. Therefore, focusing on their performance to significantly improve their performance is the basis for boosting morale. This requires supervisors to lead by example in terms of their own skills and commitment. For example, I injured my foot some time ago. Although I cannot walk to visit customers, I still make phone calls to make appointments with customers to come to the company to sign orders. This taught the team members a very meaningful lesson in behavior, making them unconsciously follow my lead. Skill training and personal instruction are also necessary, which can improve their comprehensive professional quality and lay the foundation for performance improvement. In addition, setting a good example in terms of mentality is more important and more meaningful than setting an example in terms of skills. As a supervisor, you should lead with a positive attitude. If the team leaders are depressed, you can imagine the mental state of the entire team. Regardless of any competition, the supervisor must bear the brunt of the competition, strive to win awards, and become a model for the team to emulate; supervisors must also be positive when encountering temporary difficulties, avoid negative emotions, and avoid affecting the collective.

Only by setting an example in mentality can we build a motivated team! Regular incentives, individualized incentive mechanisms are absolutely necessary to improve morale. Supervisors should conduct one-to-one in-depth communication with team members, explore the individual needs of team members, find motivation points, and then prescribe appropriate medicines. For example, during the communication process with team members, ask them to write down their life goals, and then combine their life goals into work goals, so that they realize that their efforts are for their own lives, and they will persevere no matter how hard and tired they are, thereby improving their personal fighting spirit, thereby boosting collective morale. Continuously learn and create an atmosphere. A team with the ability to learn is a team that continues to grow. To build high morale, it's important to develop a learning team. As a supervisor, if you give others a drop of water, you will have a bucket of water for yourself. Therefore, you must always study and actively participate in various trainings. You must be the first to sign up for activities such as buying books to improve your cultivation and knowledge, and take the lead. effect. Rich knowledge can improve problem-solving abilities, which can naturally increase the confidence of team members and improve team morale. In addition, the team should also use family affection to create a warm atmosphere. Supervisors should show humane care to team members, and frequently make phone calls and text messages to express condolences on team members’ lives. The attitude towards team members should also be kind, without putting on airs, so that they can talk freely and be full of love and trust in the leader and the team. In this way, boosting team morale will be easy. Duan Wenhui, Senior Manager of China Pacific Henan Branch, Three Steps to Boost Morale When the morale of the army is low, no tactical rules can enable it to win. This is a famous saying of the Swiss military theorist Jomini. The market is a battlefield without smoke, and the marketing team is the army. Morale is very important to marketers. Step one: Professional skills training. Only soldiers with real guns and live ammunition can be brave and fearless in battle and achieve military exploits. Therefore, the first step to boost team morale is to provide skills training to team members so that they can master all aspects of sales skills and problem-solving abilities, giving them bargaining chips and fundamentally improving their confidence. For employees with poor performance, we should encourage them to analyze the problem together with them, help them improve their skills and performance, and if necessary, conduct personal product talks for them to help them communicate with customers and build relationships. Step 2: Career planning and design Everyone hopes to have a bright future. Use this as a guide to formulate personalized career plans and specific implementation plans for team members to achieve the overall life goals in stages. This step-by-step approach ensures that team members will not Even if you are under too much pressure, you can still see hope, so you will naturally be full of morale and work hard. In addition, taking advantage of team member promotions to do activities is also a way to improve morale. For example, if there is a team member in our company who is successfully promoted to supervisor, we will organize a hijab-unveiling activity, asking his or her spouse to personally take off the red hijab in front of everyone, and other team members will hang garlands on them. For those who are promoted, such an honor motivates them to continue to improve; for those who are not promoted, such a scene will undoubtedly make them envious and stimulate their fighting spirit. Furthermore, using team members’ birthday parties, breakfast parties, customer gatherings, etc. to increase the team’s sense of belonging and integrity is also one of the inevitable ways to improve morale. Three steps: The practice of improving team morale both inside and outside work is permeated bit by bit. You must always pay attention to your words and deeds at work, and do not spread negative information to team members. At the same time, you must also adhere to fairness, justice, and The principle of public spirit, everyone is equal, and overcoming selfish distractions. As a team leader, you should always summarize and motivate, reflect on the work process, and discover the rules of success. Motivate team members at the summary meeting and become a booster for everyone to move forward. In addition, supervisors should also focus on planning and encouraging everyone to innovate. Planning is mainly reflected in arranging a thing, such as a production meeting, and all processes must be coordinated and clear to avoid the phenomenon of passing the blame to each other; and when team members have experience and innovative ideas in insurance sales, they will be strongly appreciated And affirmation, even if their ideas cannot be implemented in the actual sales process, they should be encouraged to think and be willing to use their brains. In this way, morale will naturally and subtly improve. Outside of work, pay attention to team members’ life issues and make them feel cared for. For example, on Mother's Day, I would send flowers to the mother of an outstanding salesperson; if a team member's child was suffering from leukemia, the team would make a collective donation. These activities provide group members with sincere care in their daily lives, which will naturally capture their hearts and greatly increase group morale. In addition, for team members with negative thoughts, they should communicate individually to find out the reasons for their negative mentality, prescribe the right medicine and focus on motivation, so as not to affect the overall morale of the team.